INDUSTRY INSIGHTS YOUR PEERS ARE READING
The findings reveal that European business buyers expect vendors to display traits traditionally associated with consumer brands, demonstrating B2B and B2C landscapes are no longer distinct. MORE
Magisto Named a “Cool Vendor” in Artificial Intelligence for Small and Midsize Businesses by Gartner. We’re excited and humbled to announce that we’ve been included as a “Cool Vendor” in the Cool Vendors in Artificial Intelligence for Small and Midsize Businesses report by Gartner, Inc. We consider our inclusion in the Cool Vendor Report by Gartner a confirmation of our mission to provide entrepreneurs with the tools they need to succeed. MORE
Just use this handy checklist of criteria, organized in three categories: the data product itself, the surrounding services that will help you get the most value from the data, and the factors that suggest the vendor candidate will be a satisfactory business partner for your company. MORE
Marketers can do a better job of picking their marketing automation vendors if they roll up their sleeves and work at it. But you also need a vendor who will support your long-term success. Here are some ways to identify a “future-safe” vendor. MORE
Marketing automation vendors are being cornered by a monster of their own creation. As figure 2 indicates, “actionable analytics and reporting” was cited as the most deficient feature for every single major vendor in the industry. MORE
My solution today was: Dear [First Name], A friend of mine who is building one of those "wisdom of the crowd" software review sites tells me her research shows that what buyers want most is "apples to apples" comparisons of product features. MORE
Summary: The first two posts in this series described my scoring for product fit. The third and final post describes scoring for vendor strength. And I'll give a little preview of the charts these scores produce.without product names attached. MORE
Self-serve is an effective, cost-saving strategy for software vendors. Both customers and vendors benefit from self-serve because it places the concept of customer value front and center. Let’s get it out there right away. MORE
Some of pause was due to vacation, but mostly it was because I’ve been working feverishly to finish the Raab Guide to Account Based Marketing Vendors , which I’ve released today and you can purchase here. This was a huge project with the almost insanely ambitious goal of making sense of the ABM vendor landscape. What made it challenging wasn’t just gathering detailed information on 40 vendors but the variety of the vendors serving ABM needs. MORE
B2B products and services don’t generally make the same kind of emotional connection with buyers that consumer brands do, and tactics that work for b2c marketers (e.g. They rely on search and social media through the bulk of their buying process, and expect b2b vendors to be there. MORE
Microsoft today announced the acquisition of marketing management system vendor MarketingPilot , which will become part of its Dynamics CRM group. B2B marketing automation vendors will need to rearchitect their systems on the more sophisticated platform. MORE
This is what the findings were in a study done by Heinz Marketing and InsightSquared titled, Marketing Automation Platform (MAP) Satisfaction Survey 2018: Are Marketing Automation Vendors Still Meeting the Needs of Today’s Marketer? MORE
Next up in this series on ABM sub-functions described in the Raab Guide to ABM Vendors : State-Based Flows. The Guide states: Vendors in this category can automatically send different messages to the same contact in response to behaviors or data changes. That was not part of many older marketing automation systems, although several vendors have now retrofitted their products to support to some degree. _ * via its Predictive Campaign integration with Eloqua. MORE
Since we do have revenue figures for the top four vendors, we can also look at their revenue per employee. The news is better for HubSpot, whose apparent productivity decrease (measured in clients-per-employee) vanishes when you measure revenue per employee instead. MORE
How to choose a programmatic vendor: five questions. How scalable is your product for my specific needs? The post How to choose a programmatic vendor: five questions to ask appeared first on Choozle: Digital Advertising Made Easy. MORE
Keeping in mind that there’s no such thing as a good list (and remembering that more expensive lists are not always better than cheap ones), the only way to keep your team productive is to make sure your data is fresh by cleansing it continually, analyzing characteristics that indicate propensities to buy, and continually testing to maximize segmentation efforts. There’s plenty of mediocrity in lead generation—both in-house and outsourced. MORE
I'm making a presentation on marketing technology selection at B2BLeadsCon in New York next week, and had thought to start with the usual Oh-My-God-There-Are-So-Many-Vendors slide to get everybody's attention. MORE
Adobe, Salesforce and Oracle all made announcements regarding Customer Data Platform products this week. But the fact that all three vendors are addressing the topic raises some interesting questions. But CDPs have been developed by relatively small specialist vendors, which many enterprise buyers are reluctant to consider. It doesn’t include anything new about the product. Salesforce now says they’ll release that product this November. MORE
Last year, we learned a lot about the objectives of the B2B buyer and how vendors may miss opportunities to connect and provide further value through their website presence. One of those points was in the impact of social media and blogging on the vendor selection process. MORE
Summary: Based on Web traffic rankings, new demand generation vendors with low prices are gaining market presence. Last November, after much consideration of alternatives , I settled on Alexa three-month Web traffic rankings as a reasonable way to measure the relative market presence of demand generation vendors. I revisited that data today, adding a few new vendors and dropping some of the very minor ones. MORE
The 2019 B2B Buying Disconnect report is based on a survey of 712 individuals who were involved in a significant purchase of business technology during the preceding year, and on a survey of 229 individuals who worked for technology vendors in a marketing or sales capacity. MORE
Indeed, with 208 data points on 22 vendors, there’s so much data that it’s a challenge to make sense of it. Since we only added one new vendor for this edition and kept all the old ones, the vendor base itself is largely stable. MORE
Specifically, they can do two things: improve the selection process itself and look beyond features to assess the vendors. This post will focus on the selection process and the next will talk about judging vendors. But don’t think you’re writing the document for vendors. MORE
Summary: The first of three posts describing my new scoring system for B2B marketing automation vendors. I’ve finally had time to work up the vendor scores based on the 150+ RFP questions I distributed back in September. Vendor strength will be scored on a separate dimension. MORE
Questions to Ask When Selecting Your Customer Data Platform helps marketers to understand what a CDP is, whether they need one, and what specific questions to ask vendors when trying to pick the right system. The Customer Data Platform describes an emerging class of products that combine marketing database management, centralizing treatment decisions, and integration with execution systems. MORE
My last post used data from our new Guide to ABM Vendors to describe differentiators among companies that provide external data for account based marketing. As the Guide defines it: Vendors in this category use statistical techniques to select target accounts. Many scoring vendors gather external data from public or commercial sources (or both) to gain more inputs for their models. MORE
At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC). One of the key ones is the average length of sales cycles for your company’s products and services. Sales is the Growth Engine. MORE
The average marketer works with 28 technology vendors , according to a study by Adledger and MadHive looking specifically at brand marketers, agency marketers, and digital publishers. Brands could also stand to be more open about their martech ecosystem when talking to agencies and vendors. MORE
Many companies turn to list vendors and subscription databases to build up their audience. But if you’re thinking of pursuing a subscription service for ongoing list efforts, do your due diligence—spend some time to find the right vendor that will meet your needs. First and foremost, it’s important to have the vendor pull a list based on your target contact/account filters and give you an idea of how many records they could provide. The post Looking for a list vendor? MORE
Yesterday’s post announced our new Guide to ABM Vendors , which helps marketers make sense of the confusing variety of ABM-related systems. I know you really want to learn which vendors do which functions, but, as I also explained yesterday, that's not a simple question to answer. Instead, let’s start with an overview of how the vendors as a group matched up against the sub-functions. The first obvious question is how many vendors deliver each sub-function. MORE
Summary: Yesterday's post described the objectives of my product fit scores for B2B marketing automation vendors and how I set up the original weighting for individual elements. But the original set of scores seemed to favor more complex products, even for small business marketers. MORE
Of course, there’s always been pressure to do more with less—the definition of productivity improvement—but the mantra seems to have taken on almost religious status as the anemic, drawn-out recovery from the 2008 financial crisis drags on. The personal productivity apps here can help. MORE
On May 6, AOL and Google announced their respective acquisitions of attribution vendors Convertro and Adometry. ad tech attribution vendors behavioral targeting marketing data management marketing technology technology acquisitions MORE
set their own weights for the different scoring categories and do detailed, side-by-side comparisons of vendors they select. Vendor names have been replaced with football teams and the specific details are excluded. In case it’s not obvious, you can move the little sliders on the “Sector Chart” tab to see how the different vendors move around depending on how you weight different categories of attributes. I might put it out as a separate product or upgrade to the base report. MORE
Customer Experience Matrix
AUGUST 21, 2015
I'm making a presentation on marketing technology selection at B2BLeadsCon in New York next week, and had thought to start with the usual Oh-My-God-There-Are-So-Many-Vendors slide to get everybody's attention.
Customer Experience Matrix
JUNE 17, 2019
Adobe, Salesforce and Oracle all made announcements regarding Customer Data Platform products this week. But the fact that all three vendors are addressing the topic raises some interesting questions. But CDPs have been developed by relatively small specialist vendors, which many enterprise buyers are reluctant to consider. It doesn’t include anything new about the product. Salesforce now says they’ll release that product this November.
Customer Experience Matrix
AUGUST 18, 2016
Some of pause was due to vacation, but mostly it was because I’ve been working feverishly to finish the Raab Guide to Account Based Marketing Vendors , which I’ve released today and you can purchase here. This was a huge project with the almost insanely ambitious goal of making sense of the ABM vendor landscape. What made it challenging wasn’t just gathering detailed information on 40 vendors but the variety of the vendors serving ABM needs.
Biznology
AUGUST 24, 2016
Just use this handy checklist of criteria, organized in three categories: the data product itself, the surrounding services that will help you get the most value from the data, and the factors that suggest the vendor candidate will be a satisfactory business partner for your company.
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Because of this, selling your product or service to a government. should take when considering selling your product to a government agency. they can purchase products. products they are using to make sure that you are not wasting. your product. product.
Customer Experience Matrix
DECEMBER 29, 2010
Summary: The first two posts in this series described my scoring for product fit. The third and final post describes scoring for vendor strength. And I'll give a little preview of the charts these scores produce.without product names attached.
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Customer Experience Matrix
AUGUST 19, 2016
Yesterday’s post announced our new Guide to ABM Vendors , which helps marketers make sense of the confusing variety of ABM-related systems. I know you really want to learn which vendors do which functions, but, as I also explained yesterday, that's not a simple question to answer. Instead, let’s start with an overview of how the vendors as a group matched up against the sub-functions. The first obvious question is how many vendors deliver each sub-function.
Customer Experience Matrix
MAY 24, 2014
On May 6, AOL and Google announced their respective acquisitions of attribution vendors Convertro and Adometry. ad tech attribution vendors behavioral targeting marketing data management marketing technology technology acquisitions
Customer Experience Matrix
DECEMBER 28, 2010
Summary: Yesterday's post described the objectives of my product fit scores for B2B marketing automation vendors and how I set up the original weighting for individual elements. But the original set of scores seemed to favor more complex products, even for small business marketers.
Modern Marketing
JUNE 22, 2018
Self-serve is an effective, cost-saving strategy for software vendors. Both customers and vendors benefit from self-serve because it places the concept of customer value front and center. Let’s get it out there right away.
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online and through other channels before they actually reach out to the vendor. performance” is important across the board, precisely what that means varies by product. We need to speak in our audience’s language, not just our product terms. lead production.
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Customer Experience Matrix
NOVEMBER 16, 2011
Specifically, they can do two things: improve the selection process itself and look beyond features to assess the vendors. This post will focus on the selection process and the next will talk about judging vendors. But don’t think you’re writing the document for vendors.
Customer Experience Matrix
AUGUST 25, 2016
Next up in this series on ABM sub-functions described in the Raab Guide to ABM Vendors : State-Based Flows. The Guide states: Vendors in this category can automatically send different messages to the same contact in response to behaviors or data changes. That was not part of many older marketing automation systems, although several vendors have now retrofitted their products to support to some degree. _ * via its Predictive Campaign integration with Eloqua.
Customer Experience Matrix
AUGUST 2, 2012
Since we do have revenue figures for the top four vendors, we can also look at their revenue per employee. The news is better for HubSpot, whose apparent productivity decrease (measured in clients-per-employee) vanishes when you measure revenue per employee instead.
Customer Experience Matrix
NOVEMBER 17, 2011
Marketers can do a better job of picking their marketing automation vendors if they roll up their sleeves and work at it. But you also need a vendor who will support your long-term success. Here are some ways to identify a “future-safe” vendor.
B2B Marketing Directions
APRIL 21, 2019
The 2019 B2B Buying Disconnect report is based on a survey of 712 individuals who were involved in a significant purchase of business technology during the preceding year, and on a survey of 229 individuals who worked for technology vendors in a marketing or sales capacity.
KoMarketing Associates
MARCH 31, 2015
Last year, we learned a lot about the objectives of the B2B buyer and how vendors may miss opportunities to connect and provide further value through their website presence. One of those points was in the impact of social media and blogging on the vendor selection process.
Customer Experience Matrix
JULY 8, 2009
Summary: Based on Web traffic rankings, new demand generation vendors with low prices are gaining market presence. Last November, after much consideration of alternatives , I settled on Alexa three-month Web traffic rankings as a reasonable way to measure the relative market presence of demand generation vendors. I revisited that data today, adding a few new vendors and dropping some of the very minor ones.
ViewPoint
NOVEMBER 8, 2017
Keeping in mind that there’s no such thing as a good list (and remembering that more expensive lists are not always better than cheap ones), the only way to keep your team productive is to make sure your data is fresh by cleansing it continually, analyzing characteristics that indicate propensities to buy, and continually testing to maximize segmentation efforts. There’s plenty of mediocrity in lead generation—both in-house and outsourced.
Customer Experience Matrix
AUGUST 20, 2012
Indeed, with 208 data points on 22 vendors, there’s so much data that it’s a challenge to make sense of it. Since we only added one new vendor for this edition and kept all the old ones, the vendor base itself is largely stable.
Webbiquity
FEBRUARY 28, 2017
Of course, there’s always been pressure to do more with less—the definition of productivity improvement—but the mantra seems to have taken on almost religious status as the anemic, drawn-out recovery from the 2008 financial crisis drags on. The personal productivity apps here can help.
ClickZ
AUGUST 20, 2019
The average marketer works with 28 technology vendors , according to a study by Adledger and MadHive looking specifically at brand marketers, agency marketers, and digital publishers. Brands could also stand to be more open about their martech ecosystem when talking to agencies and vendors.
Webbiquity
MARCH 28, 2011
B2B products and services don’t generally make the same kind of emotional connection with buyers that consumer brands do, and tactics that work for b2c marketers (e.g. They rely on search and social media through the bulk of their buying process, and expect b2b vendors to be there.
Heinz Marketing
MAY 10, 2019
Many companies turn to list vendors and subscription databases to build up their audience. But if you’re thinking of pursuing a subscription service for ongoing list efforts, do your due diligence—spend some time to find the right vendor that will meet your needs. First and foremost, it’s important to have the vendor pull a list based on your target contact/account filters and give you an idea of how many records they could provide. The post Looking for a list vendor?
Customer Experience Matrix
OCTOBER 17, 2012
Microsoft today announced the acquisition of marketing management system vendor MarketingPilot , which will become part of its Dynamics CRM group. B2B marketing automation vendors will need to rearchitect their systems on the more sophisticated platform.
Choozle
APRIL 24, 2019
How to choose a programmatic vendor: five questions. How scalable is your product for my specific needs? The post How to choose a programmatic vendor: five questions to ask appeared first on Choozle: Digital Advertising Made Easy.
InsightSquared
MARCH 29, 2018
Marketing automation vendors are being cornered by a monster of their own creation. As figure 2 indicates, “actionable analytics and reporting” was cited as the most deficient feature for every single major vendor in the industry.
Customer Experience Matrix
SEPTEMBER 30, 2014
Questions to Ask When Selecting Your Customer Data Platform helps marketers to understand what a CDP is, whether they need one, and what specific questions to ask vendors when trying to pick the right system. The Customer Data Platform describes an emerging class of products that combine marketing database management, centralizing treatment decisions, and integration with execution systems.
Customer Experience Matrix
AUGUST 6, 2014
My solution today was: Dear [First Name], A friend of mine who is building one of those "wisdom of the crowd" software review sites tells me her research shows that what buyers want most is "apples to apples" comparisons of product features.
Magisto
DECEMBER 12, 2018
Magisto Named a “Cool Vendor” in Artificial Intelligence for Small and Midsize Businesses by Gartner. We’re excited and humbled to announce that we’ve been included as a “Cool Vendor” in the Cool Vendors in Artificial Intelligence for Small and Midsize Businesses report by Gartner, Inc. We consider our inclusion in the Cool Vendor Report by Gartner a confirmation of our mission to provide entrepreneurs with the tools they need to succeed.
Customer Experience Matrix
DECEMBER 27, 2010
Summary: The first of three posts describing my new scoring system for B2B marketing automation vendors. I’ve finally had time to work up the vendor scores based on the 150+ RFP questions I distributed back in September. Vendor strength will be scored on a separate dimension.
Customer Experience Matrix
JANUARY 17, 2011
set their own weights for the different scoring categories and do detailed, side-by-side comparisons of vendors they select. Vendor names have been replaced with football teams and the specific details are excluded. In case it’s not obvious, you can move the little sliders on the “Sector Chart” tab to see how the different vendors move around depending on how you weight different categories of attributes. I might put it out as a separate product or upgrade to the base report.
InsightSquared
APRIL 12, 2018
This is what the findings were in a study done by Heinz Marketing and InsightSquared titled, Marketing Automation Platform (MAP) Satisfaction Survey 2018: Are Marketing Automation Vendors Still Meeting the Needs of Today’s Marketer?
Modern B2B Marketing
JULY 30, 2019
The findings reveal that European business buyers expect vendors to display traits traditionally associated with consumer brands, demonstrating B2B and B2C landscapes are no longer distinct.
InsightSquared
MAY 7, 2019
At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC). One of the key ones is the average length of sales cycles for your company’s products and services. Sales is the Growth Engine.
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