Thought Leadership

03

Oct

This past week, I facilitated another round table discussion with twenty business to business digital leaders as part of the Marketing Operations Cross Company Alliance (MOCCA) group.   Companies represented ranged from large companies like CA Technologies, SAP, and MetLife, to smaller companies like Talkpoint (acq. PGi) and XLGroup.  We also ...

02

Jun

This was posted on Oracle's Blog this past week.  Reposting if you missed it. ------------------------------- Today’s post comes courtesy of Jon Russo, founder of B2B Fusion, an agency that focuses exclusively on modernizing old demand generation practices to new to drive more revenue for clients like Thomson Reuters, Level(3) Communications, ...

27

May

(Reposted from DemandGenReports Blog)   When I recently attended Oracle’s Marketing Cloud kickoff event, where Oracle COO Mark Hurd gave his presentation to 100 of us, we had a chance to ask him questions at the conclusion. My question for him was, “how are you using Eloqua internally, what is your use ...

08

May

A colleague asked me to compare and contrast what marketing automation deployments we’ve seen prospect and customer wise – what their use case is relative to the gap with best practices. To execute on a need he had committed to a client, I came up with the following list for him ...

31

May

(This was recently published by the Argyle Group targeting 4000 CMOs globally.) 70 percent or more of marketing business to business leads aren’t being followed up by sales. And the reason is trust. Establishing trust — the moment that you believe the salesperson understands your problem and the solution they are ...

03

Jan

Here is my brief view of what to expect in 2013. During 2013, organizations will demand significantly more revenue value out of their existing sales and marketing ecosystem investments including CRM, Marketing Automation, and list acquisition purchases.  Non-marketing executives at these ...

31

Aug

There is a need for B2B Marketing ROI yet we’re still not there.  According to Adobe’s 2012 CMO report, fewer than 20% of executive B2B marketers have the ability to measure ROI.  SiriusDecisions reported in  their 2012 CMO survey that CMOs number one concern was demonstrating ROI.  Unlike the B2C ...