marketo

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 ...

19

Jul

Marketing Operations as a B2B discipline is rapidly growing.  As one data point that supports its growth, we had our largest attendance to date for today’s MOCCA meeting in Washington DC with Andrew Gaffney and Amanda Batista of Demand Gen Report covering recent readership survey results on trends in marketing ...

04

Jan

Wow, what a year!  As 2012 revs back up, I want to take a moment to reflect and share some brief accomplishments of my company that started the second half of last year.  It was an exhilarating ride that only gets better each day!  Here are a ...

11

Nov

There are 3 system components to getting effective marketing ROI leveraging marketing automation:  Content, Process, and Data.  Think of ROI as a 3 legged stool – the automation (seat) is supported by 3 legs of Content, Process, and Data.  The stool falls over if any one element is missing.  Let’s ...

03

Nov

“3 out of every 4 commercial businesses believe that they are losing as much as 73% of revenue due to poor data quality”…Experian – QAS. U.S. Business Losing Revenue Through Poorly Managed Customer Data A common issue I see in ...

13

Oct

As you’ve seen in previous posts, customer needs and revenue trajectory dictate technology decisions for the companies providing services.  As mid-sized companies contemplate how to get their sales teams more productive and get revenue quicker, they have a variety of ...

07

Sep

  Your prospect database is like a sight and scope on a rifle. If the sight is set on your rifle correctly, you’ll hit your revenue target easily when you squeeze the trigger to execute on your inside sales and marketing efforts.  If the site is off by the slightest amount, ...

29

Jun

Recently, I had a dialogue with a colleague in Silicon Valley who asked me about my experiences with B2B Freemiums as she thought through new distribution models for her product.  It made me reflect for a moment about some of my more recent experiences about giving away an aspect of ...

13

May

Here are 5 lessons to consider when creating an executive level marketing dashboard to measure marketing impact and ROI.  This topic is something I’ll be leading a discussion on at DemandCon next week and I look forward to hearing how others are looking at this situation. 1.       Know where you are 2.       ...

04

May

Teleprospecting teams pursue inbound and/or outbound leads via a telephone, are owned 50% of the time by sales and 50% of the time by marketing in a B2B company with the trend heading toward marketing according to a Sales 2.0 recent conference.  The nature of the role has changed dramatically ...