Thursday - July 2, 2009
There are dozens of webinars, seminars, research reports, whitepapers, and blog postings on the topic of sales and marketing alignment. Despite the endless flow of resources and suggestions, sales and marketing alignment continues to elude many organizations. Misalignment is often a byproduct of a lack of process and a natural result of traditional marketing and sales roles. Think about it -- sales is perhaps one of the most measured functions in an organization. In sales, performance is measured by tangible results.
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Tuesday - June 23, 2009
"You got your peanut butter in my chocolate!" -- "You got your chocolate in my peanut butter!" What the initially skeptical characters in Reese's famous candy commercials learned through a somewhat painful cross-sell process -- usually by bumping into each other -- was that these complementary ingredients together made each one better.
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Monday - June 15, 2009
If there is any one characteristic of the current economy that stands out, it is that people are just not buying. From billionaires to budget shoppers, frugal is in. Enter Marketo, a startup whose raison d'etre is to get people to buy. Surprisingly -- or not, given its product lineup -- Marketo is doing very well these days.
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Tuesday - June 2, 2009
With consumers' inboxes perpetually filled with clutter, marketers are challenged to find new ways to break through with valuable, targeted messages that their customers actually want to open. The secret could lie in a largely untapped vehicle: transactional emails. The historical open rates of transactional emails hover around 70 percent because they are, by nature, highly relevant.
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Friday - May 15, 2009
Everyone talks about building an online community that drives "viral" marketing -- but how exactly do you accomplish that? Viral marketing is not about setting up a forum and hoping people will come. It's not about launching the 3,009th Facebook application that will sink quickly into obscurity. It's about driving a value chain and meeting a need. Users need to get something in return for what they put in.
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Thursday - May 14, 2009
The term "marketing automation" is perhaps one of the most widely used, ill-defined and ambiguous terms in the marketing and sales technology landscape. Ask 10 different people how they define marketing automation, and you'll probably get 10 different answers. Are there marketing automation solutions? Is it a category? Is it a type of technology? Or is it just a bunch of hooey?
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Thursday - April 30, 2009
The Interactive Advertising Bureau has unveiled a document that standardizes certain industry terms. Its purpose is to help resolve the surprisingly large number of discrepancies that occur when impression data is exchanged between publishers and third-party ad servers. Such discrepancies can range from simple mislabeling of certain buys to different ways of labeling a certain category.
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Thursday - April 30, 2009
Several years ago, while selling software in the British telecom market, I met the CMO of a smallish network operator. He described the issues his business was facing, and when I asked him his churn rate, he replied, almost casually, that it was "about normal for our industry: 37 percent." He must have seen my jaw drop.
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Thursday - April 23, 2009
When poet John Donne wrote, "No man is an island," he suggested that that all human beings are bound by the experiences of others. This timeless notion can also be applied to the business world: "No marketing channel is an island." When online information is examined on a larger scale across several thousands of customers, trends emerge.
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Thursday - March 26, 2009
The dismal state of the economy is causing companies everywhere to reassess their marketing budgets to ensure that they're allocating their limited marketing funds in the most productive ways possible. In many cases, this means curtailing, postponing or even eliminating previously planned marketing expenditures.
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