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Salesfusion Launches Spiffy New Marketing Automation Tool
January 17, 2018
Salesfusion has launched version 12 of its marketing automation solution. It rebuilt Salesfusion 12 from the ground up to provide an architecture robust enough to support "the easiest-to-use, most modern campaign creation tools available to marketers today," said Greg Vilines, VP of product and engineering. It provides enterprise-grade power and features without the typical price tag, he added.
Demandbase Adds Conversion Solution to ABM Platform
January 15, 2018
Demandbase has launched its Conversion Solution, adding AI-enabled intent data to its ABM platform, which already incorporates targeting and engagement solutions. It sends sales teams relevant and actionable alerts and insights across multiple channels in real time when one of their accounts is in the news, visiting their company's website, or demonstrating interest in their products.
The Platform Wars of 2018
January 10, 2018
The new battleground in enterprise software is likely to be the software platform. This is not to say that analytics and security are not important, but they are being handled in different ways. Security is being handled in ways that address both hardware and software vulnerabilities, but these things aren't what customers or consumers spend their days thinking about.
3 Critical Things Sales Can Learn From IT
January 9, 2018
If you're in sales, it's likely there are people you want to talk to, and others you may go out of your way to avoid. You might be excited to talk to the CMO -- or not so excited -- based on the leads you recently worked. You might avoid the people from finance, but you might enjoy conversing with your comp plan administrator. However, there's one group of people you may never even consider.
CRM in 2018
January 3, 2018
Figuring out the year ahead in CRM is tricky and getting more so. Making predictions has been more challenging for the last several years. We've seen an array of new technologies take root and blossom, but managers have had trouble figuring out how to adopt them. Those innovations have fueled a lot of anxiety in the C-suite about digital disruption, but each company's disruption is different.
Globant CTO Diego Tartara: Building Trust Moment by Moment
December 29, 2017
A digital customer journey "starts from the actual need and goes all the way to the usage of the product or brand," said Globant CTO Diego Tartara. "The journey is not only the touchpoints with the digital tool. It has to do with the end-to-end relationship between a specific user and a brand or product." There are several components that go into an effective and innovative digital journey.
Data Modeling Is Key in New Customer Insight Platform
December 15, 2017
Heap has introduced a new feature set for its autonomous customer insight platform. Non-destructive data modeling allows users to define and model new insights without touching the raw data structure, resulting in faster iteration and speeding up productivity. Virtual event definitions let users retroactively update metrics on the fly wherever they are used.
The Strange Bedfellows That Make Sales AI Work
December 11, 2017
At some point, the discussion about artificial intelligence and sales is going to mature. Too many people still think AI for sales will resemble C-3PO, a bumbling assistant that gets in the way more often than not, or the Hal 9000, subverting the sales process in ways that endanger the very existence of the sales person. As the discussions mature, the reality is becoming clearer.
B2B Tech Marketers Have Work Cut Out for Them
December 4, 2017
Product reliability and ease of use are key for B2B technology marketers, suggests a recent survey of technology product and service decision makers in the U.S. Four hundred B2B tech buyers participated in the survey, conducted for Lavidge by WestGroup Research. Overall, 68 percent cited reliability as the most critical criterion in their purchase decisions; 64 percent said ease of use was key.
CPQ's Other Life
November 30, 2017
Configure, Price, Quote systems have a name problem. When they debuted, their basic functions gave a name to the category that was self-explanatory, and it fit well. As with any good idea in technology, however, frequent use brought with it demand for more functionality that quickly outstripped the technology's charter -- a happy problem.
Content Analytics' VP Kenji Gjovig: There's Chum in the E-Commerce Waters
November 15, 2017
Content management is all about making sure that a product item page "has all of the information that a customer needs to buy an item or have a good experience with it afterwards," said Content Analytics VP Kenji Gjovig. "A content management system has the ability to set up new items, post images and video, and create a robust title and detailed item description."
Revisiting Show Season
November 14, 2017
Show season changes the CRM market. One day you're in the vanilla application software space, and a week later you understand the need to incorporate social media or analytics or machine learning, or you see a need for enhanced integration and development through platform services. It goes on. Today, in the wake of many companies' trade shows, we're again taking a look at the available suites.
Dreamforce Pivot
November 9, 2017
Dreamforce 2017 is in full swing this week in San Francisco, which means that Salesforce is changing, shedding a skin to reveal a new and improved creature. This time, rather than announcing a new cloud or a mountain of technology, the company seems focused on improving what it has and delivering a tighter and more powerful solution set for a future that's just emerging.
New Relationship Marketing Hub Aims to Goose Conversion Rates
November 3, 2017
Optimove has released a new version of its relationship marketing hub. Optimove 6.0 lets users automate targeted marketing campaigns for new visitors as precisely as they can for current customers, the company said. It combines Web analytics with look-alike data, machine learning, and AI from its retention ecosystem to make accurate predictions of future spend before customers make a purchase.
AI Integrations Help Sort Out Sales Signals
October 25, 2017
Clari, which develops software focusing on the opportunity-to-close, or OTC, process, on Wednesday announced integrations with DocuSign, Clearslide and Xactly. Clari's artificial-intelligence-powered OTC platform already integrates Google and Microsoft email and calendar activity, which gives sales teams immediate knowledge of sales reps' and prospects' behavior.
Email Marketing Goes Hand-in-Glove With E-Commerce Shipping
October 20, 2017
ShippingEasy on Thursday launched Automated Email Marketing as an addition to its customer management module. This new tool has a powerful rules engine that helps users increase sales, the company said. Among other things, it can set up a trigger to send an email to first-time buyers immediately after an order is downloaded -- customized with a logo and specific coupon code if desired.
LogicHub CPO Monica Jain: Focus on Results
October 11, 2017
"I was always interested in analyzing the data," said LogicHub Chief Product Officer Monica Jain. "I was introduced to a company that was a pioneer in the market, and that's where my career in security started. I fell in love with security because it's all about finding and analyzing the data, and about crunching the data. That's how I started with security. I've never left it since then."
New BPM, CRM Features Aim to Speed Strategy Execution
September 30, 2017
Bpm'online has introduced software update 7.11 for its intelligent CRM and BPM platform, with more than 200 improvements designed to accelerate strategy execution. Among other features, it provides new machine learning capabilities and predictive algorithms that offer users relevant information and automation within a specific context based on analysis of historical data.
5 Ways to Give E-Commerce Shopping That Personal Touch
September 5, 2017
Shopping online can feel a bit impersonal. It's all about looking at screens and filling virtual carts, and not so much about having a rich experience. Many consumers long for just that kind of experience -- one that's similar to walking into a store, looking at products, talking with an associate, and perhaps ultimately making a purchase. This is where e-commerce personalization tech comes in.
InsideView Launches Expert Consulting Service for B2B Marketers
July 31, 2017
InsideView has announced a consulting service to help B2B marketers implement account-based marketing. Expert Service, the first in the firm's planned series of InsideView Expert Services, delivers target market analytics and helps customers build a view of their total addressable market using a data visualization console. InsideView's TAM service is a blend of consulting, technology and data.
Alteryx CCO Olivia Duane Adams: Women Do Think Differently
July 14, 2017
Analytics is "about having a sense of curiosity -- the ability to look at data and say, 'what is it telling me?'" said Olivia Duane Adams, chief customer officer at Alteryx. "I define analytics as 'the ability to ingest any and all relevant sources of data that might help answer a question being asked.' Analytics is the ability to use all the data you have to answer a question."
SugarCRM Launches Hint, 1st in Relationship Intelligence Line
June 28, 2017
SugarCRM has launched Hint, the first in its new line of relationship intelligence products. Hint users can enter a few contact details about a person with whom they want to connect, and Hint automatically will search social sources on the Web for information. That data, along with other details from a company's internal files, will be served up to the user in a side-panel view.
Savvy Marketers Don't Ditch the Non-Digital
June 20, 2017
A good motto for modern marketing would be, "When in doubt, check the data." Perhaps an even better one would be, "When not in doubt, check the data to see if you should be." There's never been a time when we've had such an ability to compile, collate, analyze and understand marketing data. It's not possible to get by on intuition -- even if it's rooted in deep experience and personal knowledge.
Swiftpage CEO John Oechsle: Better Interactions Lead to More Transactions
June 15, 2017
"There are groups within companies that don't want to interact with a full-blown CRM application," said Swiftpage CEO John Oechsle. "They want to access it based on the functions they want it to perform. These small purpose-built apps are going to continue to evolve. Also, people want to interact with software using voice ... . They don't want to sit there and type."
LogMeIn Makes Bold360 Entrance at CRM Party
June 9, 2017
LogMeIn on Thursday unveiled Bold360, a customer engagement platform that evolved from Boldchat -- the live website chat software it acquired five years ago. Bold360 has an intuitive interface that consolidates data from different systems to present a unified view of all customer interactions. Among its features are easy integration of Salesforce and Zendesk data; and omnichannel support.
Zuora VP Matt Darrow: The Intelligence of the Subscription Model
June 2, 2017
"We think of 'subscription' broadly," said Matt Darrow, VP and general manager of product at Zuora. "It's when companies do business with customers with whom they have a known relationship, and those relationships are sticky. The subscription model is great for engagement because companies know that in order to be successful they need to deliver ongoing services that keep providing value."
Salesforce Offers Alternative to Old-School Partner Portals
June 1, 2017
Salesforce on Wednesday announced the Sales Cloud Lightning Partner Relationship Management app as a replacement for partner portals and electronic data interchanges that lack modern features such as built-in mobile, social analytics and AI capabilities. The PRM app has an interactive Guided Setup Wizard that lets channel managers configure, customize and deploy the app in days.
Building a Sales Team by the Numbers
May 30, 2017
I don't know why more subscription vendors don't do this. Subscription companies collect mountains of data from their customers, and analyzing the aggregations can deliver profound insights virtually for free. Yet too often subscribers are reluctant to let their data be stripped of identifying characteristics and used for research. Too bad, because there's gold in that big data.
Google Brings Machine Learning to Online Marketing Assessment
May 26, 2017
Google earlier this week unveiled Google Attribution, a tool that uses machine learning to measure the effectiveness of online marketing campaigns across a variety of devices and channels. Part of a series of new measurement tools introduced at Google Marketing Next, Google Attribution aims to help marketers determine what is driving consumers to make their online purchasing decisions.
Helpshift Integrates With Salesforce
May 25, 2017
Mobile technology has delivered a lot of useful functionality that enables vendors and their customers to be on the same page more frequently. However, the screen size has an inherent drawback: It shows a very narrow slice of a reality -- typically one idea at a time. The problem is especially acute in the key areas of sales and service. A mobile "help" app should deliver help the customer values.
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Of the following CES 2018 crowd pleasers, which do you consider the most important or desirable new tech?
Google Assistant -- voice-activated AI on displays everywhere
Helite's Hip'Air - a hip-protecting airbag belt for seniors
HTC Vive Pro - a VR headset with way better resolution and sound
Samsung's 'The Wall' - a modular TV with MicroLED for consumers
Sony's Aibo -- a lovable AI-powered robotic pet dog
Toyota's e-Palette -- a self-driving van for deliveries and more