The Next Generation of Channel Marketing

Size: px
Start display at page:

Download "The Next Generation of Channel Marketing"

Transcription

1 The Next Generation of Channel Marketing Authored by Chris Carroll Edited by Courtney Wiley This whitepaper discusses how technology resellers can take advantage of the next generation of channel marketing in order to better allocate marketing resources, measure marketing results, increase and nurture leads, and develop the tools and content that will drive sales Marketing Advocate. All Rights Reserved.

2 Named Gartner 2013 Cool Vendor This independent analyst firm recognized Marketing Advocate as a company that is innovating sales and marketing techniques to help global IT providers go to market more effectively. Did you know that a world exists outside of cold calling and generic sends? It s called marketing automation, and it s the next generation of channel marketing. Marketing automation platforms (MAPs) bake digital demand generation into the marketing landscape to reach larger audiences, more effectively target prospective customers, nurture the right prospects, and deliver high-qualified leads to sales at a speedier velocity. Through-Partner Marketing Automation (TPMA) software is a MAP but is demand generation software for the channel. It combines lead scoring, co-branded nurture campaigns, omni-channel marketing, search, social, and lead management in order to drive effective B2B channel marketing. Overcoming the Limitations of Legacy Channel Marketing Programs According to Forrester Research, 65% of all revenue for large technology vendors is being generated by the channel i. Yet the current generation of channel marketing programs is insufficient for meeting the goal of technology vendors to set up campaigns that can be used by hundreds or even thousands of VARs to sell products, or the goal of VARs to implement marketing programs that lead to signed purchase orders. Generating and nurturing qualified, sales-ready leads requires a new generation of channel marketing solutions for the digital world. Continuing to focus exclusively on existing contact lists and sending traditional s at predictable intervals is not enough to help channel marketers or solution providers achieve their business goals. Channel marketers need to enable the next generation of channel marketing so they can accelerate demand through the channel and increase partner participation rates of sponsored marketing programs. While channel marketers typically provide a set of self-service marketing tools that solution providers can leverage, the reality is that most resellers lack the internal marketing resources to design and implement ongoing demand generation campaigns. Channel marketers require a marketing platform that allows them to re-market corporate campaigns through resellers in a simple and cost-effective way. i Forrester Research, Inc., Tech Channel Marketing Trends 2012 The Next Generation of Channel Marketing 1

3 Marketing Advocate s [TPMA software] accelerates our ability to qualify opportunities with customers. GP.J. Grinsell, VP of Business Development, SyCom Technologies (participating Microsoft Windows Optimized Desktop program reseller) Content syndication, utilized by many technology vendors today, merely allows VARs to display content from the vendor on their websites and insert their logos and contact information into pre-packed outbound campaigns. In order to maximize effectiveness, a system must be implemented that extends the reach of enterprise-class marketing by creating co-branded microsites that offers regularly scheduled marketing campaigns, list purchase, paid search, personalization, lead nurturing, scoring, and highly qualified lead generation for each solution provider. The potential ROI is exceptional. The platform must allow a vendor to set up a single, dedicated, master campaign and seamlessly syndicate their campaigns for hundreds or even thousands of partners. These master campaigns must be configured to deliver all aspects of throughpartner, multi-channel marketing programs for resellers, including the simple development and deployment of a co-branded partner marketing micro site, syndicated brand messaging, syndicated content and fully integrated campaigns, paid search, list purchase, webcasting, presentations, and telemarketing and event management. Partner programs can be established to run a minimum of a monthly lead generation program that combines paid search and list purchase, automated lead tracking and nurturing, and the identification of sales ready leads. Most solution providers do not have sufficient staff to execute the lead generation and nurturing campaigns needed using current-generation methods, so a new generation of channel marketing is needed that allows channel marketers to enable their solution providers with more efficient planning and execution capabilities by implementing TPMA. Leveraging TPMA Demand Generation Software By leveraging TPMA software, channel marketers can create a single master campaign that resellers can then customize and syndicate to a highly segmented audience. TPMA is the next generation of channel marketing, and as a Software as a Service (SaaS) solution it employs a shared services model that minimizes the total outlay for campaign build, implementation, and licensing costs while providing a team of dedicated subject-matter experts to help design effective channel marketing campaigns. The Next Generation of Channel Marketing 2

4 Marketing Advocate Services & Support Client enablement to get your campaign up and running in days Expert services to execute and review your campaign performance Dedicated channel concierge to help increase qualified lead generation TPMA eliminates current marketing limitations and bottlenecks for solution providers and extends the reach of partner-directed campaigns by driving net new traffic. It relies heavily on metrics, and scores prospect interest at each stage of the buyer s journey so solution providers can develop more sales-ready leads. Unlike current generation channel marketing programs that are more personnel intensive, TPMA offers a cost-effective way to improve channel sales enablement. It provides partners with a proven methodology for effective pipeline management, helping solution providers to tighten sales cycles while improving close rates. TPMA builds on a continuous partner demand generation cycle with lead nurturing. For most solutions partners, this means for the first time they are able to automate lead nurturing instead of losing potential leads to competitors while simultaneously counting on marketing to replenish lead flow. Marketing becomes a more valued resource to the sales organization, because a constant focus on lead generation and lead nurturing allows sales professionals to better focus their time on closing business. TPMA provides measurable feedback to both channel marketers and solution providers on the effectiveness of your channel marketing programs, and this next generation channel marketing solution turns channel marketing into a revenue driver by increasing its attribution to your bottom line. Implementing Next Generation Channel Marketing In addition to our proven product, the team at Marketing Advocate also provides services and support, including client enablement so you can get your first campaign up and running in just days and client support to guarantee lead delivery. We provide expert services to review your campaign analysis, and reports are generated on a daily or weekly basis so channel marketers and solution providers can measure campaign effectiveness. A Marketing Advocate concierge guides each customer on the design, implementation, and measurement of each campaign, providing insights based on best practices so you can optimize campaign effectiveness. Interested in advancing leads through your sales funnel? Your Marketing Advocate concierge will point you to programs The Next Generation of Channel Marketing 3

5 like integrated, omni-channel campaigns, microsites, online forums, search remarketing, and teleprospecting and away from activities like banner ads or LinkedIn or YouTube campaigns. Want to build brand awareness? Our concierge will recommend you invest in programs like banner ads; blogging; social media campaigns on Facebook, Twitter, and LinkedIn; advertising, and marketing. The next generation of channel marketing requires the ability to carefully map marketing goals and programs based on best practices so you can optimize results, and your Marketing Advocate concierge can serve as your SaaS marketer s guide to the digital landscape so you can allocate your resources wisely to achieve your marketing goals. Whether you need help prioritizing your marketing programs or in understanding best practices for crafting the subject lines of outbound s, Marketing Advocate delivers a toolkit for generating demand via TPMA that can empower you to capitalize on the next generation of channel marketing to achieve your business goals. Successful TPMA software helps to develop quality demand generation, convert prospects, and speed the conversion velocity of leads. Through our SaaS-based marketing automation platform, Marketing Advocate generates pipeline and sales-ready opportunities for value-added resellers and accelerates revenue growth for OEMs. Marketing Advocate has been recognized as a company that is innovating sales and marketing techniques to help global IT providers go to market more effectively and can get you up and running in days with our proven Through- Partner Marketing Automation software solution. Learn more about how you can take advantage of the next generation of channel marketing by visiting us on the web at Connect with us on LinkedIn or follow the conversation on Twitter at #ForTheChannel. The Next Generation of Channel Marketing 4

6 Corporate Headquarters 1600 Falmouth Road Suite 17 Centerville, MA (508) (855) About Marketing Advocate Marketing Advocate accelerates revenue growth through the channel with our Through-Partner Marketing Automation (TPMA) software. The company s industry-leading TPMA solution drives effective B2B channel marketing for many of the world s largest brands, including HP, IBM, Microsoft, and NetApp. By maximizing lead efficiency, generating sales-ready leads, and building pipeline, Marketing Advocate helps global organizations turn channel marketing into a revenue driver. The company was recently recognized as a 2013 Gartner Cool Vendor and showcased as a corporation that is innovating sales and marketing techniques to help global IT providers go to market more effectively. For more information, visit Copyright 2013 Marketing Advocate. All rights reserved. The Next Generation of Channel Marketing 5

Inbound Marketing ebook for Managed Service Providers

Inbound Marketing ebook for Managed Service Providers Inbound Marketing ebook for Managed Service Providers Guide to Leverage Inbound Marketing to Generate Leads and Grow Your Revenue! Published by: Inbound Marketing ebook for Managed Service Providers Author:

More information

The B2B Marketing Landscape...2. Why Marketing Automation?...3. Maximize ROI...4. Drive Sales & Accelerate the Funnel...6

The B2B Marketing Landscape...2. Why Marketing Automation?...3. Maximize ROI...4. Drive Sales & Accelerate the Funnel...6 Table of Contents Interested in what marketing automation can do for your marketing and sales teams? Peruse through our CMO Toolkit to get information about the marketing automation capabilities that you

More information

IS YOUR WEBSITE LEAKING LEADS?

IS YOUR WEBSITE LEAKING LEADS? GETSMARTCONTENT ACCOUNT BASED MARKETING IS YOUR WEBSITE LEAKING LEADS? Always Relevant Marketing Catches Missed Opportunities to Connect www.getsmartcontent.com I. THE DREAM OF THE MARKETER It s the dream

More information

All statistics mentioned in this report were taken from the 2014 survey unless otherwise noted.

All statistics mentioned in this report were taken from the 2014 survey unless otherwise noted. About this Report In May 2014, Bizo, in association with Oracle Marketing Cloud, surveyed more than 500 business executives about their companies lead nurturing challenges and strategies. The survey revealed

More information

Marketing Report. 2013 survey results. Yesler Software Shortlist Maximizer Hanley Wood. Sponsored by

Marketing Report. 2013 survey results. Yesler Software Shortlist Maximizer Hanley Wood. Sponsored by Marketing Report 2013 survey results Sponsored by Yesler Software Shortlist Maximizer Hanley Wood Introduction B2B buyer behavior has been changing dramatically over the last few years as buyers become

More information

THE B2B FULL-FUNNEL MARKETER S HANDBOOK

THE B2B FULL-FUNNEL MARKETER S HANDBOOK THE B2B FULL-FUNNEL MARKETER S HANDBOOK Brand Awareness Content Engagement & Education Lead Generation & Sales Conversions The B2B Full-Funnel Marketer s Handbook For business-to-business marketers, the

More information

Solving the Challenge of Lead Management Automation

Solving the Challenge of Lead Management Automation WHITE PAPER Solving the Challenge of Lead Management Automation How We Did It and What We Learned Table of Contents Background... 1 Business Challenges... 2 Adapting to Digital Marketing... 2 Developing

More information

USING SOCIAL MEDIA EFFECTIVELY TO MAKE

USING SOCIAL MEDIA EFFECTIVELY TO MAKE [Type text] 3/23/2012 HMI USING SOCIAL MEDIA EFFECTIVELY TO MAKE THE MOST OF YOUR FARM BUSINESS Contents What Is Inbound Marketing?... 2 Part I: Introduction to Inbound Marketing... 3 Part II: Get Found

More information

The Keys to Channel Partner Success

The Keys to Channel Partner Success CONTENT SYNDICATION E-COMMERCE INTEGRATION business integration BUSINESS INTELLIGENCE The Keys to Channel Partner Success Automate and Simplify Lead Generation, the Sales Process and Social Media Engagement

More information

MARKETING AUTOMATION PLAYBOOK 2014

MARKETING AUTOMATION PLAYBOOK 2014 MARKETING AUTOMATION PLAYBOOK 2014 Nestor Galina, 2009 Madison Logic. 2014 EXECUTIVE SUMMARY Marketing Automation has gotten a lot of recognition lately and for the right reasons. Marketers should be asking

More information

How Top B2B Companies Use CRM and Email to Drive Sales and Serve Customers. Joel Book Principal, emarketing Research & Education ExactTarget, Inc.

How Top B2B Companies Use CRM and Email to Drive Sales and Serve Customers. Joel Book Principal, emarketing Research & Education ExactTarget, Inc. 24/7 CRM How Top B2B Companies Use CRM and Email to Drive Sales and Serve Customers Joel Book Principal, emarketing Research & Education ExactTarget, Inc. Key Insights: Real time customer insights and

More information

Event Marketing Best Practices that Drive ROI. Brian Ludwig September 9, 2014

Event Marketing Best Practices that Drive ROI. Brian Ludwig September 9, 2014 Event Marketing Best Practices that Drive ROI Brian Ludwig September 9, 2014 Agenda The Importance of Events Event Marketing Best Practices Ensuring Event Effectiveness and ROI Case Study: Moody s Analytics

More information

Paul Mosenson, Founder of NuSpark Marketing

Paul Mosenson, Founder of NuSpark Marketing Paul Mosenson, Founder of NuSpark Marketing For sales and business development people to find and nurture prospects through social media For marketing people to support the sales efforts by providing content,

More information

Elevate your Client Relationships by Solving the Channel Marketing Challenge

Elevate your Client Relationships by Solving the Channel Marketing Challenge CONTENT SYNDICATION E-COMMERCE BUSINESS INTEGRATION business integration BUSINESS INTELLIGENCE Elevate your Client Relationships by Solving the Channel Marketing Challenge For Consultants and Agencies

More information

ez Marketing Automation

ez Marketing Automation ez Marketing Automation The next generation digital experience solution to accelerate sales conversion and boost customer engagement. Today marketers are challenged by their colleagues in sales to increase

More information

Integrated Marketing Management Aprimo Marketing Studio On Demand

Integrated Marketing Management Aprimo Marketing Studio On Demand Integrated Marketing Management Aprimo Marketing Studio On Demand The cloud-based platform that adds new efficiency and effectiveness to all aspects of your marketing. A robust suite of marketing operations

More information

225 Bush St, Ste. 1150 West, San Francisco, CA 94111 866.497.5505 www.bizo.com Follow us on Twitter: @bizo

225 Bush St, Ste. 1150 West, San Francisco, CA 94111 866.497.5505 www.bizo.com Follow us on Twitter: @bizo 5 225 Bush St, Ste. 1150 West, San Francisco, CA 94111 866.497.5505 www.bizo.com Follow us on Twitter: @bizo 5 B2B Lead Nurturing Mistakes & How to Fix Them In the business-to-business (B2B) marketing

More information

The Top B2B Marketing Trends to Prioritize

The Top B2B Marketing Trends to Prioritize The Top B2B Marketing Trends to Prioritize B2B marketing is undergoing seismic transformations. With a focus on attracting and engaging a better target audience, tactics, tools, and strategies are evolving

More information

Take Online Lead Generation to the Next Level

Take Online Lead Generation to the Next Level Take Online Lead Generation to the Next Level 5 Ways to Capture New Market Niches By: Deven Pravin Shah WSI Internet Marketing Consultant Overview Many business owners ask the same questions about capturing

More information

STATE OF B2B PRODUCT MARKETING 2015

STATE OF B2B PRODUCT MARKETING 2015 STATE OF B2B PRODUCT MARKETING 2015 Research Report - March 2015 WHO WE SPOKE TO To understand the state of product marketing in B2B companies, we spoke to senior marketers on current trends and practices

More information

IBM Global Business Services Microsoft Dynamics CRM solutions from IBM

IBM Global Business Services Microsoft Dynamics CRM solutions from IBM IBM Global Business Services Microsoft Dynamics CRM solutions from IBM Power your productivity 2 Microsoft Dynamics CRM solutions from IBM Highlights Win more deals by spending more time on selling and

More information

Copyright SiriusDecisions. All Rights Protected and Reserved. 1

Copyright SiriusDecisions. All Rights Protected and Reserved. 1 Copyright SiriusDecisions. All Rights Protected and Reserved. 1 Adopting to new B2B buyer behaviour in a connected and digital world Julian Archer Research Director Demand Creation Strategies LinkedIn:

More information

SOCIAL MEDIA ADVERTISING STRATEGIES THAT WORK

SOCIAL MEDIA ADVERTISING STRATEGIES THAT WORK SOCIAL MEDIA ADVERTISING STRATEGIES THAT WORK ABSTRACT» Social media advertising is a new and fast growing part of digital advertising. In this White Paper I'll present social media advertising trends,

More information

Marketer s Guide to Prioritizing Leads. Focus your time, money and effort on bringing new business by identifying and engaging the most likely buyers

Marketer s Guide to Prioritizing Leads. Focus your time, money and effort on bringing new business by identifying and engaging the most likely buyers Marketer s Guide to Prioritizing Leads Focus your time, money and effort on bringing new business by identifying and engaging the most likely buyers The deal in the haystack To be honest, the leads are

More information

Increasing Trade Show ROI Substantially

Increasing Trade Show ROI Substantially A Marketing Automation Guide To Increasing Trade Show ROI Substantially 1 ActiveConversion.com : Trade Show ROI Introduction if just one out of every five of ignored [trade show] leads can be nurtured

More information

Inbound Marketing Report for Anchor Computer Systems. September 2015

Inbound Marketing Report for Anchor Computer Systems. September 2015 Inbound Marketing Report for Anchor Computer Systems September 2015 Introduction First of all, thank you very much for your time on the phone last week. The information we were able to gather will prove

More information

Data Driven Marketing

Data Driven Marketing Data Driven Marketing B2B MARKETING AUTOMATION BENCHMARKS FIND. NURTURE. CONVERT. The most challenging obstacles to B2B Marketing Automation success and how marketers will overcome them in the year ahead.

More information

Get on the Fast Track with RSS-Driven Automation.

Get on the Fast Track with RSS-Driven Automation. Get on the Fast Track with RSS-Driven Automation. Streamline your content delivery program through RSS, email, and social media. Maximize reach, increase engagement, build customer trust and, ultimately

More information

4How Marketing Leaders Can Take Control of Data for Better

4How Marketing Leaders Can Take Control of Data for Better Steps to Achieve Better Marketing Results 4How Marketing Leaders Can Take Control of Data for Better Marketing Performance and Customer Interactions As a marketing leader, you rely heavily on data to inform

More information

Silverpop Partner Program

Silverpop Partner Program Silverpop Partner Program Silverpop Partner Program - Overview Silverpop is the only digital marketing technology provider that unifies marketing automation, email, mobile, and social. Its customers achieve

More information

Elevate Customer Experience and Engagement in the New Digital World

Elevate Customer Experience and Engagement in the New Digital World Elevate Customer Experience and Engagement in the New Digital World John Chan CRM Solutions Lead, Microsoft Business Solutions Microsoft Asia Customer buying behavior has fundamentally changed therefore,

More information

Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management.

Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management. Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management. September 2012 OptifiNow September 2012 Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead

More information

REAL ESTATE FIRMS INVESTMENT FIRMS INSURANCE FIRMS CUSTOM DIGITAL MARKETING SOLUTIONS FOR ALL

REAL ESTATE FIRMS INVESTMENT FIRMS INSURANCE FIRMS CUSTOM DIGITAL MARKETING SOLUTIONS FOR ALL REAL ESTATE FIRMS INVESTMENT FIRMS INSURANCE FIRMS CUSTOM DIGITAL MARKETING SOLUTIONS FOR ALL Targeted Email Newsletters Showcase your properties Target the right group of customers. Promotional emails

More information

M. H. (Mac) McIntosh Anne Marie Corbett Marketing Programs Manager

M. H. (Mac) McIntosh Anne Marie Corbett Marketing Programs Manager M. H. (Mac) McIntosh Anne Marie Corbett President Marketing Programs Manager Mac McIntosh Inc. Globoforce mcintosh@sales-lead-experts.com annemarie.corbett@globoforce.com 1-401-294-7730 1-508-229-1542

More information

A Quicker, Simpler Path to Lead Management ROI

A Quicker, Simpler Path to Lead Management ROI A Quicker, Simpler Path to Lead Management ROI A Step by Step Guide Lisa Cramer Co-Founder & President LeadLife Solutions lcramer@leadlife.com 770.670.6702 Because marketers are time, budget and resource-constrained,

More information

Top 5 Keys to Generating Leads On Your Website

Top 5 Keys to Generating Leads On Your Website Top 5 Keys to Generating Leads On Your Website Top 5 Keys to Generating Leads On Your Website Online marketing is not a new concept. Businesses have long been integrating online advertising tactics into

More information

LEAD NURTURING STRATEGY WHITE PAPER. November 2013

LEAD NURTURING STRATEGY WHITE PAPER. November 2013 LEAD NURTURING STRATEGY WHITE PAPER November 2013 TABLE OF CONTENTS 1. EXECUTIVE SUMMARY 2. INTRODUCTION 3. WHAT IS LEAD NURTURING? 4. OUTLINING AN EFFICIENT LEAD NURTURING STRATEGY 4.1. BUYER PERSONA

More information

Buyer s Guide: Evaluating Content Marketing Solutions

Buyer s Guide: Evaluating Content Marketing Solutions Buyer s Guide: Evaluating Content Marketing Solutions Evaluating Content Marketing Solutions 2 Executive Summary Across industries, companies are looking for smarter ways to attract and engage customers

More information

Overview. LinkedIn Marketing Solutions: Financial Services

Overview. LinkedIn Marketing Solutions: Financial Services Marketing Solutions: Financial Services Overview Digital disruption, regulatory demands and increased competition are changing the way financial services brands reach out to and engage with their audiences.

More information

Leveraging Marketing Automation: Positioning Your Healthcare IT Brand as a Trusted Resource in Today's Complex and Crowded Market

Leveraging Marketing Automation: Positioning Your Healthcare IT Brand as a Trusted Resource in Today's Complex and Crowded Market Leveraging Marketing Automation: Positioning Your Healthcare IT Brand as a Trusted Resource in Today's Complex and Crowded Market Guy Mansueto VP of Marketing,Phytel About Guy Mansueto VP of Marketing

More information

The Spark Small Business Guide: Graduating from Email Marketing to Marketing Automation

The Spark Small Business Guide: Graduating from Email Marketing to Marketing Automation The Spark Small Business Guide: Graduating from Email Marketing to Marketing Automation MARKETING AUTOMATION is technology that allows you to nurture leads through automated campaigns. Because marketing

More information

Understanding your customer s lifecycle journey

Understanding your customer s lifecycle journey IBM Software Thought Leadership White Paper Customer Analytics Understanding your customer s lifecycle journey Shorten digital purchase cycles by solving conversion struggles 2 Understanding your customer

More information

The Marketing Automation Value Guide. Transforming Your Business with Pardot, B2B Marketing Automation by Salesforce

The Marketing Automation Value Guide. Transforming Your Business with Pardot, B2B Marketing Automation by Salesforce The Marketing Automation Value Guide Transforming Your Business with Pardot, B2B Marketing Automation by Salesforce Building a Business Case for Marketing Automation A quarter of all B2B Fortune 500 companies

More information

Master Your Metrics: An Expert Guide To Marketing Measurement And Analytics. Ray Coppinger Senior Marketing Manager EMEA, Marketo @raycop

Master Your Metrics: An Expert Guide To Marketing Measurement And Analytics. Ray Coppinger Senior Marketing Manager EMEA, Marketo @raycop Master Your Metrics: An Expert Guide To Marketing Measurement And Analytics Ray Coppinger Senior Marketing Manager EMEA, Marketo @raycop Marketo Company Overview Marketing First Helping marketers master

More information

OMNI-CHANNEL MARKETING. Top 9 Questions

OMNI-CHANNEL MARKETING. Top 9 Questions OMNI-CHANNEL MARKETING Top 9 Questions TABLE OF CONTENTS 2 3 5 7 8 9 10 11 12 13 14 15 16 Table of Contents Introduction Top 9 Questions How does omni-channel differ from multi-channel marketing? Why is

More information

CASE STUDY STAYING IN THE BLACK

CASE STUDY STAYING IN THE BLACK CASE STUDY STAYING IN THE BLACK HOW MAVENLINK USES GETAPP TO GROW QUALIFIED LEADS & MAINTAIN ROI ABOVE 150% We spoke with Sean Crafts, Co-Founder & Chief Customer Office at Mavenlink, who began and has

More information

InfoGlobalData specialise in B2B Email Lists and Email Appending Services.

InfoGlobalData specialise in B2B Email Lists and Email Appending Services. InfoGlobalData specialise in B2B Email Lists and Email Appending Services. We provide high quality mailing lists for your email marketing needs. Our data intelligence service can provide valuable insight

More information

How is Lead Scoring Implemented? Implementing lead scoring policies is done in three phases:

How is Lead Scoring Implemented? Implementing lead scoring policies is done in three phases: Lead Scoring What is Lead Scoring? Simply put, lead scoring is an automated way to qualify leads. Successful companies have proven that focusing on quality vs. quantity of leads is an optimal strategy.

More information

THE 7 STEPS TO A SUCCESSFUL CRM IMPLEMENTATION DEPLOYING CRM IN THE NEW ERA OF CONNECTED CUSTOMERS

THE 7 STEPS TO A SUCCESSFUL CRM IMPLEMENTATION DEPLOYING CRM IN THE NEW ERA OF CONNECTED CUSTOMERS THE NEW ERA OF ABOUT THE AUTHOR Paul Rogers is the Head of Customer Experience and CRM within HCL s Applications Division. Based in London, Paul is responsible for leading HCL s CRM consulting and technology

More information

Fueling the Revenue Engine:

Fueling the Revenue Engine: ELOQUA WHITE PAPER 2 2 3 4 5 7 9 Introduction 1) Feeding the front end of the funnel 2) Turning responses into qualified leads 3) Measuring the impact of investments 4) Identifying qualified opportunities

More information

Agenda Overview for Digital Commerce, 2015

Agenda Overview for Digital Commerce, 2015 G00270685 Agenda Overview for Digital Commerce, 2015 Published: 18 December 2014 Analyst(s): Jennifer Polk Marketing is making a greater impact on, and taking more responsibility for, digital commerce.

More information

Improving Qualified Lead Generation and ROI with Lead Nurturing

Improving Qualified Lead Generation and ROI with Lead Nurturing Improving Qualified Lead Generation and ROI with Lead Nurturing Brian Carroll, Executive Director of Applied Research Kaci Bower, Senior Research Analyst Today, we re going to discuss 1. Key findings from

More information

How New Media, Social Networks and Web 2.0 Have Changed Sales

How New Media, Social Networks and Web 2.0 Have Changed Sales How New Media, Social Networks and Web 2.0 Have Changed Sales (And How to Make It Work For You) Copyright 2010 3forward, LLC. All Rights. Reserved Create. Increase. Accelerate. TM Sales Goals Have Not

More information

Written by: Francois Muscat, Digital Marketing Expert

Written by: Francois Muscat, Digital Marketing Expert Written by: Francois Muscat, Digital Marketing Expert Copyright 2013 WSI. Each WSI franchise office is an independently owned and operated business. In the past, businesses could get away with sending

More information

Introduction to Integrated Marketing: Lead Scoring

Introduction to Integrated Marketing: Lead Scoring Introduction to Integrated Marketing: Lead Scoring Are You Making The Most Of Your Sales Leads? Lead scoring is a key missing link in many B2B marketing strategies. According to a recent Gartner study,

More information

57% Aligning content marketing with the buying cycle. Marketing has changed. of buyer's journey is complete before contacting sales 1

57% Aligning content marketing with the buying cycle. Marketing has changed. of buyer's journey is complete before contacting sales 1 Aligning content marketing with the buying cycle Marketing has changed. From product reviews and service forums through to technical specs and comparison sites, it has never been easier for customers to

More information

MARKETING AUTOMATION STRATEGY B2B BENCHMARKS FOR 2015

MARKETING AUTOMATION STRATEGY B2B BENCHMARKS FOR 2015 MARKETING AUTOMATION STRATEGY B2B BENCHMARKS FOR 2015 FIND. NURTURE. CONVERT. Research Conducted by Ascend2 in Partnership with Dun & Bradstreet NetProspex IF YOU HAVEN T YET, THE TIME IS NOW TO DEVELOP

More information

ACHIEVING MARKETING ROI WITH WEBCASTING SOLUTIONS. By Debra Chin Senior Vice President Palmer Research

ACHIEVING MARKETING ROI WITH WEBCASTING SOLUTIONS. By Debra Chin Senior Vice President Palmer Research ACHIEVING MARKETING ROI WITH WEBCASTING SOLUTIONS By Debra Chin Senior Vice President Palmer Research EXECUTIVE SUMMARY There is some good news for marketers today: budgets and staffing are on the rise

More information

Powerful Ways to Impact Purchase Influencers at the Dealership

Powerful Ways to Impact Purchase Influencers at the Dealership Powerful Ways to Impact Purchase Influencers at the Dealership WardsAuto is your full-service marketing partner. We have the audience and ability to build a campaign that checks off every item on your

More information

Simplify Customer Service with 360-Degree View of the Customer

Simplify Customer Service with 360-Degree View of the Customer Simplify Customer Service with 360-Degree View of the Customer Simplify Customer Service with 360-Degree View of the Customer Table of Contents Getting to Know You 3 Seeing the Full Picture 3 Mapping a

More information

Engagement: Measuring the Impact of Social Media

Engagement: Measuring the Impact of Social Media Engagement: Measuring the Impact of Social Media Laura Ramos Vice President, Principal Analyst Forrester Research June 3, 2009 Social media will change how marketing engages with customers and demonstrates

More information

Generate Leads and Drive Sales

Generate Leads and Drive Sales Generate Leads and Drive Sales Delivering results that matter with effective and affordable marketing programs www.partnerconcierge.com 480.349.9263 Honeywell@Partne rconcie rge.com I ve been an executive

More information

to successful channel partner marketing:

to successful channel partner marketing: 1 2 3 Steps to successful channel partner marketing: By Ken Romley, CEO www.ziftsolutions.com www.ziftsolutions.com solutions INTRODUCTION It s a fact: indirect channels account for almost 70% of overall

More information

Amplify Conversations to Convert Prospects to Customers. B2B Event Marketing Tactics Workbook

Amplify Conversations to Convert Prospects to Customers. B2B Event Marketing Tactics Workbook Amplify Conversations to Convert Prospects to Customers B2B Event Marketing Tactics Workbook In this part-guide, part-workbook, get to know the tactics of B2B event marketing and how to make it work for

More information

The 4 Key Actions That Define and Build A Sales Funnel That Won t Leak

The 4 Key Actions That Define and Build A Sales Funnel That Won t Leak The 4 Key Actions That Define and Build A Sales Funnel That Won t Leak We do the Heavy Lifting for You Today s Speakers Matt Smith @3FORWARD Co-Founder, EVP, 3FORWARD Strategic Sales Expert 25 years sales

More information

Nurturing Beyond Your Current Pipeline. TechTarget

Nurturing Beyond Your Current Pipeline. TechTarget Nurturing Beyond Your Current Pipeline Globally consistent trend: purchasing decisions shaped online before sales contact Over 2/3s of the buying process occurs before sales is even contacted (Sirius Decisions)

More information

STATE OF B2B MARKETING 2015. B2B Marketing Trends, Predictions and Forecasts Survey - Report Dec 2014

STATE OF B2B MARKETING 2015. B2B Marketing Trends, Predictions and Forecasts Survey - Report Dec 2014 STATE OF B2B MARKETING 2015 B2B Marketing Trends, Predictions and Forecasts Survey - Report Dec 2014 WHO WE SPOKE TO We surveyed CXOs and senior marketing executives in companies ranging in size from under

More information

MEASURING MARKETING PERFORMANCE THROUGH DASHBOARD METRICS

MEASURING MARKETING PERFORMANCE THROUGH DASHBOARD METRICS MEASURING MARKETING PERFORMANCE THROUGH DASHBOARD METRICS October 2010 707 W. Helen Road Palatine, IL 60067 847-202-7343 www.enrollmentmarketingsolutions.com Growing pains: Every university has them. The

More information

STATE OF B2B SOCIAL MEDIA MARKETING 2015

STATE OF B2B SOCIAL MEDIA MARKETING 2015 STATE OF B2B SOCIAL MEDIA MARKETING 2015 Research Report - June 2015 WHO WE SPOKE TO In a study that we did earlier this year on B2B marketing trends 1, we asked our respondents which distribution channels

More information

HOW TO MARKET A TECHNOLOGY BUSINESS.

HOW TO MARKET A TECHNOLOGY BUSINESS. HOW TO MARKET A TECHNOLOGY BUSINESS. An Incisive Edge publication CONTENTS. INTRODUCTION. HOW TO MARKET A TECHNOLOGY BUSINESS INTRODUCTION The UK Technology Sector According to KPMG, the UK technology

More information

Powerful Ways to Impact Decision Makers at OEMs and Tier 1 suppliers

Powerful Ways to Impact Decision Makers at OEMs and Tier 1 suppliers Powerful Ways to Impact Decision Makers at OEMs and Tier 1 suppliers WardsAuto is your full-service marketing partner. We have the audience and ability to build a campaign that checks off every item on

More information

WHAT IS LEAD GENERATION?

WHAT IS LEAD GENERATION? wowanalytics WHAT IS LEAD GENERATION? Lead Generation: the beginning... In today s business market, generating new business is becoming increasingly difficult. With attention space scarce, companies need

More information

Introduction to Integrated Marketing: LEAD NURTURING

Introduction to Integrated Marketing: LEAD NURTURING Introduction to Integrated Marketing: LEAD NURTURING Your company probably spends a lot of time and money generating qualified leads, but how many of those result in closed deals? The truth is, there s

More information

THE MULTI-CHANNEL CONTENT DISTRIBUTION GUIDE

THE MULTI-CHANNEL CONTENT DISTRIBUTION GUIDE TABLE OF CONTENTS It s Time to Cut the Content Waste 4 Identify Your Theme 7 Build Your Pillar 9 Distribute the Content 16 Optimize and Repeat 21 Appendix: Multi-Channel Content Distribution Examples 23

More information

Five Strategies for Increasing the ROI of Marketing Events

Five Strategies for Increasing the ROI of Marketing Events Five Strategies for Increasing the ROI of Marketing Events Introduction Why Hold Marketing Events? Events, especially marketing events, are a critical tool in any marketer s playbook. According to Forrester

More information

Online Lead Generation:

Online Lead Generation: Online Lead Generation: A Guide for B2B Owners & Marketers Online Lead Generation: A Guide for B2B Owners & Marketers Table of Contents Introduction 21 Key Research Findings About Lead Gen The Role of

More information

Use Case. TouchSell TM Use Case: Lead Capture

Use Case. TouchSell TM Use Case: Lead Capture Use Case TouchSell TM Use Case: Lead Capture Lead capture is commonly understood as merely an exchange of information. Your prospects provide you their contact details in exchange for something that helps

More information

Use social media to get more sales leads, increase your pipeline, close faster, improve customer relationships and meet your sales team's goals

Use social media to get more sales leads, increase your pipeline, close faster, improve customer relationships and meet your sales team's goals HOW TO FIND, MANAGE AND CLOSE MORE BUSINESS USING THE SOCIAL MEDIA 2-Day Training Use social media to get more sales leads, increase your pipeline, close faster, improve customer relationships and meet

More information

WHITEPAPER MARKETING STRATEGIES FOR SERVICE PROVIDERS. By: ActiveConversion

WHITEPAPER MARKETING STRATEGIES FOR SERVICE PROVIDERS. By: ActiveConversion WHITEPAPER MARKETING STRATEGIES FOR SERVICE PROVIDERS By: ActiveConversion Page 1 Introduction The oil and gas industry consists of many thousands of small to medium sized businesses (SMBs). Initially

More information

Introduction... 1 Website Development... 4 Content... 7 Tools and Tracking... 19 Distribution... 20 What to Expect... 26 Next Step...

Introduction... 1 Website Development... 4 Content... 7 Tools and Tracking... 19 Distribution... 20 What to Expect... 26 Next Step... Contents Introduction... 1 Website Development... 4 Content... 7 Tools and Tracking... 19 Distribution... 20 What to Expect... 26 Next Step... 27 Introduction Your goal is to generate leads that you can

More information

Creating Successful Marketing Enablement Programs My Successful Channel Program

Creating Successful Marketing Enablement Programs My Successful Channel Program Creating Successful Marketing Enablement Programs My Successful Channel Program How to use the tools that work! September 2013 Contents Drive Effective Partner Marketing: The Key to Successful Channel

More information

THROUGH-PARTNER MARKETING IN THE NEW CLOUD ERA

THROUGH-PARTNER MARKETING IN THE NEW CLOUD ERA THROUGH-PARTNER MARKETING IN THE NEW CLOUD ERA Although it varies greatly with product complexity and market maturity, today s buyers might be anywhere from two-thirds to 90% of the way through their journey

More information

Shrink Buy Cycles With Lead Nurturing & Contagious Content. Use Twitter Hashtag #LLwebinar

Shrink Buy Cycles With Lead Nurturing & Contagious Content. Use Twitter Hashtag #LLwebinar Shrink Buy Cycles With Lead Nurturing & Contagious Content Use Twitter Hashtag #LLwebinar Presenters Lisa Cramer President & Co-founder, Leadlife Solutions Recognized in the top ten of SLMA s 50 Most Influential

More information

Own, launch, grow and support your cloud backup and recovery offering

Own, launch, grow and support your cloud backup and recovery offering Asigra Hybrid Partner Program Own, launch, grow and support your cloud backup and recovery offering Recovery is Everything Get powered by Asigra. Deliver your own backup service, be a data recovery specialist,

More information

How to Dominate Your Local Market Online Now

How to Dominate Your Local Market Online Now How to Dominate Your Local Market Online Now Get Leads Contacting You For Your Products And Services Quickly and Accurately Like A Gunslinger with Local PPC Who Jesse Anema? I am the owner and founder

More information

WHITE PAPER MULTI-CHANNEL CAMPAIGNS IN A CONNECTED WORLD. Create and deploy IT solutions for business

WHITE PAPER MULTI-CHANNEL CAMPAIGNS IN A CONNECTED WORLD. Create and deploy IT solutions for business WHITE PAPER MULTI-CHANNEL CAMPAIGNS IN A CONNECTED WORLD White paper - Multi-Channel Campaigns in a Connected World - Prodware 1 Create and deploy IT solutions for business Navigating Multi-channel Marketing

More information

Marketing Automation User; 2010 marketing review notes and 2011 plans

Marketing Automation User; 2010 marketing review notes and 2011 plans Marketing Automation User; 2010 marketing review notes and 2011 plans Each December we ask our marketing customers if they would like to participate in a short, informal yearend review. The scope of the

More information

Marketing Automation. Peter Yeung // London, UK, 20 June 2013

Marketing Automation. Peter Yeung // London, UK, 20 June 2013 Marketing Automation Peter Yeung // London, UK, 20 June 2013 Image: EPiServer Not Tom Peter Yeung Director of Business Development peter.yeung@episerver.com Source: http://blogs.hbr.org/cs/2012/08/marketers_flunk_the_big_data_test.html

More information

8 TIPS FOR MAKING THE MOST OF GOOGLE ANALYTICS. Brought to you by Geary LSF and Orbital Informatics

8 TIPS FOR MAKING THE MOST OF GOOGLE ANALYTICS. Brought to you by Geary LSF and Orbital Informatics 8 TIPS FOR MAKING THE MOST OF GOOGLE ANALYTICS Brought to you by Geary LSF and Orbital Informatics TABLE OF CONTENTS 3 5 7 8 9 10 11 12 13 14 15 Introduction 8 Tips for Google Analytics Don t let Google

More information

How Volvo Construction Equipment Uses Email and CRM to Sell Big Iron!

How Volvo Construction Equipment Uses Email and CRM to Sell Big Iron! How Volvo Construction Equipment Uses Email and CRM to Sell Big Iron! Advanced Strategies for Attracting, Selling and Retaining Customers Join the Conversation! I m at #MPB2B. Learning how @VolvoCE_NA

More information

Case Study: How ECI Telecom increased CTR and conversions at the top of the funnel by over 200%

Case Study: How ECI Telecom increased CTR and conversions at the top of the funnel by over 200% Case Study: How ECI Telecom increased CTR and conversions at the top of the funnel by over 200% Michelle Mogelson Levy Associate Vice President, Marketing Programs ECI Telecom Most challenging processes

More information

How to Adapt Your Warehouse for the New Multi-Channel Supply Chain

How to Adapt Your Warehouse for the New Multi-Channel Supply Chain Lyftz is a fictitious cloud-based supply chain management platform providing order fulfillment, inventory management, order management, and distribution management. Its cloud-based platform integrates

More information

Creation of lead nurturing database revives languishing long-term prospects and accelerates the sales pipeline

Creation of lead nurturing database revives languishing long-term prospects and accelerates the sales pipeline September 2012 Creation of lead nurturing database revives languishing long-term prospects and accelerates the sales pipeline www.extendedpresence.com EPinfo@extendedpresence.com 303-325-8600 Business

More information

THE FIVE CATEGORIES OF LEAD NURTURING 1 THE FIVE CATEGORIES OF LEAD NURTURING

THE FIVE CATEGORIES OF LEAD NURTURING 1 THE FIVE CATEGORIES OF LEAD NURTURING THE FIVE CATEGORIES OF LEAD NURTURING 1 THE FIVE CATEGORIES OF LEAD NURTURING Most marketers roll out lead nurturing primary for new customer acquisition. This makes sense, as most leads are not sales

More information

Marketing Automation 2.0 Closing the Marketing and Sales Gap with a Next-Generation Collaborative Platform

Marketing Automation 2.0 Closing the Marketing and Sales Gap with a Next-Generation Collaborative Platform Marketing Automation 2.0 Closing the Marketing and Sales Gap with a Next-Generation Collaborative Platform 4 Contents 1 Executive Summary 2 Defining Marketing Automation 2.0 3 Marketing Automation 1.0:

More information

Certified Digital Marketing Professional VS-1217

Certified Digital Marketing Professional VS-1217 Certified Digital Marketing Professional VS-1217 Certified Digital Marketing Professional Certified Digital Marketing Professional Certification Code VS-1217 Vskills certification for Digital Marketing

More information

HELPS PARTNERS GENERATE DEMAND IN THE NEW CLOUD ERA

HELPS PARTNERS GENERATE DEMAND IN THE NEW CLOUD ERA HELPS PARTNERS GENERATE DEMAND IN THE NEW CLOUD ERA LEGACY PLATFORM PERFORMANCE UNSUSTAINABLE Elastic Grid, the simplified through-partner demand generation platform, generates thousands of leads every

More information

IBM Coremetrics Web Analytics

IBM Coremetrics Web Analytics IBM Coremetrics Web Analytics Analytics to power digital marketing optimization and execution Highlights Real-time Key Performance Indicators (KPIs) suitable for marketers from finance, retail, content

More information

MARKETING AUTOMATION SEMINAR 7.3.2013 BERTRAND MAUGAIN. ez Systems

MARKETING AUTOMATION SEMINAR 7.3.2013 BERTRAND MAUGAIN. ez Systems MARKETING AUTOMATION SEMINAR 7.3.2013 BERTRAND MAUGAIN ez Systems ez Marketing Automation Increasing Revenue Performance ez helps optimizing digital experiences When content management meets Marketing

More information