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In
the News!
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News Submissions: Please contact
Susan A. Campanale
at
(714)
637- 6989 or content@salesleadmgmtassn.com
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Eloqua® Campaign Management Simplifies the Development, Execution
and Measurement of Marketing Programs - New Eloqua Campaign
Composer™ Features an Intuitive Campaign-Planning Environment,
Flexible Reporting and Dashboards that Let Marketers Read Their
Prospects’ Digital Body Language.
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TORONTO – April 23,
2008 – Eloqua Corporation, the leading supplier of automated
demand generation applications and expertise for
business-to-business (B2B) marketers, today announced powerful new
campaign management capabilities that help B2B marketers quickly
plan, deploy and analyze sophisticated marketing campaigns. Eloqua
Campaign Composer, an intuitive campaign-planning environment
designed to match how marketers approach campaign development,
allows marketers to create successful demand generation programs to
engage, nurture and qualify sales leads. Flexible reporting features
let marketing departments analyze campaign results in a way that
matches their business organization. New contact activity overview
dashboards instantly reveal to marketing and sales teams their
prospects’ digital body language – like email responses and web site
activity – so they can quickly qualify those leads that are
demonstrating buying behavior.
“Marketers have always struggled to precisely measure their
impact on the business. Eloqua’s new release makes it easier for
marketers to create and measure campaigns, easier to reach prospects
and easier to complete their day-to-day activities,” said Joe Payne,
president and CEO of Eloqua. “When marketers can more clearly see
the cause and effect of their campaigns, they can systematically
generate, rank and measure responses that matter to sales teams. All
of this adds up to more successful campaigns that generate more
closed business.”
Eloqua Conversion Suite™ is the industry’s leading family of
integrated demand generation applications for businesses that expect
measurable results from their marketing efforts. An on-demand
solution, Eloqua measures buyers’ digital body language – behavior
like email responses, web site visits and other online indicators of
buying interest – that salespeople cannot see. By automating and
integrating the key demand generation functions of direct and
interactive marketing, prospect profiling, nurturing, scoring and
distribution of sales leads, Eloqua improves the quality and
quantity of sales opportunities, increases efficiency and
accelerates the entire selling process.
Managing multi-part campaigns simplified through a single
intuitive application
“As professional marketers we don’t just develop individual
emails or direct mail pieces, we develop comprehensive marketing
campaigns,” said Amede Hungerford, senior director, Americas
Marketing, Sybase. “The new Campaign Composer in Eloqua mirrors the
way that we work, giving us visibility into the results of our
campaigns, which in turn gives us the ability to better evaluate and
improve the success of our marketing programs.”
With Eloqua’s new Campaign Composer, marketers can manage
multi-part campaigns in a single complete on-demand environment.
They can set up, execute and report on multi-step, multi-touch
campaigns and group dozens of marketing assets such as emails,
landing pages, web forms and SMS messages into a single campaign.
They can then quickly deploy, analyze and adjust campaigns on the
fly to maximize results. Campaign Composer tightly integrates with
CRM and SFA systems to ensure that sales and customer service teams
can see how their contacts are responding to marketing
communications, including summary activity metrics and dashboards,
so they can plan their follow up accordingly.
“Eloqua’s new contact activity dashboard gives my team actionable
insight about prospects that simply wasn’t available in the past
without hours of manual report analysis across multiple point
solutions,” said David Lewis, president and founder, DemandGen.
“Now, in a single glance I can instantly read the digital profile of
my buyer, and use this data to improve my campaigns on the fly to
maximize results.”
Build campaigns for your business that generate your kind of
leads
Eloqua developed Campaign Composer based on its experience with
hundreds of businesses executing thousands of campaigns. Because
campaigns can vary across organizations of different sizes and in
different industries, Campaign Composer is designed for maximum
flexibility. Marketing teams can develop and execute campaigns of
varying complexity, length and structure, incorporating both online
and offline channels. Marketers can easily configure Eloqua Campaign
Trees, hierarchies that roll up campaign reporting across marketing
assets, programs, product lines, geographies or any combination of
factors that helps marketers meet their business reporting needs.
Campaign Composer gives marketers greater control to determine
which campaign responses matter most to sales. Using new Lead
Ranking rules, users can precisely define lead quality based on
specific types of desired campaign responses. Now marketers can see
how their campaigns performed compared to others, and predict what
type of campaign responses will provide the highest return on
investment.
Reach prospects how they want to be reached
Eloqua Conversion Suite helps companies take advantage of new
channels like SMS and Call OnDemand services, in addition to email,
direct mail and web-based channels, to improve campaign
effectiveness and response rates. Marketers can tap into the global
reach of SMS and the ubiquity of mobile phones to send their
messages, or employ Eloqua’s integrated Call OnDemand services to
engage prospects through text-to-speech communications.
“Our research indicates that companies spend 92 percent of their
field marketing dollars to get prospects in to the top of the ‘sales
funnel,’ meaning that only 8 percent of field marketing budgets are
left to support sales in their conversion of these leads to
opportunity and then to closed business,” noted Tony Jaros, vice
president of research at analyst firm SiriusDecisions. “Companies
need to alter this mix to more of a 65/35 ratio to make their field
marketing efforts more effective and by doing so to improve funnel
performance. Conducting multi-part campaigns that extend the length
of the funnel is one way to do just that.”
About the Eloqua
Conversion Suite
Eloqua Conversion Suite, which is available in Enterprise, Team
and Express and Lite versions, meets the needs of a wide range of
businesses, from small companies to global enterprises. It is the
industry’s leading family of integrated demand generation
applications for businesses that expect measurable results from
their marketing efforts. An on-demand solution, Eloqua automates and
integrates the key marketing and sales functions of email, direct
mail, prospect profiling, website analytics, campaign analytics and
sales force automation to improve the quality and quantity of sales
leads, eliminate waste and accelerate the entire selling process.
About Eloqua Corporation
Eloqua provides the leading integrated demand generation
applications and expertise for executing, automating and measuring
highly effective B2B marketing programs. Eloqua drives the entire
marketing process from contact to close, while making prospect
interest and intent visible at every step. With leading technology
backed by expert professional services, Eloqua automates best
practices in demand generation for marketers who need to produce a
continuous flow of qualified leads for a professional sales force.
Eloqua’s customers include Sybase, Seagate, Nokia, MySQL,
Administaff, Nuance and many other leading B2B marketers. Eloqua
Corporation is headquartered in Toronto with offices throughout
North America and in the UK and Singapore. For more information,
please visit
www.eloqua.com
or call 866-327-8764. |
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►PointClear Data Confirms That Multi-Touch, Multi-Media
Approaches Multiply Marketing Results - Unless you are reaching
prospects with at least nine individual touches – including a
minimum of two email messages – you are not generating the results
you could.
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ATLANTA (April 22,
2008) – Sales and marketing services firm PointClear, LLC, today
offered insight into the value of multi-touch, multi-media direct
marketing campaigns, based on data it collected working with more
than 30 clients on over 50 separate programs in 2007. While
providing outsourced sales lead management programs for companies
that include CenterBeam, D&B, Ingenix, Microsoft and others,
PointClear tracked the number, frequency and type of touches
performed and the corresponding response rates.
“Historically, it’s been known that database marketers can expect
to increase results by up to eight times when following up a direct
mail or email campaign with a single phone call,” said PointClear
President Dan McDade. “However, we’ve also learned that stopping at
that single touch can cause you to leave half or more business on
the table.”
Intuitively, most marketers agree that a series of touches
consisting of quality outbound calls, emails, voicemail messages and
direct mail over a period of time is the most effective way to reach
and convert your market to revenue. Such approaches build
familiarity with busy decision-makers and increase the potential of
impacting him or her at a point when their business need for the
solution is high.
“Based on work with our clients, we’ve determined that unless you
are reaching contacts in your target market with at least nine
individual touches – including a minimum of two email messages – you
are not generating the results you could,” said McDade.
Additionally, there is benefit in implementing multiple cycles
for high-touch marketing campaigns. PointClear data indicates that
the initial contact cycle (the first time you touch your market with
a combination of those nine calls, emails, voicemail and direct
mail) will yield only 40 to 50 percent of the total opportunities.
Other opportunities existing within the market can be identified by
continuing to touch the same prospects with the same multi-media,
multi-touch strategy on a regular basis. Lead rates from the second
and subsequent touch cycles can generate anywhere from 120 to 210
percent of the initial lead rate, declining only after the fifth
contact cycle.
Based in Eden Prairie, Minn., Ingenix is a leading health
information company that is using PointClear to help it cultivate
leads through multi-touch, multi-media marketing directed to its
targeted prospects – namely, top-level administrators in hospitals
of varying sizes. PointClear employs an integrated strategy of phone
calls, voice messages, emails, direct mailers and even handwritten
notes to reinforce Ingenix’s key messaging and keep proffered
solutions top of mind until live contact occurs.
“We’ve absolutely seen the benefits of multi-touch, multi-media
programs for reaching busy hospital executives,” confirmed Angela
Bailey, vice president, marketing operations for Ingenix. “Compared
to traditional ‘one and done’ approaches, such programs dramatically
increase our potential for engaging prospects and making sales.”
It should be noted that contacts responding to voicemail or email
comprised over 20 percent of all leads PointClear generated for its
clients in 2007. Importantly, the most frequent responders to
voicemails and emails were senior-level decision-makers. In fact,
PointClear data indicates that nearly two and a half times more
leads were generated from multi-touch, multi-media, multi-cycle
campaigns to senior-level executives in large companies as compared
to lower-level line of business decision-makers in large companies
or all levels of decision-makers at mid-market organizations.
About PointClear
Headquartered in Norcross, Ga., PointClear, the sales and
marketing services firm, provides Sales Lead Management solutions
that fill client forecasts, not just their pipelines. PointClear's
expert sales and marketing professionals provide clients with
forecastable sales opportunities, actionable market intelligence and
effective market coverage. For more information about PointClear's
products and services, go to
www.pointclear.com.
Contact:
Kathy Cabrera
Carabiner Communications
770.569.8221
kcabrera@carabinerpr.com |
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Market2Lead a Finalist for CompTIA SoftwareCEO Award
-
One of Seven in Most Innovative General Business Software Category
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SANTA CLARA, Calif. -
April 17, 2008 - Market2Lead, a provider of
software-as-a-service (SaaS) B2B automated marketing solutions that
accelerate demand and revenue growth, announced today that the
Computing Technology Industry Association (CompTIA), the leading
trade association for the world's information technology (IT)
industry, has named Market2Lead a finalist for the 2008 SoftwareCEO
Software Innovation Awards. Market2Lead is one of seven finalists in
the "Most Innovative General Business Software" category. David
Sommer, chief operating officer, CompTIA, and publisher of
SoftwareCEO, said, "SoftwareCEO's annual Software Innovation Awards
recognize our industry's efforts and accomplishments in bringing
innovative products and new business models to market. The companies
selected as finalists for these prestigious awards are delivering
real business value to customers with their products and services.
We are pleased to recognize their achievements."
Market2Lead CEO and Co-Founder Geoff Rego said, "We are pleased
that the judges recognized the value of our innovation, which for
the first time, enables marketers to determine the ROI of campaigns
in terms of sales dollars, without cooperation from sales
representatives. In addition, our on-demand marketing automation
software provides unprecedented visibility into sales team
activities, including exactly what happens to the leads they receive
from marketing. And Market2Lead is the first such product to
consolidate sales 'truth' and marketing 'truth' into a single,
actionable source of business truth. Our software innovation enables
companies to reduce the time required to close deals, increase the
sizes of individual deals and improve lead-to-sales conversion
ratios."
Among comments made by first round judges was an observation that
Market2Lead fills a real need and is unique and novel. A judge
observed that he knows from experience that salespeople don't fill
in the "how did they hear of us" field.
Six judges chose finalists for the award: Winton Churchill,
Churchill Sales Cycle Solutions, Inc.; Jim Geisman, MarketShare,
Inc.; Gordon Graham, Editor, SoftwareCEO; Charles Mills, Strategic
Due Diligence; Bruce Hadley, Founder, SoftwareCEO; Robert Dubicki,
TP Systems Ltd. and Sommer. Judging criteria included the scope of
the problem or opportunity addressed by the software, the practical
impact of the software innovation and the novelty of the innovation
as compared to traditional ideas or processes.
CompTIA will announce award winners at the Software Marketing
Perspectives conference, May 7 - 9, at the Santa Clara Convention
Center, Santa Clara, Calif.
About CompTIA
The Computing Technology Industry Association (CompTIA) is the
voice of the world's $3 trillion information technology industry.
CompTIA membership extends into more than 100 countries and includes
companies at the forefront of innovation; the channel partners and
solution providers they rely on to bring their products to market;
and the professionals responsible for maximizing the benefits
organizations receive from their technology investments. For more
information, visit
www.comptia.org.
About SoftwareCEO
SoftwareCEO is a resource-packed electronic newsletter and web
portal built by software executives for software executives. It's
the software industry's "Page One" for information and advice on
software marketing, software sales, software business, software
pricing and financing, and software services. For more information,
visit
www.softwareceo.com.
About Market2Lead
Market2Lead, Inc. provides automated marketing solutions to help
companies generate better, qualified leads and close more sales.
Market2Lead accelerates demand and revenue growth by enabling
marketers to effectively nurture leads through the sales cycle and
contact, cultivate, convert and close more business. The company's
solutions enable leading enterprises and small businesses to
progressively gather deeper insight into individuals, their needs,
and their purchase intentions. Market2Lead is a privately held
company headquartered in Santa Clara, California. For more
information please visit
www.market2lead.com.
© 2008 Market2Lead Inc., Market2Lead Enterprise Edition,
TurboWeb2Lead and the Market2Lead Logo are trademarks or registered
trademarks of Market2Lead, Inc. in the United States and/or other
countries. Other brand and product names are trademarks or
registered trademarks of their respective holders. Information is
subject to change without notice. All rights reserved.
For additional information:
Maureen Miller
Total Marketing Concepts, Inc.
732-747-5786
pr@totalmarketingconcepts.com |
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PointClear Hits Milestone in
CenterBeam Relationship with 50,000 Dispositions -
PointClear Sales Lead Management Programs Have Resulted in a 12:1
ROI for CenterBeam and Millions of Dollars of Revenue
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ATLANTA (March 11, 2008) –
Sales and marketing services firm
PointClear, LLC, announced today that it has completed 50,000
dispositions with targeted prospects on behalf of its client
CenterBeam, a leading provider of outsourced IT services. PointClear
delivers high quality sales opportunities, effective and efficient
market coverage and actionable market intelligence to help companies
increase revenue.
The 50,000
detailed conversations, conducted with targeted CFOs of mid-sized
businesses, generated over 2,000 qualified leads that were passed to
CenterBeam sales representatives. Leads developed by PointClear have
ultimately converted into millions of dollars in closed business.
“Over 50 percent
of our closed new business has come from PointClear leads, with the
dollar value of those deals typically twice that of any other lead
generation programs we’ve used,” said Kirstin Burke, Vice President
of Corporate Communications at CenterBeam. “Our program results and
the strong ongoing relationship we’ve developed with PointClear are
indicative of their value as a service provider and strategic
business partner.”
“PointClear
programs have resulted in a 12:1 ROI for CenterBeam to date,”
confirmed Dan McDade, President of PointClear. “We’re proud of the
important milestone we’ve reached and the success we’ve had in
helping CenterBeam to identify and cultivate their higher-value
prospects and drive revenue. At the end of the day, our goal is
bringing the right message to the right prospects at the right time,
and getting them to engage further in CenterBeam’s sales process.”
CenterBeam
provides a portfolio of superior, managed IT services that deliver
compelling economics and value-add to the midsized market. Its sales
efforts are focused on reaching CFOs in target organizations and
offering them a persuasive value proposition for CenterBeam services
that drives action. PointClear business development associates help
CenterBeam identify the top prospects across its core industries,
and reach CFOs who are typically on tight schedules and difficult to
contact.
PointClear
qualifies and prioritizes leads while establishing communication
through a variety of “multi-touch” methods – telephone, voicemail,
email and direct-mailers – that help build familiarity with
Centerbeam services over time. PointClear associates are highly
knowledgeable and work as a seamless extension of the CenterBeam
sales team, building rapport with the prospect until he or she is
ready to engage in an actual phone conversation or face-to-face
meeting with a CenterBeam sales representative.
CenterBeam
initially signed up for a three-month pilot program with PointClear
in August 2003. Since then, it has continued to work with PointClear
for ongoing sales lead qualification and management programs.
Over the course
of the relationship, CenterBeam has participated in PointClear
webinars and seminars that help other B2B companies improve their
lead generation and business development practices. “We’ve found
something very good in PointClear and we’ve been happy to share the
success of our programs with other companies seeking similar
accelerated results,” said CenterBeam’s Kirstin Burke. “We feel that
strongly about what they do and just as important, how they do it.”
PointClear has
also been named Partner of Year by CenterBeam for the past four
consecutive years.
About
CenterBeam, Inc.
CenterBeam, Inc.
is an award-winning North American-based IT managed services company
that delivers more than 140,000 daily services in a SaaS
architecture for mid-sized clients with end users working in
forty-five countries across six continents. Founded in 1999,
CenterBeam pioneered the application of quality management
techniques to IT and currently earns a 100% client satisfaction
rating as measured by Quality Resource Associates. CenterBeam is
headquartered in San Jose, California and can be reached at (408)
750-0500 or
www.centerbeam.com.
About
PointClear
Headquartered in
Norcross, Ga., PointClear, the sales and marketing services firm,
provides Sales Lead Management solutions that fill client forecasts,
not just their pipelines. PointClear's expert sales and marketing
professionals provide clients with forecastable sales opportunities,
actionable market intelligence and effective market coverage. For
more information about PointClear's products and services, go to
www.pointclear.com. |
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SLI Systems Expands Partner
Program to Deliver End-to-End Search, E-commerce Marketing and
Usability Solutions to Customers -
Integrated Solutions Enable Retailers to Leverage Search Data Across
a Broad Range of Marketing and Ecommerce Functions to Optimize
Navigation and Sell More Effectively Online.
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CUPERTINO, CA – February 27, 2008 – SLI Systems, a provider of
on-demand search services
(www.sli-systems.com)
for Internet and e-commerce sites, today announced
that it has expanded its partner program to include a broad range of
online marketing, ecommerce platform, analytics and ratings &
reviews solutions providers, allowing online retailers to further
integrate industry-leading products and services with SLI’s hosted
search solution. By bringing leading e-commerce technologies
together with SLI’s flagship Learning Search solution, retailers are
able to leverage their site search data to maximize the strategic
value of their ecommerce technologies.
“By
integrating PowerReviews with Learning Search, we’ve empowered
retailers with another important navigation tool for their online
shoppers: the ability to search for products not only by how
they’re rated, but by how they’re reviewed in the form of product
pros, cons and best uses,” said Jay Shaffer, vice president of sales
and marketing for PowerReviews. “Through this combined offering,
shoppers can now search based on those characteristics or features
specifically important to them. This means fewer clicks to find
just the right product -- which ultimately drives higher
conversions.”
New
partners include BazaarVoice, Beacon Technologies, Channel
Intelligence, CORESense, DMinSite, Elbrus Consulting, ExactTarget,
FastPivot, IMPAQT, LaGarde, MerchantAdvantage, Omniture,
PowerReviews, Tachyon Solutions, Timberline Interactive, Trinity
Insight, VKI Studios as well as WebLinc.
“Through partnerships with other companies that offer superior
ecommerce products and services that extend the functionality of
SLI’s hosted search solution, our customers can leverage the power
of their search data for a competitive advantage,” said Todd Watson,
director of global business & channel development for SLI Systems.
“The deep level of integration between our search solution and our
partners’ e-commerce capabilities gives us the ability to optimize
ecommerce functions throughout retailers’ sites and deliver the
highest value possible.”
SLI
Systems' Referral Program is designed to bring the company’s hosted
site search, automated SEO and SEM offerings to new online retailers
through a commission-based referral program. Additionally, SLI
Systems’ Reseller Program enables providers of complementary
e-commerce solutions to integrate SLI's search technology into their
own core offerings, providing online retailers with a more
comprehensive customer-focused solution.
About SLI Systems
SLI
Systems is the developer of learning-based search technology for
corporate Internet sites, e-commerce destinations and consumer
Internet portals that Searches, Learns and Improves the user
experience. SLI Systems’
hosted site search
(http://www.sli-systems.com/site-search.php)
and
user-generated SEO
(http://www.sli-systems.com/site_champion.php)
and
automated SEM
(http://www.sli-systems.com/ad_champion.php)
solutions empower businesses to enhance customer satisfaction while
increasing sales, reducing costs and yielding valuable customer
information. Unlike traditional search software, SLI Systems’
patented technology continuously “learns” from the behavior of
visitors over time to deliver more relevant results. More than 250
sites use SLI Systems’ hosted search offerings including ULTA,
Tupperware, Harry and David, Smith & Hawken, NRS (Northwest River
Supplies), FTD and Etronics.com, among others. SLI Systems is a
privately held company, with offices in Silicon Valley, London, and
Christchurch, New Zealand. For more information, visit
www.sli-systems.com.
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Market2Lead, ExactTarget Announce Partnership -
Market2Lead to Integrate ExactTarget Embedded into On-Demand,
Multi-Channel Marketing Automation Products
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SANTA CLARA, Calif. and INDIANAPOLIS, Ind. - February 25, 2007
- Market2Lead, a provider of software-as-a-service (SaaS) B2B
automated marketing solutions that accelerate demand and revenue
growth, and ExactTarget, a leading provider of on-demand email and
one-to-one marketing solutions, announced that they have partnered
to integrate ExactTarget’s email messaging web services into
Market2Lead’s comprehensive, multi-channel marketing automation
products.
Kristen Brown, Vice President, Channel and Corporate Development,
ExactTarget, said, “Our partnership with Market2Lead is a key win
for ExactTarget Embedded, the OEM version of our messaging platform.
We see Market2Lead as a leader in the broad marketing automation
market. We are pleased Market2Lead’s customers will now be able to
enjoy the highest email availability, scalability, and
deliverability with ExactTarget’s industry-leading email messaging
software as a service.”
Market2Lead CEO and Co-Founder Geoff Rego added, “Unlike some of our
competitors, we have not created a proprietary email solution that
we require our customers to use. Instead, we integrate existing
email service providers into our on-demand marketing automation
software. This allows our customers to choose best-in-class services
for the email portions of their campaigns, while managing
their entire multi-channel demand generation operation from within a
single platform. By partnering with ExactTarget, we are able to
offer our customers high availability, scalability to handle huge
transaction volumes and the best deliverability in the industry.
This makes Market2Lead an even better choice for marketers.”
Click Here for the PDF Version of the Press Release |
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“Improve the Prospect Experience for Increased Sales”
- Check
Your Sales Cycle Leverage Points to Maximize Value
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February 22, 2008 (Cedar Rapids, IA)
-
AdTrack Corporation today announced the release of a white paper,
entitled “Improve the Prospect Experience for Increased Sales.” The
paper, based on 27-years of client experience, outlines how
companies can manage this and other “leverage points” to maximize
the customer leads already garnered. “Our experience shows that this
is one of the most overlooked areas of the sales cycle,” Erik
Madsen, AdTrack’s Vice President of Marketing, said. “It really
comes down to one question—how are you improving your prospect’s
experience, (as well as the other leverage points in your sales
cycle) to get the most out of existing leads?”
According to the white paper, maximizing these leverage points
brings more customers to the purchase point via leads available,
rather than continually spending to identify new ones. “As we all
know, bringing in new leads is the major cost of a sales cycle,”
Madsen added. “This white-paper identifies how to reduce those costs
while increasing sales.” This insightful piece is available at:
www.adtrack.com.
The
AdTrack Corporation connects clients around the world with their
future customers. Since 1981, the lead management company has
provided tailored customer acquisition services, including
fulfillment, bulk literature distribution, inbound and outbound
calling and marketing and sales support services. Learn more about
AdTrack’s customer acquisition process at
www.adtrack.com. |
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Senior Executives from CA, Cognos, SAP AG and Symantec Headline
"Growth through Integration" Sales and Marketing Summit 2008
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Social Media
Landscape, Sales Readiness Evolution, and Demand Creation Best
Practice Findings to be released at SiriusDecisions B2B Conference.
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Wilton, CT (PRWEB) January 24,
2008
- SiriusDecisions, the world's leading source for
business-to-business sales and marketing best practice research and
data, today announced that top executives from CA, Cognos, SAP AG
and Symantec will present best practices on improving revenue growth
through integration of sales and marketing at its Summit 2008. The
Summit, whose theme is "Growth through Integration," will be held
May 14-16 at the Loews Lake Las Vegas Resort, Henderson, Nev.
Findings from SiriusDecisions' research on best practices in social
media, sales readiness and demand creation will be released.
Summit
keynoters include: Donald Friedman, EVP and chief marketing officer,
CA, Inc.; Drew Clarke, VP of America's marketing and global
marketing operations, and Lucy Gillard, director of global demand
generation programs and advertising, Cognos; Heather Loisel, VP
global marketing operations, SAP AG; and Janice Chaffin, group
president, Consumer Business Unit, Symantec. Each will share their
success stories and best practices in aligning sales and marketing.
For additional information about this event, visit
SiriusDecisions Summit 2008.
About SiriusDecisions
SiriusDecisions provides senior-level executives with the sales and
marketing operational intelligence required to improve topline
performance through its Executive Advisory Services, Benchmark
Assessment Services, Management Consulting Services and Events. The
unique combination of thought leadership, benchmark data, analytic
tools, best practice research and access to a peer and analyst
network allow SiriusDecisions clients to quickly receive the
critical insight they need to make decisions effectively. For more
information, visit
SiriusDecisions or call (203) 665-4000. |
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AdTrack Studies Manufacturers’ Sales & Marketing Challenges
-
Sales Lead Management Company Launches New Research Project
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Cedar Rapids, Iowa, February 4, 2008
- The AdTrack Corporation is tackling one of the toughest issues for
the nation’s manufacturers: sales and marketing effectiveness. The
sales lead management company has launched a six-month research
study of the unique challenges and practices of the manufacturing
industry.
AdTrack created a concise, ten-question survey to gather data about
sales channel processes, lead management practices,
advertising/promotional activities and return on investment (ROI)
measurement. Marketing and sales professionals at any manufacturing
company are encouraged to take the quick survey through a link at
www.adtrackservices.com.
After responses are gathered and analyzed, AdTrack will release a
comprehensive industry insights report later this year. To receive
the report, you must provide your email address at the end of the
survey. All the data gathered through the survey will be analyzed en
masse. Individual responses will not be stored.
For more information, contact AdTrack VP of Marketing Erik Madsen at
800-735-3237 or
emadsen@adtrack.com.
About AdTrack
The AdTrack Corporation connects clients around the world with their
future customers. Since 1981, the lead management company has
provided tailored customer acquisition services, including
fulfillment, bulk literature distribution, inbound and outbound
calling and marketing and sales support services. Learn more about
AdTrack’s customer acquisition process at
www.adtrackservices.com.. |
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AdTrack Corporation Secures International Partnerships.
- Sales Lead
Management Company Expands Service to Eight Countries
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Cedar Rapids, Iowa, January 22, 2008
- The AdTrack
Corporation has created a network of international partners to
better serve its growing clients. The new network is a direct result
of the increase in
United States
manufacturing exports and the growing global economy. The privately
owned, sales lead management company serves
U.S.
manufacturers with new or growing distribution channels around the
world.
“This new
international network matches language and cultural experts with
American manufacturers looking to generate more sales in foreign
markets,” said AdTrack Chief Executive Officer Dan Rogers. “We’ve
carefully chosen partners who know how to seamlessly coordinate
marketing strategies on a local level in the European Union and the
Southern Common Market.”
“Our goal is to
increase sales for our clients wherever they do business,” said
Rogers. AdTrack’s international network is made up of eleven
partners in eight countries, including Argentina, Brazil, France,
Germany, Italy, The Netherlands, United Kingdom and Spain.
Collectively, these partners provide inbound and outbound calling,
literature fulfillment and graphic design. These international
services integrate with AdTrack’s lead management, literature
fulfillment, bulk literature distribution, inbound and outbound
calling and marketing and sales support services based at its
headquarters in Cedar Rapids, Iowa.
According to the
National Association of Manufacturers, U.S. manufacturers export
more than $60 billion in goods every month. In fact, U.S. exports
have increased by 57 percent over the past ten years, with
manufacturing responsible for nearly two-thirds of total exports.
AdTrack’s clients are experiencing similar success.
AdTrack’s
international network includes: Actel of Paris, France; Blue Donkey
of Cambridge, UK; bluepartner of Berlin, Germany; Clienting Group of
Beunos Aires, Argentina; Diversity of Berlin, Germany; InTellya of
Roubaix, France; Mastercom of Rome, Italy; R&A Marketing in Madrid,
Spain; Redline Contact Center of Sao Bernardo do Campo, Brazil;
Selectif of Zaltbommell, The Netherlands and Wave Technologies of
Turin, Italy. Learn more about these partners at
www.adtrackservices.com/partners/international.php
About AdTrack
The AdTrack Corporation connects clients around the world with their
future customers. Since 1981, the lead management company has
provided tailored customer acquisition services, including
fulfillment, bulk literature distribution, inbound and outbound
calling and marketing and sales support services. Learn more about
AdTrack’s customer acquisition process at
www.adtrackservices.com.
Contacts:
Cassie Willis, Marketing Communications Manager
319-739-1728,cwillis@adtrack.com
Erik Madsen,
Director of Marketing
319-739-1717,emadsen@adtrack.com |
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Datran Media Announces Second Annual
Marketing & Media Survey Results.
80% of
Marketers Report Email Is Strongest Performing Media Buy Ahead of
Search and Display
(return to top of page) |
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NEW YORK, NY--(Marketwire - January 22, 2008)
-
Datran Media, a leading provider of digital media solutions, today
released the results of its second annual survey of online marketing
professionals. Conducted in December 2007, the survey of over 2,000
marketers provided unique insight about the online channels that
have, and will continue to have, an impact on business.
Overall, 82 percent of the marketers surveyed by Datran Media
indicated that they plan to increase their use of email marketing in
2008, and 55 percent of the respondents cite that they expect ROI
from email to be higher than any other channel. Datran Media's
survey results are consistent with the Direct Marketing
Association's recent report, which found the ROI from email is much
higher than other channels. In fact, email ROI will hit $45.65 for
every dollar spent in 2008, more than twice the ROI of other mediums
including search and display.
Marketers from 90 companies including OgilvyOne Worldwide, Avenue A/Razorfish
and Stamps.com offered valuable insight into major brands' overall
positive outlook for the email channel. Across these companies and
others, 67 percent of respondents stated that email has helped boost
sales through other channels. In these scenarios, email is leveraged
as a tool for sales as well as a media channel.
Commenting on their email programs and plans for 2008, marketers
shared a wide variety of thoughts. "We expect email marketing to
drive more sales and increase ROI of the email channel in 2008,"
said Matt Rihtar of Insurance.com. Said Sean Kettley with Tickle
and Love Happens, an online dating network that tailors messages to
its membership based on interests and psychographics, "This year, we
intend to test custom messaging based on horoscope based palm, tarot
and zodiac matches as well as other astrological criteria."
"Email keeps us in touch with our customers in an industry where we
only have contact for one or two months a year," states survey
respondent Joanne Carry of dmg world media. The international
exhibition and publishing company produces more than 300
market-leading trade exhibitions, consumer shows and fairs as well
as 45 related magazines, newspapers, directories and market reports.
"As we are producing shows, it allows us to continue a conversation
and keep them [consumers] interested."
"In
2008, email will become a more significant contributor and a more
important media element in the sophisticated advertiser's marketing
arsenal," said Howard Koval of Hit Start.
In addition to increased
use of email as a media and lead generation channel, the Datran
Media survey found:
--
80 percent of respondents indicated email was the strongest
performing media buy ahead of search and display.
--
Search is the favored channel for complementing the email channel.
--
More than 80 percent of marketers send targeted email campaigns.
For
a complete view of survey results, please visit Datran Media Success
--
http://www.datranmedia.com/2008survey.
About Datran Media
Founded in 2001, Datran Media is a leading provider of
performance-based marketing solutions, and is the creator of
EO, the
first exchange online for both inbox and web media. Datran Media
also operates
NetMargin,
a leading media network. Datran Media completes its suite of
services with
StormPost,
a premier email marketing and monetization platform and the first in
its category to provide inbox ad inventory management. For more
information, please visit
www.datranmedia.com. |
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Marketing and Sales Gain Powerful Understanding of Buyer's Interest
with New Version of Eloqua Conversion Suite™
Latest Release
of Award-Winning Product Lets Marketing and Sales Read the Buyer’s
‘Digital Body Language’
(return to top of page) |
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TORONTO – January 15, 2008 – Eloqua Corporation,
the leading supplier of automated demand generation applications and
expertise for business-to-business (B2B) marketers, today announced
the immediate availability of the latest release of the Eloqua
Conversion Suite™. The Eloqua Conversion Suite is a family of
integrated demand generation applications for marketers tasked with
generating leads for their sales force and who demand measurable
results from their marketing efforts. This newest release provides
businesses with technology that delivers enhanced campaign
measurement capabilities and insight into the interests of
prospects, aligning sales needs and processes with marketing
activities.
As the B2B buying process moves online, marketing and sales teams
need to be even more tightly aligned than ever to capture, read and
respond to prospects’ digital body language, such as their response
to online campaigns and Web-based activity. These activities can
direct sales teams to the best leads and even provide insight into
the prospect’s role and stage in the buying process. Eloqua’s
Essential Sales Tool Kit arms salespeople with critical
understanding of their prospects’ interests – without having to
change existing processes or learn new software. New dashboards in
Eloqua Conversion Suite™ enable marketers to quickly discern how
campaigns are driving activity, so that they can direct marketing
resources to those efforts that show the greatest return on
investment.
Read more |
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2007 Sales Lead Management Survey Shows
83 Percent Of Small Companies Fail To Measure ROI
(return to top of page) |
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Los
Angles, CA - - December 17, 2007 - - Mark Friedman, executive vice
president of the Sales Lead Management Association (SLMA) today
announced the results of the 2007 2nd Annual Sales Lead Management
Study conducted by the
Velos Group and the Association.
Survey specifics established that 68.8 percent of companies do not
qualify sales inquires before they distribute inquires to their
sales channel. And, nearly 83 percent still do not track ROI, while
only 55.4 percent said they are satisfied with the systems they
use.
Improving Sales Lead Management (SLM) processes helps clients
increase sales and sales productivity and enables them to track the
ROI for each of their Marketing programs. The 2007 survey’s results
suggest that a large percentage of companies continue to struggle
with this fundamental business issue today.
In
addition, the majority of companies (52.4 percent) surveyed have no
formal forecasting process. Of those that do, Microsoft Excel®*
still leads (21.7 percent) as the primary tool for compiling the
forecasts. The most often mentioned SFA/CRM software used is
ACT!**. Complete study results including the SFA systems used and
respondent’s satisfaction with them are available from the
Sales Lead Management Association.
The
study group consisted of 140 small companies, mostly in southern
California, surveyed over 18 months. The online study was conducted
using
Zoomerang.
About Mark Friedman
Mark Friedman, SLMA’s executive vice president, founded the Velos
Group, an inquiry management and lead generation firm. Friedman is
a well-known speaker on the topics of sales lead management, CRM
applications, and lead generation topics. He is also a partner in
Southern California’s largest executive consulting group,
Cerius Consulting and the Sales Lead Optimization expert for
Optimalthinking.com.
Sales Lead Management Association
The
SLMA is an association with the mission of helping companies become
more successful in the critical business process of Managing Sales
Leads.
SLMA CEO James W. Obermayer speaks and writes exclusively on the
topic. He recently published
Managing Sales Leads, How to Turn Cold Prospects Into Hot Customers.
*
Excel® is a registered trademark of Microsoft Corporation in the US
**ACT! Is a registered trademark of Sage Software, Inc. All rights
reserved. |
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Advertise on the Sales Lead Management Association
Web Site!
Reach potential
customers
Promote your products & services
Feature
your company here! |
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The SLMA
has started a Group on Linkedin, the premier business networking
site. As a member of the SLMA you are invited to join.
Click on this link and
you will be connected to Sales Lead Management Group.
Follow the
instructions. |
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