May 8th, 2013 by Mark Galloway

Software of all types is bought and sold with the promise of being a cure for what ails your organization. An ERP system that makes manufacturing problem-free! Accounting systems that alleviate payment headaches forever! As we all know, however, no matter how good it sounds on the box, systems and platforms rarely do solve all our problems. This is especially true with Marketing Automation Platforms Read More

October 11th, 2012 by Mark Galloway

With the editor-in-chief of Inc. Magazine accepting the Inc. 5000 award Last week, we picked up our Inc. 5000 award in Phoenix, Arizona at the Inc. 500 | 5000 conference. It was definitely a very proud moment for OppSource, especially as I consider what it means to be ranked #68 among Marketing & Advertising peers and #615 overall. Seeing the sessions at last week’s conference, Read More

September 26th, 2012 by Mark Galloway

Last week was a big innovation week for the marketing profession. At least that is what all the software firms want you to believe. Salesforce.com had its big annual Dreamforce conference where CEO Marc Benioff declared many times in his opening remarks that many revolutions are occurring: social revolution, customer revolution, marketing revolution, partner revolution, employee revolution, etc. Clearly one of the best software sales Read More

May 25th, 2012 by Mark Galloway

   B2B Marketing campaigns designed in the past 6 months that don’t incorporate mobile device rendering options are – obsolete.  Mobile email open rates increased 34% in the last six months of 2011, according to a study by ReturnPath (1). Compared to mobile, desktop email opens dropped by 9.5%. Similarly, email open rates via webmail decreased by 11%. SiriusDecisions, a specialty B2B Research Firm, has Read More

May 15th, 2012 by Mark Galloway

 On a Saturday evening in April 2000, Christopher Walken, Will Farrell and SNL hucksters doubling as the rock band Blue Oyster Cult delivered what has become one of the most watched Saturday Night Live skits ever – “More Cowbell”    Today’s B2B Marketers are inundated with the hype cycle promoting more marketing cowbell. There are literally thousands of messages daily that promote new marketing automation Read More

August 1st, 2011 by Mark Galloway

CSO Insights just recently published their latest Lead Management Optimization Survey. Their latest research shows that >70% of the firms surveyed either have no lead scoring process or an informal lead scoring process in place. The same survey indicated that over 50% of the survey respondents have no consensus or agreement in place between sales and marketing on what constitutes the definition of a qualified Read More

May 6th, 2011 by Mark Galloway

 It seems today that every B2B marketer is rushing in to implement their “Social Media Strategy.”  Sadly, many companies are simply using these Social Media channels as a new self-promotion PR tactic.  I don’t know about you, but when a company pushes out self-proclaiming promotions via FaceBook, I get turned off.  That is a common reaction among many who I speak with.  Jeff Ernst of Read More

March 14th, 2011 by Mark Galloway

There is a lot of talk in the market right now about how marketing automation platforms (MAPs) and toolsets can help marketers solve all their lead generation and nurturing problems.  But marketing automation alone is no silver bullet.  And lets face it, software that automates processes comes with an inherent but unstated assumption – all assume there is an existing process to automate.  This reality Read More

February 2nd, 2011 by Mark Galloway

One of the challenges that we constantly encounter in the executing the nurturing campaigns of the lead management programs that we manage for our customers is having enough compelling content.  ”Compelling” is the operative word — as you want to provide content in your nurturing campaigns that is contextually relevant to the prospect given where they are likely to be in their buying cycle.  One Read More

January 5th, 2011 by Mark Galloway

The new year has brought with it a great deal of excitement and hope for a much brighter business climate. The headlines suggest that corporations are flush with cash and have good intentions for spending on everything from plant, technology, and even people. New research from Sirius Decisions suggests however, that we B2B marketeers better rethink how we capture our fair share of this expanding Read More