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

April 18th, 2013 by Patrick Dunn

In reading the latest headlines and watching the trends in direct response marketing, it seems to me that the marketing world is, much to its own detriment, focused on a “More is Better” approach when it comes to Marketing Qualified Lead (MQL) production. I have talked with several marketers who have spent large amounts of capital on Marketing Automation Platform (MAP) investments and months perfecting Read More

October 19th, 2012 by Marshall Gage

Here’s a scenario: You are using a Marketing Automation Platform that’s connected to a CRM system like Salesforce. You are touching your database records at least once per month, maybe twice. You’ve made a substantial investment to be where your prospects are on the web and are collecting an ever-increasing percentage of leads through PPC, SEO, SEM, etc. You’ve even experienced some success with the 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

September 20th, 2012 by Adrian Kruschke

Businesses look to technology primarily to solve problems. People often go into the buying process expecting the software or service they are purchasing to be a silver bullet, something that’s able to solve all of the problems they have (and maybe even some they don’t know that they have). There is the occasional offering that is worthy of this optimism, but they are very much Read More

August 22nd, 2012 by Laura Monn Ginsburg

OppSource has proven that Moment-of-Interest (MOI) follow-up leads to terrific sales connect rates and conversations. Are you leveraging MOI processes on the back-end of your marketing automation process? If not, you are losing out on opportunity. There are critical sales and marketing alignment factors that you need to consider to make this a reality. Fair warning, they are not easy to do. You must have Read More

August 8th, 2012 by Laura Monn Ginsburg

Nope, I don’t mean Marketing Automation Platform. I mean your marketing automation PLAN? Too often companies decide on a technology purchase and chart a marketing course to sail hand in hand with these tools. But they are thorny and require a constant flow of content, true dedication, skills specialization and steady attention to be successful. Sure, you can stand up a marketing automation system in Read More

August 6th, 2012 by Laura Monn Ginsburg

 Have you ever purchased something that was supposed to make your life easier but found that it only made it harder? Sure you have; we all have. Almost electrocuting myself while washing the electric ice cream scoop (it was a gift, I swear) that was still plugged in is a perfect, if only slightly embarrassing, example. Outside of the kitchen, if you’ve ever invested in 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

June 3rd, 2011 by Laura Monn Ginsburg

 Many organizations are trying to figure out how to get the highest quality and the most information possible from their web forms. Some companies try to optimize by varying how many questions they ask. Still others change pick-list values on a regular basis to mitigate abandon rates. One piece of the puzzle often overlooked is empowering the prospect to quickly pick and choose what they Read More