A History of Failure As someone who has worked in the computer software industry for 15 years, I am painfully aware of the history of… Read More »Automating Demand Generation: will we follow the SFA model?
Recent experience has reminded me that, as we in B2B seek to implement enterprise-class tools to support our marketing efforts in demand generation and sales… Read More »5 Ways to Kill Off Your B2B Marketing Automation Project
In previous blogs in this series, I have considered the importance of clearly defining target personas and then using engagement behaviour, combined with other structured… Read More »Optimising Digital Channels for Conversion in B2B
Introduction This is the second part of my post on what it takes to enable timely engagement with buyers in the B2B technology buying process.… Read More »Managing and measuring performance of the B2B sales funnel
A recent article in DemandGen report suggests that Marketing Automation Platform (MAP) vendors may suffer a dip in their revenues from a market valued at $325m in a… Read More »What is holding back the B2B market from adopting MAPs?
Introduction This week I’ll continue my look, started with last week’s Blog, at Marketing’s contribution to sales pipeline and how the customer’s buying cycle must… Read More »7 Steps to Effective Pipeline Management – Part 2
The primary driver of B2B Marketing in high-tech markets is to feed the sales pipeline and generate a quantifiable contribution to revenue targets. Marketing is… Read More »7 Steps to Effective Pipeline Management – Part 1
Time Magazine reported yesterday that MySpace is expecting to be sold off imminently by News Corp, but in the meantime was expecting to reduce its… Read More »What Did MySpace do Wrong…. if Anything?
It’s that time of year: time to reflect on what became of 2010 and look forward (hopefully) to 2011. For the B2B marketer, particularly in… Read More »Thoughts on 2010 for B2B Technology Marketing
As a B-to-B Marketeer for over 25 years, 19 of which have been in high-tech, I have been involved at the sharp end of integrating… Read More »Thoughts on Business-to-Business High-Tech Marketing