Demand Gen Report

Sources: IBM-Silverpop Acquisition Imminent
Industry News
Written by Kim Ann Zimmermann, Managing Editor   
Wednesday, 26 March 2014 09:45

Silverpop IBM logosIBM Corp. is reportedly in acquisition talks with Silverpop and a deal is imminent, according to multiple sources. IBM is said to be offering about $270 million, which is about triple Silverpop’s estimated annual revenues of $90 million. Representatives from Silverpop declined to comment and IBM officials were not available to respond to the reports.

The news points to more consolidation in the industry, including Adobe’s recent purchase of Neolane,’s deal for ExactTarget and Oracle’s acquisition of Eloqua.

Successful Predictive Lead Scoring Requires Rich Data
Marketing Analytics
Written by Brian Anderson, Associate Editor   
Tuesday, 25 March 2014 15:35

analytics shutterstock 174868067Lead scoring is not a new practice. According to the 2014 B2B Buyer Behavior Survey conducted by Demand Gen Report, 60% of the companies surveyed do lead scoring or plan to over the next year. However, many marketers are struggling to take lead scoring to the next level to predict buyer behavior.

The report shows that 58% of the B2B marketers surveyed state that they want predictive models for their lead scoring programs. But incomplete or inconsistent data (59%) and lack of knowledge on what attributes indicate buying behavior (44%). Lattice Engines CMO Brian Kardon stated in a recent webinar that it’s not that marketers are doing the wrong things; it’s the data being collected that’s coming in under par.

Lead Management Software Firm LeanData Secures $5.1M In Funding
Industry News
Tuesday, 25 March 2014 11:05

LeanData logo - full color - screen use RGBLeanData, Inc. a startup vendor specializing in lead management software for, has secured $5.1 million in Series A funding.

LeanData’s focus is to enable sales and marketing professionals to address the emerging challenge of account-based selling. LeanData’s solutions are designed to simplify lead management by matching leads against existing pipeline and accounts.

Demandbase Raises $15M To Grow B2B Ad Targeting Platform
Industry News
Tuesday, 25 March 2014 08:04

DemandbaselogoDemandbase recently received $15 million in equity financing from various investors. The B2B targeting and personalization company financing will use the investment to accelerate the growth of its advertising solutions and fund additional innovations slated for release in 2014.

The company has experienced significant growth in 2013, with the cloud-based platform tripling its volume of web interactions.

Survey: More Than Half Of Companies Report Lead Generation Efforts Falling Short
Demand Generation Strategies
Monday, 24 March 2014 08:00

Research stock imageMore than half (58%) of companies find that their lead generation efforts are falling short, according to a lead generation survey conducted by Demand Metric and released by Salesfusion.

The online survey was based on more than 200 responses from small and mid-size companies. The study also highlights that the most common approaches for generating leads included email marketing (78%), tradeshow or event marketing (73%), and content marketing (67%).

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Demanding Views

How To Measure Marketing Attribution: Revenue Marketers Rise To The Challenge

Pedowitz Joyce Duo HeadshotBy Jeff Pedowitz and Kevin Joyce, The Pedowitz Group

In the latter part of the 19th century John Wanamaker, the father of modern advertising, is reputed to have said “Half the money I spend on advertising is wasted; the trouble is I don't know which half.”  Imagine you could demonstrate and manage the impact of marketing on revenue? Imagine you knew which half of your budget was well spent?

For a B2B company with sales cycles of more than six months this may still not be easy. Notice we are not talking about a labor of Sisyphus, pursuing marketing ROI on a single marketing initiative.


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The 2014 B2B Buyer Behavior Survey

Demand Gen Report’s 2014 B2B Buyer Behavior Survey provides insights into how B2B buyers make their decisions. Buyers are waiting longer to engage with sales, but they are more satisfied with the process than in years past. For an in-depth look at this research, download the report now!

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Solution Spotlight

Infusionsoft’s Small Business Sales And Marketing Scorecard

infusionsoft-logoThe Infusionsoft Small Business Sales and Marketing Scorecard analyzes a business’s current sales and marketing processes and provides customized recommendations to improve effectiveness and boost sales.


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Industry Events

The Marketing Nation Summit

When: April 7 – 9, 2014

Where: San Francisco, CA

Join the Marketing Nation as over 3,500 of your peers, colleagues and thought leaders gather to celebrate Innovation in the Nation. Summit 2014 will provide an engaging experience to grow your expertise and network over two and a half days. Connect with ideas, marketers, and resources to help YOU achieve success faster!


When: April 23 – 25, 2014

Where: Phoenix, AZ

#ICON14 is the eighth annual conference for small business, hosted by Infusionsoft. This 3-day event brings together the brightest minds in small business from around the world to learn, network and share best practices for success. The event provides everything from inspiring keynote speakers to hands-on Infusionsoft training, plus tips on lead generation, conversion and customer delight. Breakout sessions cover a range of topics like Infusionsoft product training, marketing strategy, social media, business management, automation, branding, copywriting, affiliate marketing and more.

SiriusDecisions Summit 2014

When: May 21 – 23, 2014

Where: Orlando, FL

The SiriusDecisions’ annual Summit is a unique three-day conference where SiriusDecisions analysts and top sales and marketing leaders from Fortune 500 companies and major SMBs share how b-to-b organizations are solving critical issues that hinder predictable growth. Each year, the theme focuses on aspects of how sales and marketing can, and should, intersect.