Demand Gen Report

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Corporate Visions Unveils Playbook For Early-Stage Sales Conversations
Industry News
Tuesday, 19 August 2014 08:18

CorporateVisions logoCorporate Visions announced the release of Power Playbook, an interactive sales enablement asset designed to help prepare salespeople for early-stage conversations with prospects. The playbook is available on multiple platforms, including Corporate Visions’ mobile application.

In a recent Corporate Visions survey, respondents ranked the “opportunity creation” conversation as having the greatest impact on helping salespeople achieve quota. But, they also ranked it as the conversation that salespeople are the least prepared to have.

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Integrate Joins Oracle App Cloud
Industry News
Sunday, 17 August 2014 00:00

Integrate Oralce Marketing LOGOSIntegrate, a provider of cloud-based, closed-loop marketing software, is partnering with the Oracle Marketing Cloud.  The partnership positions the company to help marketers to acquire prospects and more successfully capitalize on prospect data to create new customers. 

As part of the relationship, the Integrate app will join the Eloqua AppCloud in fall 2014.

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IgnitionOne Acquires Human Demand To Enhance Mobile Offerings
Industry News
Friday, 15 August 2014 08:43

IgnitionOne logoIgnitionOne, a cloud-based digital marketing technology provider, announced that it has acquired Human Demand, a vendor of mobile advertising, audience and tracking solutions for marketers, , for an undisclosed fee. The acquisition is intended to further enhance IgnitionOne’s Digital Marketing Suite (DMS) with mobile display advertising and cross-device tracking capabilities.

IgnitionOne’s DMS is designed to provide users with a single location for buying, managing and optimizing digital media across search engines, display ads, social media and mobile devices. The suite also comes with data management, marketing automation and cross-channel attribution capabilities which aim to help users understand prospective and current customers.

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Predictive Lead Scoring Helps SmartBear Identify Untapped Opportunities
Marketing Analytics
Written by Brian Anderson, Associate Editor   
Wednesday, 13 August 2014 10:15

smartbear-mintigo logosMarketing automation has certainly increased lead volume, but the focus now is on boosting quality. Progressive companies such as SmartBear Software are boosting lead quality with applications that analyze data and digital behaviors to predict which leads will convert.

A recent webinar, hosted by Mintigo, discussed how traditional lead scoring is being used today, and how adding predictive capabilities to the lead scoring strategy will ultimately uncover the high-value leads with the best chances of converting.

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Marketers Seek To Improve Buyer Engagement With Tighter Marketing And CRM Integration
Revenue Strategies
Written by Kim Ann Zimmermann, Managing Editor   
Wednesday, 13 August 2014 09:36

convergence imageWith marketers being held accountable for meeting revenue goals, they need their technologies to keep up with the demand for greater visibility into the pipeline. Building strong links between marketing automation and CRM platforms offers many benefits, including improving lead quality, boosting the efficiency of the lead handoff process, and automating lead assignment.

Progressive companies are now moving beyond basic integration to take advantage of benefits such as real-time activity alerts, behavioral tracking and advanced lead nurturing that are possible when CRM and marketing automation systems converge.

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Demanding Views

In the Eyes of the B2B Buyer, Content is No Longer King

Carlos Hidalgo ANNUITAS 9-9By Carlos Hidalgo, CEO and Principal, ANNUITAS

 

In 1996, Bill Gates penned the phrase “content is king.” While I do not think he meant it in the context of B2B marketing, it has not stopped B2B marketers from using this as a rallying cry to do more in the name of content marketing.  According to the CMI 2014 Content Marketing Benchmark Study, organizations are expected to create more content and spend more on content development this year than ever before, all in the name of content marketing.

So while B2B marketers serve the king that is known as content, the question that needs to be asked is: Does our audience, the B2B buyer, have the same king?  The short answer is no.  The reality is the king has been dethroned and content no longer rules the B2B universe. In looking at things from the B2B buyer’s perspective, the new ruler is indeed relevance.

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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

Data Analytics Tool From Tableau

Tableau logoTableau is a data visualization and analytics software that is designed to help marketers sort and organize the data that they collect daily.

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Industry Events

INBOUND 2014

When: September 15 – 18, 2014

Where: Boston, MA

INBOUND's purpose is to provide the inspiration, education, and connections you need to transform your business. This September, we will host thousands of marketing and sales professionals from almost every industry imaginable and from all corners of the globe at the Boston Convention & Exhibition Center. In 2013, we had 5,500 attendees from 35 countries, and we're excited to be bigger than ever this year.

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2014 B2B Marketing Forum

When: October 8 – 10, 2014

Where: Boston, MA

Are you armed and ready to meet the marketing challenges of today, tomorrow, and beyond? With technology and the way we live changing rapidly, B2B marketers have so many options and tools that it can be overwhelming. At the 2014 B2B Marketing Forum we will have inspirational speakers presenting on the hottest, smartest topics—giving you the knowledge you need to thrive in 2014, 2015 and beyond. Get ready to bullet-proof your marketing for the future and come out a modern marketing rock star!

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Dreamforce 2014

When: October 13 – 16, 2014

Where: San Francisco, CA

Whether you’re a company of five or a Fortune 500, you’re going to learn a lot of innovative ways to improve your business at Dreamforce. With over 1,400 sessions and thousands of live solutions from the world’s largest cloud ecosystem, Dreamforce has tailored content specific to your business size and type, for any role in your company.

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