I spoke earlier this week with SQLStream, which offers software to execute queries against data streams such as stock market prices, Web logs and credit card transactions. These queries can include on-the-fly calculations such as moving averages, as well as scans for patterns like a sequence of failed log-in attempts. Typical applications include security monitoring, fraud detection, and general business activity monitoring. Marketers can use the queries to identify new leads and select cross-sell and upsell offers. Although the connection...
Thursday, 29 January 2009
Tuesday, 20 January 2009
Salespeople: One Question Matters Most
Posted on 16:09 by Unknown
Back in December, the Sales Lead Management Association and LEADTRACK published a survey on lead management practices that I haven’t previously had time to write about. (The survey is still available on the SLMA Web site.) It contained 10 questions, which is about as many as I can easily grasp.The two clearest answers came from questions about the information salespeople want and why they don’t follow up on inquiries. By far the most desired piece of information about a lead was purchasing time frame: this was cited by 41% of respondents, compared...
Monday, 19 January 2009
New Best Practices White Paper
Posted on 11:53 by Unknown
As promised, I've written a white paper with the 37 Marketing Automation Best Practices listed in last week's post. This is in the Resources section of the Raab Guide to Demand Generation Systems site; you have to register and then log in. Registration is fr...
Saturday, 17 January 2009
Best Practices for Marketing Automation and Demand Generation Campaigns
Posted on 12:03 by Unknown
I enjoyed my little presentation on BrightTalk last Wednesday, which you can still view by clicking here. (If that doesn’t work, go to the BrightTalk site and key my name into the site search function. This will also bring up a roundtable discussion from Tuesday, which I think was interesting as well.) The BrightTalk platform itself worked nicely and was about as simple as possible. They offer a limited version for free (one 30 minute Webinar per month), which is worth considering if you’d like to dip your toe into this sort of thing. The next...
Thursday, 8 January 2009
Company-Level Data in Demand Generation Systems
Posted on 12:16 by Unknown
I had an interesting email conversation last month with a Raab Guide buyer about the nuances of company-level data management in demand generation systems. He started from the perfectly reasonable premise that the demand generation system should give an overview of activity for all leads associated with a given company. This is a topic we do cover in the Guide, but not in the detail he needed. The conversation has sharpened my own thinking on the subject and prompted a couple of conversations with vendors. I think it’s worth discussing here...
Tuesday, 6 January 2009
Raab Marketing Automation Webinar on January 14
Posted on 11:39 by Unknown
Just a brief note to let you know that I'll be giving a Webinar on "How to Get the Most Value from Your Marketing Automation System" on Wednesday, January 14 at 4 p.m. Eastern / 1 p.m. Pacific. You can register at http://www.brighttalk.com/webcasts/2017/attend This is part of a two-day Marketing Automation Summit organized by BrightTALK, a vendor of webcasting technology that sponsors channels of specialized content, as well as running regular online conferences. As near as I can tell, BrightTALK makes its money selling the technology and related...
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