I have two Webinars and a newly published white paper you might find interesting:Webinar Making the Right Start with Demand Generation, Thursday, April 30, 2:00 p.m. Eastern. This will discuss preparing for your new demand generation system, including requirements definition, vendor selection, and the initial deployment. I'll talk a bit more about results of the deployment survey. Sponsored by Marketo. Click here to register.Webinar How to 'walk the walk' with the Sales 2.0 Approach to Aligning Sales & Marketing, Wednesday, May 13, 1:30 p.m....
Wednesday, 29 April 2009
Tuesday, 28 April 2009
Summary: a small survey of demand generation users shows that more than half deployed basic demand generation features within one week, and about 75% within one month. More complicated features take longer, but in general, 80% of the features ever deployed are in place by the end of two months. This suggests that marketers are quickly gaining value from their systems, but also highlights the need for continued training to be sure they take advantage of all system capabilities.*********************Yesterday’s post described the responders to my...
I've been having a dandy time analyzing the results of my Demand Generation Implementation Survey. Responses are still coming in but I thought I'd at least post some preliminary results to whet your appetite. Hopefully I'll be able to post a more substantive analysis tonight or tomorrow.As of April 29, I've received 40 responses, of which I've discarded two as incomplete and two because they related to vendors I considered irrelevant (Zoho and Ad Giants PitchRocket). Obviously any survey based on 36 net responses (and self-selected at that) has...
Tuesday, 21 April 2009
Update - 4/23/09: I have some preliminary results, but would still like more responses. Click here to take survey. One result of interest: how quickly people deploy the features they eventually use. I had expected people to start slow and add more features over time. Not so much. It seems that by the end of the first month, people have already used 2/3 of the features they will ever use. Interesting. Here is the cumulative percentage of total features deployed based on when they were first deployed:time since system deployment first weekfirst...
Thursday, 16 April 2009
Long-time readers of this blog know that I have a deep fondness for QlikView as a tool that lets business analysts do work that would otherwise require IT support. QlikView has a very fast, scalable database and excellent tools to create reports and graphs. But quite a few other systems offer at least one of these.*What really sets QlikView apart is its scripting language, which lets analysts build processing streams to combine and transform multiple...
Tuesday, 14 April 2009
I have my little checklist of features to define whether a demand generation system is suited for simple or complex marketing programs. (You'll find most of the list in our report on Vendor Usability Scores on the Raab Guide site.) Sadly, some vendors didn't get the memo and have built products that straddle my categories.Consider LeadLife. It offers many features that appeal to large marketing departments: fine-grained user rights management, rule-based content selection, multiple scores per lead, central processes to score leads and transfer...
Sunday, 12 April 2009
I did a Webinar recently (click here for slides) about on-demand business intelligence systems, sponsored by Birst. It boiled to two key points:- most of the work in business intelligence is in assembling the underlying database, even though the term “BI systems” often refers to the query and reporting tools (a.k.a. the “presentation layer”).- vendor strategies to simplify BI include: using simpler interfaces, automation or pre-built solutions to make conventional technology easier; or using inherently more efficient alternative technologies such...
Thursday, 9 April 2009
I noticed some visitors this morning from the blog of Microstrategy consultancy Aellament, and found they have published a nice look at QlikView on their blog. It's worth a read, and quite interesting in their appreciation of the advantages that QlikView offers over the product they know best. They fairly point out some disadvantages too, of which I think lack of a unified metadata view is probably most significant. What really resonated was Aellament's sense (in an earlier blog post, which contains the link back to this blog) that QlikView...
Wednesday, 8 April 2009
The Pedowitz Group announced this morning that it was offering $15,000 in free consulting services and guaranteeing a five-day implementation to new clients who purchase Eloqua demand generation software . (Click here for the announcement.)(If you’re not familiar with The Pedowitz Group, President and CEO Jeff Pedowitz ran the professional services group at Eloqua for several years before starting the company. The firm also works with Marketo, Silverpop Engage B2B and MarketingGenius depending on client needs. )My initial reaction to the announcement...
Sunday, 5 April 2009
People develop new products because they feel they can offer something existing products do not. In the early stages of an industry, the new products are often similar because several people have independently spotted the same opportunity and built something to tap it. As the industry matures, second-generation products are designed to improve on the original products, either by adding new capabilities or by delivering the same capabilities faster, easier or cheaper. This leads to more variety as vendors experiment with different approaches to...
Wednesday, 1 April 2009
I had a nice little chat with DemandBase two weeks ago. I’d been aware of them since they were founded in 2006 but in their original incarnation as a data provider. That is, they take business data from sources including Hoovers, D&B, LexisNexis, AccuData, BusinessWatch Network, Jigsaw) and merge it into one big contact list that people can use for outbound promotions or to enhance their own files. It’s a perfectly reasonable business, but not one I find especially exciting.But it turns out that DemandBase has been inching its way up the...
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