New White Paper and Eloqua Prospect Profiler

Eloqua yesterday announced Eloqua Prospect Profiler , which makes it easier for salespeople to review prospect behaviors that are captured by the demand generation system. In honor of the event, they sponsored a white paper by Yours Truly on the general topic of, um, why it’s important to make it easier for salespeople to review prospect behaviors that are captured by the demand generation system. The paper, Restoring the Balance: Why Marketing Holds...

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More on the Future of Demand Generation Systems

Summary: let's not forget that most companies are still not even doing simple demand generation. Systems for that might succeed even though advanced integration between sales and marketing is the long-run trend. And, my car hit a deer.I hit a deer last Thursday while driving to Boston for the Sales 2.0 conference. I'm treating the four hour delay that followed as field research into customer relationship management, which ranged from great (the family-run auto shop that towed my car and took me in) to poor (the Enterprise car rental office that...

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Prediction: Statistical Methods Will Replace Conventional Rules for Marketing Decisions

Summary: basic demand generation features are close to a commodity. Vendors who replace conventional decision rules with automated statistical methods may gain a key competitive advantage because the automated methods produce substantially and measurably better results.One of the most popular posts ever on this blog is Low Cost Systems for Demand Generation, which listed several options that started at under $500 per month. But it seems that nearly every day brings yet another possibility to my attention. Some really frugal alternatives include...

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Eloqua Adds Free Implementation Offering

On Monday, Eloqua announced a new free deployment service for its clients. This is part of a larger industry trend to offer free deployment. It follows last month’s free deployment offer from Eloqua reseller Pedowitz Group, which generated quite a bit of comment on this blog. The new service, called QuickStart, will also be delivered by Eloqua partners, giving them an opportunity to start a relationship that could lead to future paid business. Crafty.Eloqua Senior Vice President Paul Teshima, who is in charge of post-sales support, said the...

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Demand Generation Deployment Survey: Preparation Saves Two Months

Summary: My survey of demand generation deployments found that some companies deploy many features immediately, while others take two or three months to reach the same stage. A fast start depends on ample preparation. A white paper on the Raab Guide site explores the results in detail.**************************************I finished my detailed analysis of the demand generation deployment survey results yesterday and posted it to the resource library of the Raab Guide site. This turned out to be a major project (the analysis, not the posting)...

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