Demand Gen Report

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Demand Generation Strategies

 

This section highlight automation  and enablement tools, features, functionality, tactics and strategies to optimize demand generation.

 



VisitIQ Brings Anonymous Tracking To Email Print E-mail
Thursday, 28 August 2014 08:32

eTrigue-Logo-300dpi-RGBeTrigue announced the launch of VisitIQ, marketing software designed to help identify and connect the actions of anonymous web visitors to known prospects in real time.

Leveraging their current email marketing platforms, marketers can add links to email messages to automatically tie web activity — including page visits, duration on each page, document downloads, Google AdWords response and webinar attendance — to individual prospects.

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Special Report: B2B Marketers Turn To Account-Based Strategies To Improve Targeted Messaging Print E-mail
Written by Brian Anderson   
Wednesday, 27 August 2014 10:25

Shadow DGR DG008 FEAT SP DGR AccountBasedMarketing Final 1More than one third (34%) of B2B buyers report that the number of team members involved in buying decisions has increased over the past year, according to Demand Gen Report’s 2014 B2B Buyer Behavior Survey. Also, over half (55%) of respondents stated they have at least three team members that take part in buying decisions within the company.

Account-based marketing (ABM) provides marketers with an opportunity to nurture all of the key decision makers within targeted organizations as a collective group — while also keeping messaging highly personalized and buyer focused.

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Marketers Refine Segmentation Strategies To Boost Lead Nurturing Success Print E-mail
Written by Brian Anderson, Associate Editor   
Wednesday, 20 August 2014 10:30

lead-nurture-feature imageB2B buyers rarely make a buying decision on the first touch. Marketers have incorporated lead nurturing initiatives into their marketing mix as a way to keep the brand top-of-mind among prospective buyers. However, they continue to struggle with keeping prospects engaged during prolonged buying cycles.

More than half  (58%) of B2B buyers  spent more time researching purchase decisions than they did a year prior, according to Demand Gen Report’s 2014 B2B Buyer Behavior Survey. As buying cycles grow longer and longer, marketers need to have a deep understanding of their prospective customers so their content and engagement have a positive impact on buyer decisions. By segmenting their lists, marketers will be able to tailor each message specifically to individual buyer’s expectations.

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LinkedIn’s Updated Sales Navigator Offers Demand Generation Tools For B2B Marketers Print E-mail
Written by Kim Ann Zimmermann, Managing Editor   
Thursday, 07 August 2014 12:34

LinkedInLogoLinkedIn’s new stand-alone version of its Sales Navigator can stream real-time updates on targeted accounts, a feature that could help B2B marketers boost their lead generation capabilities. The offering is designed to push data such as job changes, press announcements, blog posts and status updates relevant to key accounts and prospects.

This announcement follows LinkedIn’s recent acquisition of Bizo, with the goal of creating a B2B marketing platform.

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Marketers Tap Influencers To Build Credible, Buyer-Centric Relationships Print E-mail
Written by Brian Anderson, Associate Editor   
Wednesday, 06 August 2014 09:44

influencer sign logoForward-thinking B2B marketers are building relationships with influential members of the community, with the goal of providing more targeted and credible messaging to the potential buyers among their followers. When added to the marketing mix, influencers can help amplify a company’s marketing message and, in turn, reach a wider audience.

This is a natural extension of traditional marketing efforts, as B2B buyers are increasingly putting more credence in the opinions of influencers and colleagues. According to Demand Gen Report’s 2014 Content Preferences Survey, 72% of respondents turned to peers for relevant content when researching B2B purchasing decisions.

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#LLCSeries: Reshaping The Demand Funnel To Better Benchmark The Buyer's Journey Print E-mail
Written by Kim Ann Zimmermann, Managing Editor   
Tuesday, 22 July 2014 08:20

JustinGray LLSeries

The concept of a traditional buying funnel has been around since 1898, but reality is that today’s buying process is more circular. 

“The typical funnel model is a very linear and volume-driven process, but in reality, the buying journey today is much more complex,” LeadMD’s Justin Gray told the audience of his Lead LifeCycle Series webinar, titled: Benchmarking The Buyer’s Journey. The series runs through July 25 and sessions are available on demand.

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#LLCSeries: Lattice Engine’s Brian Kardon On Preparing For Predictive Lead Scoring Print E-mail
Written by Kim Ann Zimmermann, Managing Editor   
Thursday, 17 July 2014 08:44

Kardon LLSeriesDemand Gen Report will be holding the inaugural Lead Lifecycle Series #LLCSeries, a week-long series of webinars offering case study examples and best practices covering each stage the buying cycle.

DGR caught up with Brian Kardon, CMO of Lattice Engines, as he prepared for his webinar, The Evolution of Lead Scoring: From Rules Based to Predictive.

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Inaugural Lead LifeCycle Series Covers Buyer’s Journey From Acquisition To Nurturing And Beyond Print E-mail
Written by Kim Ann Zimmermann, Managing Editor   
Wednesday, 16 July 2014 09:06

LLCS logoDemand Gen Report is hosting the inaugural Lead LifeCycle Series (#LLCSeries), a week-long webinar event offering case study examples and expert insights on the tools and tactics top B2B organizations are using to effectively address each stage the buying cycle. In addition, attendees will learn how to tackle each stage with relevance and intelligence, aligning their tactics with targeted buyers’ interests and needs.

Marketers can register once to attend the entire series, which runs the entire week of July 21-25.

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Jaspersoft Doubles Inquiry-To-Close Rate With Next Generation Demand Funnel Print E-mail
Written by Kim Ann Zimmermann, Managing Editor   
Thursday, 10 July 2014 14:24

Jaspersoft logoRecently acquired by TIBCO Software, Jaspersoft is a commercial open source business intelligence software provider that operates on a subscription revenue model. The company’s last venture capital funding round was in June 2011 and the goal was to be self-funded by the end of 2013. That was a tall order, considering that as of April 2012, 85% of the pipeline was sourced by marketing; there was no service level agreement between sales and marketing; and there were wide fluctuations in lead flow.

To fund the business without additional venture capital, the company had to get lean. That meant growing new business by 30% while reducing marketing spend by 12%.

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