Demand Gen Report

Demand Generation Strategies


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


#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.

#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.

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.

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%.

Timing And Relevancy Key To Engaging Customers Through Email Print E-mail
Written by Kim Ann Zimmermann, Managing Editor   
Tuesday, 17 June 2014 16:25

email marketing shutterstock 183228008Automated emails outperform their manual counterparts when it comes to engaging customers, but the key is to ensure that these automated messages are timely, relevant and personalized.

That was a key finding of Silverpop’s 2014 Email Marketing Benchmarks Study, which examined emails sent by nearly 3,000 brands across 40 countries throughout 2013.

Webinar: Leveraging Data, Predictive Lead Scoring To Boost Revenue Print E-mail
Written by Brian Anderson, Associate Editor   
Friday, 06 June 2014 12:05

MintigoSmartbearLead scoring is an essential process in today’s B2B marketing landscape. However, marketers face challenges when it comes to analyzing leads and confidently scoring their potential value to the company.

These hurdles were discussed in a recent webinar in which representatives from Mintigo and SmartBear Software talked about how predictive lead scoring could be the answer to many of these pain points and in turn, help boost revenue.

C2C14 Demand Generation 2.0 Track: Measuring Content Effectiveness To Drive Demand Print E-mail
Written by Kim Ann Zimmermann, Managing Editor   
Wednesday, 14 May 2014 11:14

C2CLogo TripIn a world in which 80% of companies have a content marketing initiative in place, simply doing content marketing is not an effective demand generation strategy. That was the message of Trip Kucera, VP & CMO-in-Residence, Harte Hanks Content & Data Solutions/Aberdeen Group, as he kicked off the Demand Generation Summit 2.0 track of the 2014 B2B Content2Conversion Conference.

The need to measure the effectiveness of content to drive demand was a pervasive theme at the conference. Honing content and strategies for the next generation of lead nurturing was another topic covered by several speakers at this year’s event.

Webinar: Data Scientists Playing Key Role In Sales Performance Print E-mail
Written by Glenn Taylor, Associate Editor   
Friday, 09 May 2014 08:25

webinars shutterstock 134249441There is still a disconnect throughout the buying process, in which prospects are showing reluctance to connect directly with the sales team and move directly forward with the “last mile” of the sale.

Progressive companies understand that this gap can only be filled by advanced analytics and mobile tools geared specifically for today’salways-on selling environment.

Three Factors To Successful Email Marketing: Relevant Content, Timing And Frequency Print E-mail
Written by Glenn Taylor, Associate Editor   
Monday, 05 May 2014 08:57

email marketing shutterstock 106733003Despite rumors of the death of email, it remains a significantly more effective way to acquire customers than social media — nearly 40 times that of Facebook and Twitter combined, according to research from McKinsey & Co.

Like all of the tools in the B2B marketer’s arsenal, email marketing is driven by data. Data helps ensure that email campaigns align with the pain points and interests of prospects and customers. If you touch a nerve, the email is more likely to get opened.

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