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Driving Sales Behavior With Non-Cash Rewards DRIVING SALES BEHAVIOR WITH NON-CASH REWARDS

whitepaper

Oct 03, 2018

In the end, you need to be rewarding your sales reps with more than just money if you want to keep them motivated and if you want your sales compensation plan to deliver on its promises.

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Change the sales rep experience, improve the customer experience CHANGE THE SALES REP EXPERIENCE, IMPROVE THE CUSTOMER EXPERIENCE

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Oct 03, 2018

The first CRM launch truly changed the way sales were managed. We went from tracking customers on spreadsheets (and even in rolodexes) to tracking them and their attendant opportunities with software. It wasn’t long before reps started to feel ...

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Pipeline Management and Forecasting Are Key to Improving the Sales Experience PIPELINE MANAGEMENT AND FORECASTING ARE KEY TO IMPROVING THE SALES EXPERIENCE

whitepaper

Oct 03, 2018

Let’s explore some of the current processes around pipeline management and forecasting and how they can be improved.

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Incentive Compensation Management: Build Versus Buy INCENTIVE COMPENSATION MANAGEMENT: BUILD VERSUS BUY

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Jul 23, 2018

Custom ICM solutions are built for you, not auditors, so they typically don’t offer visibility into actions performed over time. Auditors may lack confidence in your homegrown system, especially if they find errors or omissions. In fact, audit ...

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The Three “S’s” of a Great Incentive Compensation Management System THE THREE “S’S” OF A GREAT INCENTIVE COMPENSATION MANAGEMENT SYSTEM

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Jul 23, 2018

It all ties together. You want your sales reps to behave a certain way and close a certain amount of deals in specific verticals that match your company’s 3- and/or 5-year vision, but the systems you currently have in place to drive this behavi...

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Why Enterprise CPQ Implementations Fail WHY ENTERPRISE CPQ IMPLEMENTATIONS FAIL

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Jul 23, 2018

You’ve reached a certain point in the evolution of your company and you know it’s time to invest in a CPQ system. But buyer beware: There’s a certain misconception around CPQ systems as being plug-in devices or turnkey-ready overlay...

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Moving Away from Spreadsheets: How to Know When It’s Time MOVING AWAY FROM SPREADSHEETS: HOW TO KNOW WHEN IT’S TIME

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Jul 23, 2018

The spreadsheet conundrum... Joe Smith, sales director for Great Start-Up Number 5 Billion and Thirty-One, puts on a blindfold and reaches out blindly for something, ANYTHING, to help him organize his team’s deals and commissions. He’s ho...

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THE KEY INGREDIENT TO FUELING FIRE STRATEGIES IN SALES & MARKETING THE KEY INGREDIENT TO FUELING FIRE STRATEGIES IN SALES & MARKETING

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Jul 11, 2018

Building a great go-to-market strategy requires B2B companies to have deep insight into their target audience, what their pain points are and what information they need to accelerate purchase decisions. But creating targeted, resonant campaigns that ...

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101 REASONS YOUR BUSINESS NEEDS VIDEO 101 REASONS YOUR BUSINESS NEEDS VIDEO

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Jul 08, 2018

This growing fascination with all things video can be attributed, at least in part, to human nature. As LinkedIn Senior Manager for Content Marketing Sean Callahan puts it, “people cannot resist sight, sound, and motion - it’s an evolutio...

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THE B2B2C BLOCKCHAIN SOLUTION FOR LICENSED VIRTUAL GOODS THE B2B2C BLOCKCHAIN SOLUTION FOR LICENSED VIRTUAL GOODS

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Jun 26, 2018

: This white paper (“White Paper”) is meant to describe the currently anticipated plans of BLMP (the “Company”) for developing a new blockchain-based digital platform called Helium and a description of the token “EPIK&rd...

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Beacon 4B2B BEACON 4B2B

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Jun 20, 2018

Beacon proximity technology promises to be a wonderful new resource for business-to-business marketers. Here’s a little information to help you get up to speed on the basics. Beacon technology is the next big thing, in B2B marketing. It’s...

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LOOKING TO BOOST CAMPAIGN PERFORMANCE AND INCREASE SALES? LOOKING TO BOOST CAMPAIGN PERFORMANCE AND INCREASE SALES?

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Jun 20, 2018

Marketers use a variety of consumer location data sources, but they are not all created equal. Some location data sources create better personalization than others. With the right location data, you will upgrade your personalization, deliver advertis...

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4 SOLUTIONS FOR OPTIMAL CAMPAIGN PERFORMANCE 4 SOLUTIONS FOR OPTIMAL CAMPAIGN PERFORMANCE

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Jun 20, 2018

While adtech has exploded, advertisers still struggle to reach their desired audience in the right way. Multiple channel options have led to fragmented programs and performance that is difficult to interpret. At the same time, advertisers know they n...

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How to Prepare Contact & Account for an Account-Based Marketing Strategy HOW TO PREPARE CONTACT & ACCOUNT FOR AN ACCOUNT-BASED MARKETING STRATEGY

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Jun 19, 2018

Among B2B communities, 2017 brought upon several new concepts, trends, and technologies. But perhaps none captured more attention than the re-emergence of account-based marketing as a viable growth strategy.

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EMAIL MARKETING BLOCKCHAIN EMAIL MARKETING BLOCKCHAIN

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Jun 19, 2018

By signing up to EMMARES system, email MARKETERS get a chance to reach more targeted customers that are interested in their content. As they are sending content that is well accepted by their recipients, they get a chance to use EMMARES system for ex...

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HOW TO FIND THE RIGHT AI PLATFORM FOR B2B SALES AND MARKETING HOW TO FIND THE RIGHT AI PLATFORM FOR B2B SALES AND MARKETING

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Jun 15, 2018

AI is having a growing impact on strategic go-to-market tasks, but you might be curious about how to find the right B2B sales and marketing AI platform for your organization. In this cheat sheet, we will walk through 4 things your team should look fo...

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5 WAYS TO EXECUTE AGILE MARKETING 5 WAYS TO EXECUTE AGILE MARKETING

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Jun 14, 2018

The B2B marketing team needs to be agile. Many aspects of marketing are constantly in motion: your competitors, your customers, your product, even your own sales team and MarTech stack. You need to be actively exploring tools and technologies that he...

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The rise of Account-Based Marketing THE RISE OF ACCOUNT-BASED MARKETING

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Jun 12, 2018

I know, I know. There are a million think-pieces that have been saying the same thing for years, but there is a kernel of truth to it. Did you know only 18% of television ads generate a positive ROI? Even just 15 years ago, the thought that televisio...

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The Modern Marketer’s Guide to Growing an Email List THE MODERN MARKETER’S GUIDE TO GROWING AN EMAIL LIST

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Jun 09, 2018

As marketers, we lose about 20 percent of our list each year. To combat this challenge, we've created this useful eBook to guide you through the steps that every modern marketer should take to grow a thriving email list.

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10 Successful Broadcast Media Digital Marketing Campaigns 10 SUCCESSFUL BROADCAST MEDIA DIGITAL MARKETING CAMPAIGNS

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Jun 05, 2018

As viewers hopscotch between devices, and new disruptive competitors vie for viewer loyalty, it’s become a fight for consumer attention. Passive content no longer cuts it, and broadcasters need to offer interactive experiences on every digital ...

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51 SEO & Inbound Marketing Tools (That Actually Work) 51 SEO & INBOUND MARKETING TOOLS (THAT ACTUALLY WORK)

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Jun 02, 2018

But having the right ones sure will help! The goal of this eBook is simple; to provide you with tools we actually believe in. This list is made up only of tools we have actually used ourselves and believe do a great job at what they say they do! In a...

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The Forrester New Wave ABM Platforms Q2 2018 THE FORRESTER NEW WAVE ABM PLATFORMS Q2 2018

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May 31, 2018

In Forrester’s evaluation of the emerging market for account-based marketing (ABM) platforms, we identified the 14 most significant providers  6sense, Demandbase, Engagio, Jambo, Lattice Engines, Madison Logic, MRP, Radius, RollWorks, Tech...

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Creating Buyer Focused Content that Helps Sales Win CREATING BUYER FOCUSED CONTENT THAT HELPS SALES WIN

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May 30, 2018

Creating a content strategy is not an easy feat. While content marketing as a marketing tactic has become widely adopted, there has been the little strategy around creating content that is easily discoverable by sales and also effective and relevant ...

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Marketer’s Guide to the GDPR MARKETER’S GUIDE TO THE GDPR

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May 25, 2018

Effective May 25, 2018, the EU’s General Data Protection Regulation (GDPR) is reshaping how marketing teams around the world engage with EU citizens. Some marketing gurus proclaim the GDPR is the end of marketing as we know it, while others see...

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2018 STATE OF B2B MARKETING TECHNOLOGY 2018 STATE OF B2B MARKETING TECHNOLOGY

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May 23, 2018

The marketing technology landscape is ever evolving  Scott Brinker’s 2018 Marketing Technology Landscape “Supergraphic” revealed there is 6,829 marketing technologies on the market, 27% growth compared to last year. This consta...

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THE NEXT INDUSTRIAL REVOLUTION THE NEXT INDUSTRIAL REVOLUTION

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May 15, 2018

Forrester Research estimates that cross-border B2B e-commerce transactions will reach US $1.2 trillion by 2021.1 With the advent of the internet and digitalization, the opportunity for companies to boost revenues by tapping global markets and to driv...

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How To Measure Success In Content Marketing HOW TO MEASURE SUCCESS IN CONTENT MARKETING

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May 14, 2018

What content does a high-value prospect enjoy? The more directly you can craft the content you create to your prospect's taste, the easier it is to demonstrate the real-world value of the work you do. ScribbleLive's How To Measure Success in ...

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5 ‘PEOPLE’ SECRETS OF HIGH-PERFORMING KEY ACCOUNT MANAGERS 5 ‘PEOPLE’ SECRETS OF HIGH-PERFORMING KEY ACCOUNT MANAGERS

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May 08, 2018

The nature of matrix enterprises - large global behemoths with multiple people across multiple geographies, functions and lines of business (LOBs) - is that several people are involved in a single high-value purchase decision. The best Key Account Ma...

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DIGITAL MARKETING PLAN FOR A B2B COMPANY DIGITAL MARKETING PLAN FOR A B2B COMPANY

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Apr 27, 2018

Digital marketing is an umbrella term which describes any form of marketing that exists online. When selected and implemented appropriately, digital marketing can open new doors of opportunities for small and medium-sized enterprises. By using digita...

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Content Marketing’s Evolution: The Age of Hyper-Personalization and Automation CONTENT MARKETING’S EVOLUTION: THE AGE OF HYPER-PERSONALIZATION AND AUTOMATION

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Apr 25, 2018

This report from Seismic and Demand Metric finds that 64% of marketers believe that sales team support and enablement is their top objective this year, only second to lead generation. More so, 80% of respondents indicate that their objectives are bet...

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5 Sales Life Hacks to Master the Art of B2B Selling 5 SALES LIFE HACKS TO MASTER THE ART OF B2B SELLING

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Apr 24, 2018

How to generate more revenue by building new sales habits. Tips and tricks to move opportunities smoothly through the pipeline. Which innovations in sales processes can boost your sales

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The Best Social Media Platforms for Social Media Marketing in 2018 THE BEST SOCIAL MEDIA PLATFORMS FOR SOCIAL MEDIA MARKETING IN 2018

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Apr 24, 2018

Some of the best social media platforms for business, like Facebook and Instagram, have become essential tools in the modern marketer’s toolbox. More and more consumers are using these channels to find new companies and engage with their favori...

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B2B DATA CLEANSING STEP-BY-STEP FOR QUALITY ANALYSTS B2B DATA CLEANSING STEP-BY-STEP FOR QUALITY ANALYSTS

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Apr 18, 2018

A new report by Royal Mail Data Services revealed that poor data quality puts many UK organizations at risk of non-compliance with the General Data Protection Regulation. The report is based on an online survey of 281 brands and agencies in the UK. H...

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Gaining Long-Term Care Placements with Digital Ads GAINING LONG-TERM CARE PLACEMENTS WITH DIGITAL ADS

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Apr 17, 2018

In the world of long-term care and assisted living facilities, a unique opportunity exists for the adoption of new marketing strategies. We're all familiar with how labor-intensive the traditional methods of gaining leads and increasing admission...

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Big Data: How to gather, analyze & react to drive Marketing ROI BIG DATA: HOW TO GATHER, ANALYZE & REACT TO DRIVE MARKETING ROI

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Apr 17, 2018

Thad Kahlow discusses combining the science and art of big data. Topics covered include: closing the loop and tracking awareness, engagement measuring, conversions to sale, deep-channel optimization, which data to use for customer segmentation, perso...

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Winning Through Niche Content Marketing WINNING THROUGH NICHE CONTENT MARKETING

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Apr 17, 2018

This Social Business Journal provides case studies from brands that have been notably successful at identifying niche audiences and developing content for them. Content marketing success depends on determining your niche audience and delivering the c...

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2018 STATE OF ACCOUNT-BASED MARKETING 2018 STATE OF ACCOUNT-BASED MARKETING

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Apr 14, 2018

B2B buyers are increasingly expecting Amazon like experiences with recommendations and offerings tailored to their unique interests and behaviors. While 35% of respondents to Demand Gen Report’s 2017 ABM Benchmark Survey noted that they are doi...

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B2B MARKETING RESEARCH B2B MARKETING RESEARCH

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Apr 12, 2018

Benjamin Franklin famously said, “If you fail to plan, you are planning to fail”, and Best-in-Class B2B marketers absolutely agree. Best-in-Class marketers are significantly more likely to document their strategy, especially for customer ...

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B2B Marketing Trends for 2018 B2B MARKETING TRENDS FOR 2018

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Apr 11, 2018

Content marketing has been a growing trend on the digital horizon for a few years now and that growth is only going to continue into 2018, with 89% of B2B marketers and 86% of B2C marketers reporting they are using content marketing to increase leads...

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The Terminus Account-Based Platform for Marketing and Sales THE TERMINUS ACCOUNT-BASED PLATFORM FOR MARKETING AND SALES

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Apr 10, 2018

The Terminus Account-Based Platform is an end-to-end ABM solution that empowers B2B marketers to align with sales and grow revenue efficiently as one team. But Terminus is not just a platform. Terminus customers are paired with a dedicated customer s...

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2018 B2B Lead Gen Outlook 2018 B2B LEAD GEN OUTLOOK

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Mar 27, 2018

Engaging prospects and getting them to convert are the biggest lead gen challenges for B2B marketers, according to Chief Marketer’s 2018 B2B Lead Gen Trend Outlook. Fifty-eight percent of respondents cited engagement as a big challenge, compare...

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ACCOUNT-BASED MARKETING STRATEGY ACCOUNT-BASED MARKETING STRATEGY

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Mar 20, 2018

Half of marketing influencers consider aligning their initiatives with sales teams a top priority for an ABM strategy in 2018. But what priorities should your ABM strategy include? To help you answer this question, Ascend2 and our Research Partners f...

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DIGITAL MARKETING CAN DRIVE MORE LEADS FOR YOUR SALES TEAM DIGITAL MARKETING CAN DRIVE MORE LEADS FOR YOUR SALES TEAM

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Mar 19, 2018

Your website, social media networks, and video channels must be configured correctly for effective digital marketing. When people interact with your brand, it is essential that you have a consistent look and message with a clear value proposition. Di...

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Data-driven B2B Lead Generation DATA-DRIVEN B2B LEAD GENERATION

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Mar 18, 2018

Advances in a B2B lead generation have taken form in a new data-driven approach, leaving the funnel-like process behind. This White Paper takes a look at how data and analytics can transform into value at each phase of the company buying journey ...

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How Mature Is Your Marketing Strategy? HOW MATURE IS YOUR MARKETING STRATEGY?

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Mar 18, 2018

If you’ve ever wondered, “How am I doing?” when it comes to implementing an omnichannel marketing strategy — you’re not alone. Providing a relevant, engaging customer experience across all channels is easier said than do...

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STRATEGIES FOR GROWTH MARKETERS IN B2B CUSTOMER ENGAGEMENT STRATEGIES FOR GROWTH MARKETERS IN B2B CUSTOMER ENGAGEMENT

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Mar 14, 2018

The Engagement Economy - the reality that we consume and market in today is a fast unraveling era where everyone and everything is connected. Consumer expectations have shifted to expect more from the brands and vendors they buy from - they seek a mo...

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A Marketer’s Guide to GDPR A MARKETER’S GUIDE TO GDPR

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Mar 14, 2018

GDPR will replace the Data Protection Act 1995 and was initially adopted April 2016 by the European Parliament and the European Council, after four years of negotiations. GDPR provides increased control of personal data for EU citizens by making orga...

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B2B Marketing Mix Report B2B MARKETING MIX REPORT

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Mar 13, 2018

Now in its eleventh year, the B2B Marketing Mix Report by Sagefrog Marketing Group compiles data from a survey of B2B marketing professionals in healthcare, technology and business services industries. This report serves as a strategic planning tool ...

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B2B Influencer Marketing Whitepaper B2B INFLUENCER MARKETING WHITEPAPER

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Mar 13, 2018

Most business to business (B2B) marketers use content marketing to attract new business and maintain a strong brand presence online. It’s no surprise that the B2B industry is now exploring if they should execute influencer campaigns to support ...

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SEO Management Best Practices SEO MANAGEMENT BEST PRACTICES

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Mar 04, 2018

SEO management involves integrating different parts of SEO to accomplish your online goals, including driving more leads, increasing your brand exposure and grow your share of traffic. Today, with more than 51% of traffic coming from organic search, ...

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Top of Mind Marketing: Email List Strategy TOP OF MIND MARKETING: EMAIL LIST STRATEGY

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Mar 03, 2018

A healthy contact list is a key to email marketing success. In order to take a closer look at how marketers approach email list management and what they view as the most significant challenges, iContact partnered with Ascend2 to survey marketing deci...

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COST-EFFECTIVE MARKETING COMMUNICATIONS STRATEGY FOR B2B COMPANIES COST-EFFECTIVE MARKETING COMMUNICATIONS STRATEGY FOR B2B COMPANIES

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Mar 03, 2018

Nowadays, marketing communications play a significant role in business-to-business (B2B) marketing. Companies are trying to improve their activities and find the most effective way to allocate their budget to increase sales revenue. Not all companies...

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Account Based Marketing and Inbound Marketing: Three ways to successfully adopt and scale ABM ACCOUNT BASED MARKETING AND INBOUND MARKETING: THREE WAYS TO SUCCESSFULLY ADOPT AND SCALE ABM

whitepaper

Mar 02, 2018

Should you integrate or ditch your Inbound Marketing when adopting Account Based Marketing? This whitepaper looks at how combining the two can give your Account Based Marketing programme a head start. Account Based Marketing (ABM) has been called &ld...

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Digital Marketing 101: Key Tools For Engagenment Marketing DIGITAL MARKETING 101: KEY TOOLS FOR ENGAGENMENT MARKETING

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Feb 28, 2018

Digital marketing is fundamental to businesses’ success in today’s modern era of engagement marketing. Promoting brands, products, and services online and through mobile applications is quickly becoming table stakes. So as a marketer, you...

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SOCIAL INTERACTION WITH CRYPTOCURRENCY REWARDS SOCIAL INTERACTION WITH CRYPTOCURRENCY REWARDS

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Feb 27, 2018

SocialX is a decentralized social media platform allowing users to distribute content seamlessly. Just imagine photo and videos app that will store your files decentrally and securely in a single platform; built-in license management will allow you t...

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Measure Account-Based Advertising with the Advertising Engagement Journey MEASURE ACCOUNT-BASED ADVERTISING WITH THE ADVERTISING ENGAGEMENT JOURNEY

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Feb 27, 2018

With account-based advertising, you are able to serve ads to only the people at accounts that are the good fit for your solution. Your advertising budget will go further, and you’ll see better results from your ads both at the campaign level an...

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Sage E-marketing SAGE E-MARKETING

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Feb 26, 2018

Executive Summary Email marketing is proven to be one of the most cost-effective ways to reach out to your customers and prospects. Through email marketing, businesses are able to target the needs of their contacts. Sage E-marketing, powered by Swift...

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FIVE STEPS TO A SUCCESSFUL B2B INFLUENCER STRATEGY FIVE STEPS TO A SUCCESSFUL B2B INFLUENCER STRATEGY

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Feb 21, 2018

Most business to business (B2B) marketers use content marketing to attract new business and maintain a strong brand presence online. It’s no surprise that the B2B industry is now exploring if they should execute influencer campaigns to support ...

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B2B E-Commerce on the Blockchain B2B E-COMMERCE ON THE BLOCKCHAIN

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Feb 20, 2018

There is no better way to make a point than to tell a story. We shall begin with Matteo’s story. Matteo runs an electronics company in Northeast Italy. He thought he was sending money to an established supply partner in China, but what would ha...

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PUTTING THE BRAND BUDGET TO WORK PUTTING THE BRAND BUDGET TO WORK

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Feb 20, 2018

Where is performance marketing now? And where is it going? In April 2018, TUNE and Acceleration Partners surveyed nearly 2,300 performance marketers in the U.S. and U.K. who are managing a combined $16.6 billion in annual sales. Survey respondents an...

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Blockchain for Video Advertising BLOCKCHAIN FOR VIDEO ADVERTISING

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Feb 14, 2018

When the history of 2017 is written, many themes will jump to the fore, but in the realm of technology none will prove to be as important as blockchain. This was the year that blockchain, and bitcoin the first, and arguably most well-known applicatio...

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EMAIL MARKETING AND MARKETING AUTOMATION EXCELLENCE 2018 EMAIL MARKETING AND MARKETING AUTOMATION EXCELLENCE 2018

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Feb 13, 2018

Global benchmarking research to support email marketing excellence This research report was created by Smart Insights, publishers of actionable marketing advice, and GetResponse, an all-in-one online marketing platform. This report provides a benchma...

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Social Business Journal, Volume 4: What’s Working in Social Media Marketing SOCIAL BUSINESS JOURNAL, VOLUME 4: WHAT’S WORKING IN SOCIAL MEDIA MARKETING

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Feb 08, 2018

Why waste time trying to figure out what works when you can learn from someone else’s successes and mistakes? This Journal, created in partnership with Cision, will guide you along the path to social media marketing success with insights from 5...

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Account-Based Marketing: The Art of the Start ACCOUNT-BASED MARKETING: THE ART OF THE START

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Feb 06, 2018

Avention now part of Dun & Bradstreet®  recently conducted a survey to learn more about the role data plays in implementing account-based marketing strategies. With responses from more than 100 B2B marketers, it became clear that on...

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New B2B Marketing Imperative NEW B2B MARKETING IMPERATIVE

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Feb 06, 2018

Marketing as a function and a profession has made tremendous strides since Peter Drucker first defined it as “the distinguishing, unique function of the business” almost 40 years ago.1 But while business-to-consumer (B2C) companies embrac...

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Big data in banking for marketers BIG DATA IN BANKING FOR MARKETERS

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Feb 05, 2018

One of the key problems initially faced with any Big Data research is that the term itself is highly ambiguous and a quick Google search reveals millions of pages each with their own spin on the definition of Big Data. This can lead to misunderstandi...

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A guide to B2B Marketing Planning A GUIDE TO B2B MARKETING PLANNING

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Feb 05, 2018

Whether you run your own business, you are a managing director or you are a senior marketer in a large corporation, planning is a fundamental part of a successful business. Despite being an essential task, finding time to put an annual marketing plan...

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An IT Guide to Selecting an Enterprise-Ready Marketing Platform AN IT GUIDE TO SELECTING AN ENTERPRISE-READY MARKETING PLATFORM

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Feb 04, 2018

As an IT professional evaluating marketing platforms, it’s important to think about whether you can trust the platform to scale to accommodate your organization’s ongoing marketing and channel needs. Given the fast pace of channel prolife...

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The Growth Marketer’s Guide to Email Metrics THE GROWTH MARKETER’S GUIDE TO EMAIL METRICS

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Feb 04, 2018

Today’s growth marketers know that it is always possible to better understand their customers. User preferences and lifetime value are not set in stone, so it’s essential to possess a spirit of self-improvement around the tools and tactic...

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Business Problems in the B2B Space BUSINESS PROBLEMS IN THE B2B SPACE

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Jan 30, 2018

Significant changes in the commercial world have occurred in the past twenty years. The explosive growth of the Internet accompanied by the creation of social networks has made information ubiquitous. Smartphones and mobile devices put the world in o...

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THE FUTURE OF E-COMMERCE THE END OF RETAIL THE FUTURE OF E-COMMERCE THE END OF RETAIL

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Jan 29, 2018

CARTELCHAIN (“CRTL” “The Company”) is a forward-looking blockchain project that aims to streamline e-commerce and usher in an era of seamless, commercial applications. The company intends to deliver a platform that will facili...

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Inbound Marketing for Real Estate Companies INBOUND MARKETING FOR REAL ESTATE COMPANIES

whitepaper

Jan 18, 2018

The inbound marketing method for real estate uses content
marketing, social media, and search engine optimization to
draw qualified traffic to your website. Implemented correctly,
the method converts traffic to leads, which then ...

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Unlocking B2B Platform Value UNLOCKING B2B PLATFORM VALUE

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Jan 18, 2018

Digital transformation is emerging as a key driver of sweeping change in the world around us. It has the potential to significantly improve consumer lives and create broader societal good while providing businesses with new opportunities to create an...

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The New Generation of ‘ReputationBased’ e-Commerce for Latin America THE NEW GENERATION OF ‘REPUTATIONBASED’ E-COMMERCE FOR LATIN AMERICA

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Jan 18, 2018

There is a powerful reason for creating the ARTEMIS cryptocurrency token; the restrictions on access to capital, inflation, devaluations, dysfunctional economic policies, unreasonably favored banks charging inordinate fees to their customers. The liv...

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The 5 Enterprise Benefits of Migrating to Electronic B2B Payments THE 5 ENTERPRISE BENEFITS OF MIGRATING TO ELECTRONIC B2B PAYMENTS

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Jan 17, 2018

The accounts payable function at most businesses costs too much, takes too long, generates too many exceptions, and provides inadequate visibility into critical financial information. In fact, accounts payable earned a dubious trifecta in a recent IO...

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New Strategies for Lead Generation, Scoring, and Nurturing NEW STRATEGIES FOR LEAD GENERATION, SCORING, AND NURTURING

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Jan 17, 2018

In the past, most B2B marketers familiar with IVR (interactive voice response) thought of it as the automated greeting people hear when they call a business. IVR served as a virtual receptionist that directed callers to the right department: “P...

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Best Practices in Segmentation BEST PRACTICES IN SEGMENTATION

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Jan 12, 2018

It’s about reaching the right customers at the right time with the right offers. It’s about generating new leads and increasing your bottom line. With better insights, you’ll be able to drive your marketing strategy with GPS precisi...

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The Changing Face of B2B Marketing THE CHANGING FACE OF B2B MARKETING

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Jan 08, 2018

There have been interesting shifts in B2B in the past two years. What's changed? To find out, we surveyed B2B decision makers about their research and purchase habits. The results debunk a number of widely held beliefs and have major implications...

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E2E x Marketing E2E X MARKETING

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Jan 05, 2018

Search engine optimization, commonly referred to as SEO, aims to improve a site’s communication with search engines and end consumers themselves—with the ultimate goal of bringing consumers from search pages to checkout pages. Better SEO ...

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Challenge the Status Quo of B2B Marketing CHALLENGE THE STATUS QUO OF B2B MARKETING

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Dec 17, 2017

B2B marketers are seeing better performance from their ABM programs, including more pipeline and revenue, improved win rates, larger deal sizes, and shorter sales cycles. ABM is a focused approach to B2B marketing in which marketing and sales teams w...

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Developing an Account-Based Marketing Program DEVELOPING AN ACCOUNT-BASED MARKETING PROGRAM

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Dec 12, 2017

So, you’re bought in. Ready to go. You understand how important account-based marketing is to your business’s success. You’re ready to start executing. But how do you turn a great idea and a good strategy into action? How do you tra...

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Challenges and importance of content marketing CHALLENGES AND IMPORTANCE OF CONTENT MARKETING

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Dec 11, 2017

Because of the complex nature of information in this sector, and the need to position businesses as intellectual organisations with good thought leadership, the expertise to both understand that information and write professionally is a talent challe...

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2017 State of Account-Based Marketing 2017 STATE OF ACCOUNT-BASED MARKETING

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Dec 11, 2017

With the recent hype around account-based methodology soaring above the B2B landscape, a frenzied landgrab has unfolded as influencers, vendors and practitioners scramble to stake a claim to account-based expertise. By the end of 2016, we were seeing...

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Educating B2B Customers through ABM EDUCATING B2B CUSTOMERS THROUGH ABM

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Nov 29, 2017

Just as the Internet of Things (IoT) revolution has opened the door to newer and ever-more creative forms of building automation for consumers, the Industrial Internet of Things (IIoT) has developed an interconnected world of equipment and components...

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HOW VIDEO MARKETING HAS CHANGED ONLINE CONTENT HOW VIDEO MARKETING HAS CHANGED ONLINE CONTENT

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Nov 28, 2017

Video marketing is a powerful tool for any company or industry. Consumers across the country have voiced their demand for video content, and marketers are working to meet their needs. Industry leaders continued to be amazed by how simple, 15-second c...

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STATE OF ACCOUNT-BASED MARKETING STATE OF ACCOUNT-BASED MARKETING

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Nov 28, 2017

The evolving nature of the buyer is changing marketing. Buyers now expect marketing to be more targeted and personalized, and to engage them on their terms. As marketers, we really have to think about what this means. Buyers expect sales to take a mo...

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What is Account Based Marketing? WHAT IS ACCOUNT BASED MARKETING?

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Nov 27, 2017

Savvy B2B marketers are looking to invest in a more targeted approach when identifying, engaging and closing valuable accounts. ABM is a strategy in which organizations deliver personalized marketing and sales content to a specific set of accounts. A...

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DATA-DRIVEN KEYS TO BETTER B2B DATA-DRIVEN KEYS TO BETTER B2B

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Nov 16, 2017

You already know that your customer’s purchase journey differs significantly from that of B2C buyers. The length of B2B sales cycles is longer, the number of decision makers is higher and the B2B purchase path is fragmented, no longer starting ...

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The race to meet B2B customers evolving expectations THE RACE TO MEET B2B CUSTOMERS EVOLVING EXPECTATIONS

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Nov 15, 2017

In Q3 2017, Behalf surveyed decision makers among its network of B2B payment acceptance partners to identify common goals and pain points. A few themes became clear: 1. Online shopping has changed buyer behaviors, shifting the dynamic of the buyer-se...

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Stepping Up to the Challenges of Digital Marketing STEPPING UP TO THE CHALLENGES OF DIGITAL MARKETING

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Nov 12, 2017

The advent of digital has had a huge impact on marketing organizations, which must work harder than ever to keep pace with digital transformation in virtually every sector. Marketing has always been about attracting and retaining customers through va...

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Digital Marketing - Infosys DIGITAL MARKETING - INFOSYS

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Oct 25, 2017

Management of marketing content is becoming increasingly complex as the content is used on many owned and syndicated platforms. Digital content is used in stores, email, digital channels, social channels, content delivered to call center operators, a...

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2017 State of Digital Marketing 2017 STATE OF DIGITAL MARKETING

whitepaper

Oct 25, 2017

Curious about the fluctuations in the industry, we surveyed about 200 B2B marketing professionals based in the U.S., from marketing managers to C-level executives. Despite representation from a diverse group of industries including software, manufact...

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Enterprise/ B2B eCommerce ENTERPRISE/ B2B ECOMMERCE

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Oct 24, 2017

The Magento Partner Community is a trusted network of consulting and technology companies that help merchants grow their business, and create engaging customer experiences with the Magento Platform. These organizations provide valuable insights and p...

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Why B2B SMBs need a well-considered Content Marketing Strategy WHY B2B SMBS NEED A WELL-CONSIDERED CONTENT MARKETING STRATEGY

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Oct 24, 2017

Content marketing is a double-edged sword. It has the potential to let an SMB punch way above its weight but also- if not done right- can suck resources with no tangible outcomes. With this Buyer’s Guide, Small and Medium B2B companies hoping t...

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THE FUTURE OF MARKETING THE FUTURE OF MARKETING

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Oct 23, 2017

Everyone is familiar with services such as Uber and Booking.com, but few people are aware that, in fact, they are affiliate programs. An affiliate program is a marketing model, where an affiliate intermediary is involved in a promotional campaign, an...

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Successful B2B Video Marketing SUCCESSFUL B2B VIDEO MARKETING

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Oct 20, 2017

Unlike static formats, video can pack a lot of information into a small but eye-catching package. B2B buyers are wired to process visual information and remember stories, making video an ideal medium with which to engage them. As the amount of video ...

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STATE OF ACCOUNT-BASED SALES DEVELOPMENT REPORT STATE OF ACCOUNT-BASED SALES DEVELOPMENT REPORT

whitepaper

Oct 17, 2017

That’s why we think Account Based Marketing (ABM) is too limited a name, and it’s why instead we use the term Account Based Sales Development (ABSD). It’s not a one-off tactic, it’s not a single-department strategy, and it&rsq...

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ACCOUNT-BASED MARKETING ACCOUNT-BASED MARKETING

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Oct 02, 2017

Hear from marketing agencies to learn the strategies and tactics they’re using to achieve success in account-based marketing. It’s no surprise that revenue growth from new and existing clients is the top objective of agencies implementing...

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5 Benefits of Account Based Marketing 5 BENEFITS OF ACCOUNT BASED MARKETING

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Sep 19, 2017

Account-based marketing, ABM, calls for marketers to view each account as a market of one and calls for campaigns to be personalized. Personalizing campaigns allows marketers to focus on each market to identify their specific needs, allowing them to ...

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Data Driven Marketing DATA DRIVEN MARKETING

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Sep 08, 2017

Never before has the importance of the right handling of data been as obvious as in the last months. Donald Trump, alleged outsider and reality star became president of the most powerful country in the world and allegedly by the power of the data.&nb...

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How to Run a Successful B2B Content Syndication Campaign HOW TO RUN A SUCCESSFUL B2B CONTENT SYNDICATION CAMPAIGN

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Jul 03, 2017

OpGen Media has built the blueprint to run a successful B2B Content Syndication campaign through lead nurturing. Just producing content isn't enough - companies must do more to educate their prospects and build authority. If you're still taki...

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Improve Your B2B Conversion Rate IMPROVE YOUR B2B CONVERSION RATE

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Jun 21, 2017

While the primary objective of marketers may be simply defined cost-effectively generate, nurture, and ultimately help to convert, high-quality leads execution towards that goal can be a complex undertaking. Unlike their counterparts in companies tha...

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Whitepaper Account-based marketing WHITEPAPER ACCOUNT-BASED MARKETING

whitepaper

Jun 02, 2017

How targeted and personal communication creates more revenue. Account - based marketing , also known as ABM, will be the trend for 2017. All marketers will have to deal with this. But is it also interesting for SMEs? In this whitepaper I will explain...

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2017state of b2b digital marketing 2017STATE OF B2B DIGITAL MARKETING

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Feb 10, 2017

Curious about the fluctuations in the industry, we surveyed about 200 B2B marketing professionals based in the U.S., from marketing managers to C-level executives. Despite representation from a diverse group of industries— including software, m...

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ACCOUNT-BASED MARKETING THE NEXT GENERATION OF B2B MARKETING AUTOMATION ACCOUNT-BASED MARKETING THE NEXT GENERATION OF B2B MARKETING AUTOMATION

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Dec 27, 2016

Your marketing budget and sales staff provide a finite set of parameters around how your business creates revenue. You need a way to get the most out of them while delivering on the brand promise and experience your customers expect. Enter Account-Ba...

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How Marketers Are Using Location Data - And the Road Ahead HOW MARKETERS ARE USING LOCATION DATA - AND THE ROAD AHEAD

whitepaper

Dec 18, 2016

Most previous platforms have not had the ability to know where their owner is, or for that matter – the ability to move from place to place with them. This puts mobile devices precisely at the nexus between our wants and needs and the ability t...

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B2B eCommerce The New Rules of Engagement B2B ECOMMERCE THE NEW RULES OF ENGAGEMENT

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Nov 30, 2016

B2B eCommerce is more than twice as large as B2C, and it’s growing even faster. In the past, most B2B companies were reluctant to drive digital innovation. There were plenty of reasons for this slow pace of change, including inertia to disrupt ...

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5 Digital Marketing Trends 2018 5 DIGITAL MARKETING TRENDS 2018

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Nov 17, 2016

The digital transformation is currently considered the biggest challenge for companies of all industries. According to a current study by Price Waterhouse Coopers, 4 of 5 top managers view the move to digital as decisive for future business models. G...

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Account Based Intelligence: The Essential Ingredient for Account Based Marketing Success ACCOUNT BASED INTELLIGENCE: THE ESSENTIAL INGREDIENT FOR ACCOUNT BASED MARKETING SUCCESS

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Oct 20, 2016

The Difference Between Account Based Intelligence and Account Based Marketing: ABI Is Necessary For ABM Success Account Based Marketing (ABM) is gaining momentum in many organizations. A survey conducted by FlipMyFunnel, in conjunction with Engagio, ...

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The Digital Evolution in B2B Marketing THE DIGITAL EVOLUTION IN B2B MARKETING

whitepaper

Feb 24, 2016

B2B marketers have been very slow to work “visual content” into their content approaches despite rapidly growing evidence of its impact. “Investment in mobile is not about money. It’s about investing the time to do the researc...

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Embracing the Power of Social Media Marketing for Senior Service Providers EMBRACING THE POWER OF SOCIAL MEDIA MARKETING FOR SENIOR SERVICE PROVIDERS

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Feb 05, 2016

“Providers that are winning the Web Referral Game…are seeing up to 35% of their moveins come from the Web.”1 They are doing a better job of social media marketing and they are taking back their business from national referral compa...

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The Big 5 Metrics for Account -Based Marketing THE BIG 5 METRICS FOR ACCOUNT -BASED MARKETING

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Dec 30, 2015

Account-based marketing is a strategic approach that coordinates personalized marketing and sales efforts to open doors and deepen engagement at specific accounts. It is a different approach to marketing. Traditional demand generation is like fishing...

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Hybrid Targeted Advertising White Paper HYBRID TARGETED ADVERTISING WHITE PAPER

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Jul 15, 2015

A major shift in the way Broadcasters are managing their advertising is occurring. With the advent of fast Internet connections for so many people in the UK, EU and other regions around the world, the possibility now exists for the delivery of conten...

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Advancing Your Digital Marketing Strategy with Webtrends Analytics ADVANCING YOUR DIGITAL MARKETING STRATEGY WITH WEBTRENDS ANALYTICS

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Jul 10, 2015

With the rise of mobile and social marketing channels, the demands on web analytics have grown significantly from simply measuring activity on your website, to providing a holistic view of customer acquisition, engagement and retention across all dig...

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Proven methods to generate more b2b leads PROVEN METHODS TO GENERATE MORE B2B LEADS

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Jan 21, 2015

For most business-to-business (B2B) marketers, mastering the complex sales cycle is essential to your business success. You need prospects to turn into quality leads, and for leads to become loyal customers. But how do you achieve this goal when the ...

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B2B DIGITAL MARKETING FOR SMEs B2B DIGITAL MARKETING FOR SMES

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Dec 31, 2014

The spread of the Internet is changing the way buyers search, select and make a final choice of potential suppliers. Marketing and sales managers are faced with a real change of direction in the choice of marketing and communication tactics. The main...

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TRENDS WITHIN THE B2B MARKETING STACK TRENDS WITHIN THE B2B MARKETING STACK

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Nov 26, 2014

Business-to-business (B2B) marketing is a unique sort of beast. It differs from businessto-consumer (B2C) marketing with its own complexities, roadblocks and hurdles. To combat these inherent challenges, today’s B2B marketer must leverage advan...

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Maximizing Marketing Insight through Big Data Analytics MAXIMIZING MARKETING INSIGHT THROUGH BIG DATA ANALYTICS

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Aug 19, 2014

An important use case for the Intel Data Platform, built on Apache Hadoop* software, is providing insight and enabling optimization of Intel’s Marketing investments. The goal is to enable near-real – time insights into marketing campaign ...

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The Content & Commerce Collision THE CONTENT & COMMERCE COLLISION

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Jul 14, 2014

Marketing and commerce have collided. As digital selling has evolved to replicate or replace the in-store buying experience, marketing content has become an integral component to inform and instill confidence in online shoppers that cannot handle phy...

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On-Line-material-on-Business-to-Business-Marketing ON-LINE-MATERIAL-ON-BUSINESS-TO-BUSINESS-MARKETING

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Jul 05, 2014

Although many people have heard the term “business-to-business marketing,” not everyone knows exactly what it is. Put very simply, business-to-business marketing is the marketing of goods and services to businesses in order to keep those ...

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Content is King: Measuring the ROI of Content Marketing Operations CONTENT IS KING: MEASURING THE ROI OF CONTENT MARKETING OPERATIONS

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May 15, 2014

The relationship between buyers and sellers is undergoing a major transformation. Social media and e-commerce have given buyers tremendous new power to research products, prices, reputations, and opinions—often before they even talk to the sell...

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B2B Marketing on Facebook A white paper for B2B executives B2B MARKETING ON FACEBOOK A WHITE PAPER FOR B2B EXECUTIVES

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Dec 25, 2013

This paper was created to provide information and guidance for B2B company CEOs and marketing managers who have not yet created a Facebook page, or for those who have done so with unsatisfactory results. When crafted properly and with the proper moni...

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The Power of Modern Digital Marketing Automation THE POWER OF MODERN DIGITAL MARKETING AUTOMATION

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Dec 10, 2013

Modern consumers are Web-savvy, mobile-loving people who typically spend more time online than reading magazines and watching TV. These changes in behavior are fundamentally changing the face of marketing – and in ways that are bringing about t...

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B2B Content Marketing: 2012 Benchmarks, Budgets & Trends B2B CONTENT MARKETING: 2012 BENCHMARKS, BUDGETS & TRENDS

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Dec 07, 2012

In the past year, content marketing has gained incredible momentum. As this topic gains mindshare, it’s fueling discussions around the web, at events, and in boardrooms. But just how well are B2B marketers achieving their goals when it comes to...

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How to Get Started With Inbound Marketing HOW TO GET STARTED WITH INBOUND MARKETING

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Jan 11, 2012

Are you tired of chasing after clients and leads through direct marketing materials like television ads, cold calling and radio ads? Would you like to learn how to get clients to follow you, while you continue to do what you’re good at? Then yo...

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The new b2b marketing THE NEW B2B MARKETING

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Nov 23, 2011

You know that bit in The Wizard of Oz where Dorothy first wakes up in a strange, technicolour world, looks around, turns to Toto and delivers the classic understatement, “I’ve a feeling we’re not in Kansas any more”? If you&rs...

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THE MATURITY MODEL SOCIAL MEDIA MARKETING THE MATURITY MODEL SOCIAL MEDIA MARKETING

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Nov 10, 2011

Social networks provide individuals and companies who want to develop their company’s vision and improve their brand awareness etc, with many different opportunities. Nevertheless, social networks reveal obstacles which may not have been antici...

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The state of marketing content survey THE STATE OF MARKETING CONTENT SURVEY

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Aug 10, 2011

At CopyPress, we felt it was important to enter this critical year for the Content Marketing channel with a fresh perspective on what marketers were looking at focusing on in 2013. We created a survey and unleashed it on a group of marketing profesio...

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A B2B Social Media White Paper from Microsoft Advertising A B2B SOCIAL MEDIA WHITE PAPER FROM MICROSOFT ADVERTISING

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Feb 02, 2010

In the last 18 months, the social media phenomenon has delighted, confounded and concerned marketers and advertisers all around the globe. They have had to learn quickly that the different ways consumers access the internet across multiple time zones...

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Omnichannel Customer Support for B2B OMNICHANNEL CUSTOMER SUPPORT FOR B2B

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Today, we have entered the era of omni-channel support, where customers can seamlessly change between support channels while the company maintains a comprehensive view of their activities. This is a world where low costs of entry and unified interfac...

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2018 Healthcare Marketing Trends for Providers 2018 HEALTHCARE MARKETING TRENDS FOR PROVIDERS

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As the year comes to a close, healthcare providers everywhere are asking themselves one question: How will I grow my practice in 2018? “Private-practice healthcare providers are small business owners. Like other small business owners, they want...

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The New B2B Buying Cycle THE NEW B2B BUYING CYCLE

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As a result of the buyer’s self-sufficiency and anonymous activity, it has become harder to influence the buying journey and decision. In order to be truly effective, B2B sales and marketing operations need to understand that the new buyer born...

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Influencing User Choosers with Account-Based Marketing INFLUENCING USER CHOOSERS WITH ACCOUNT-BASED MARKETING

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The new, anonymous and digital buying journey in the automotive industry is alienating and distancing car manufacturers and distributors with buyers. Middle-men, or “gatekeepers,” like Carwow are hindering communication between car manufa...

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ABM FOR B2B INGREDIENTS COMPANIES ABM FOR B2B INGREDIENTS COMPANIES

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The consumer trend toward “clean ingredients” means
product reformulations for food processors, which can
translate to recipe overhauls and costly downtime. In
the response, smart ingredients manufacturers are
...

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Build More Loyal Customers with Email Marketing BUILD MORE LOYAL CUSTOMERS WITH EMAIL MARKETING

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Email marketing is one of the most powerful marketing tools available today. It is easy, affordable, direct, actionable and highly effective. When you add email to your marketing mix, you spend less time, money and resources than with traditional mar...

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HOW E-COMMERCE IS TRANSFORMING B2B HOW E-COMMERCE IS TRANSFORMING B2B

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Forrester Research estimates that cross-border B2B e-commerce transactions will reach the US $1.2 trillion by 2021.1 With the advent of the internet and digitalization, the opportunity for companies to boost revenues by tapping global markets and to ...

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2018 B2B MARKETING SURVEY 2018 B2B MARKETING SURVEY

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CMOS now have access to the largest IT budget in many organizations, while emerging match tools are providing B2B marketers with a range of technologies, channels, and tactics to test, learn and optimize their marketing strategies. Given the explosio...

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Leveraging ABM to Educate the CPG Industry LEVERAGING ABM TO EDUCATE THE CPG INDUSTRY

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The rise of online shopping has revolutionized consumers’ buying experiences, and consumer packaged goods (CPG) companies are considering how to make sure their products stand out to their buyers without relying on shelf appeal alone. In additi...

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Specialty-Chemicals Manufacturers Capture Value with ABM SPECIALTY-CHEMICALS MANUFACTURERS CAPTURE VALUE WITH ABM

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The specialty-chemicals industry faces unique sales challenges that continue to evolve along with their customers’ buying preferences. The industry is expected to nearly double by 2025, but to feel that growth, manufacturers of specialty chemic...

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ABM Keeps Aerospace Parts Companies Soaring ABM KEEPS AEROSPACE PARTS COMPANIES SOARING

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The aerospace industry is set for takeoff into a new era. After years of cruising on robust growth, projections for aircraft demand are now in freefall. As industry fundamentals are in flux, so are the research and buying habits of companies that bui...

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Manufacturers Extend Digital Transformation to Sales & Marketing MANUFACTURERS EXTEND DIGITAL TRANSFORMATION TO SALES & MARKETING

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In the past, the success and growth of manufacturing organizations were heavily dependent on a combination of their ability to make competitive products in a cost-effective manner and get those products to as many customers as possible. Over time, co...

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An introduction to Email marketing AN INTRODUCTION TO EMAIL MARKETING

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Introductory content is for marketers who are new to the subject. This content typically includes step-by-step instructions on how to get started with this aspect of inbound marketing and learn its fundamentals. After reading it, you will be able to ...

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CURRENT TRENDS IN THE WORLD OF B2B MARKETING CURRENT TRENDS IN THE WORLD OF B2B MARKETING

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What’s keeping b2b marketers awake at night? What are the major trends influencing marketing strategies? Our latest survey reveals the biggest challenges and opportunities facing b2b marketers in an attempt to understand how they are planning t...

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THE B2B MARKETING GUIDE FOR NON-MARKETERS THE B2B MARKETING GUIDE FOR NON-MARKETERS

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It’s time for B2B companies to get smart about marketing. Too many B2B companies which are any companies that sell their products and services to other businesses, rather than consumers think of themselves as “Canada’s best-kept sec...

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Email Marketing Best Practices That Drive Results EMAIL MARKETING BEST PRACTICES THAT DRIVE RESULTS

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Gain useful insights into the current state of global demand for graduate management education based on the results of the 2018 Application Trends Survey.

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A Guide to Lead Generation for Marketers A GUIDE TO LEAD GENERATION FOR MARKETERS

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Lead generation is often regarded as the most challenging, and costly, an aspect of an organization’s marketing efforts. But what if there was a way to reach a large and targeted audience while capturing invaluable information about them? Not o...

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INNOVATIVE LEAD GENERATION, LOYALTY, AND BRANDING INNOVATIVE LEAD GENERATION, LOYALTY, AND BRANDING

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Marketing in the age of digital transformation is being subjected to fundamental changes. Old methods such as traditional print ads have been virtually eliminated as marketing instruments. Whoever wants to be in the vanguard of marketing today needs ...

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The Application of Machine Learning for B2B Sales and Marketing THE APPLICATION OF MACHINE LEARNING FOR B2B SALES AND MARKETING

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Machine learning is redefining the sales and marketing landscape. A 2016 survey by MIT Sloan Management Review found that more than two out of five digitally maturing companies have already implemented machine learning for sales and marketing. Machin...

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5 Benefits of Account Based Marketing 5 BENEFITS OF ACCOUNT BASED MARKETING

whitepaper

It may seem impossible, but there is such a thing as advertising to too many potential clients. This is because advertising to more people isn’t always effective. There is a newer and better way to target potential clients. It isn’t all t...

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An Account-Based Marketing Primer AN ACCOUNT-BASED MARKETING PRIMER

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Account-based marketing is, in many ways, the exact opposite of the traditional demand generation approach. Rather than reaching broadly across a large number of organizations, companies that employ an account-based marketing strategy focus their mar...

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Account Based Marketing ACCOUNT BASED MARKETING

whitepaper

Traditional lead generation, in which marketers capture as many leads as possible, and then qualify them later in the funnel, is an incredibly powerful technique. But as many as 79% of marketing leads never convert into sales. Account-based marketing...

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Jumpstart Your Account-Based Marketing JUMPSTART YOUR ACCOUNT-BASED MARKETING

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Account-based marketing (ABM) is an alternative to traditional demand generation strategies and is a strategic approach to lead generation in which your time and resources go into targeting a key group of specific accounts with orchestrated campaigns...

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A Recipe for Lean Account-Based Marketing A RECIPE FOR LEAN ACCOUNT-BASED MARKETING

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As a B2B marketer, you’re always looking for ways to more effectively reach your goals and support sales by bringing in qualified leads and generating demand for your company’s products and services. Traditionally, marketers do all they c...

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The 2016 guide to Account Based Marketing THE 2016 GUIDE TO ACCOUNT BASED MARKETING

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While it is well resolved that Account-Based Marketing is a desired approach for todays’ B2B marketer what is less resolved is a grounded understanding as to exactly what the practice is and how to do it in a way that will maximize results. Mor...

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The New B2B Buying Cycle THE NEW B2B BUYING CYCLE

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Sales success when confronted with today’s new B2B buying cycle requires passion and hard work. But it also involves new technology. Whether we like it or not, today’s buying cycle is firmly anchored in a digital age in which B2B companie...

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ACCOUNT BASED MARKETING AND BTOB WEB VISIT IDENTIFICATION ACCOUNT BASED MARKETING AND BTOB WEB VISIT IDENTIFICATION

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In the beginning, our marketing team was dedicated to generating growing numbers of leads for sales teams. The volume and cost per lead indicated satisfactory and controlled levels for many years, but quality was difficult to maintain over the long t...

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Develop your customized account-based marketing program. DEVELOP YOUR CUSTOMIZED ACCOUNT-BASED MARKETING PROGRAM.

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Step-by-step guidance through each stage of ABM strategy development: goal setting, account and persona targeting, content creation, engagement tactics, ABM technology adoption and more

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The Keys to Key Account Management: What Great Looks Like THE KEYS TO KEY ACCOUNT MANAGEMENT: WHAT GREAT LOOKS LIKE

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Key account programs are absolutely worth having, but the questions many sales leaders are asking are, “How can we do this better?” and “What do the best key account management programs look like?” Done right, better key account programs can obtain m...

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Improve Your Account-Based Marketing With Content Personalization IMPROVE YOUR ACCOUNT-BASED MARKETING WITH CONTENT PERSONALIZATION

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Content marketers often struggle to get the best ROI on their content. Numerous solutions offer different - and often conflicting - approaches. Two of the most efficient online marketing methods are Personalization and Account-Based Marketing. Person...

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Account Based Marketing and B2B Web Visit Identification ACCOUNT BASED MARKETING AND B2B WEB VISIT IDENTIFICATION

whitepaper

Contrary to what one might think, Account Based Marketing no longer entails an exorbitant budget. Thanks to technology breakthroughs in big data and programmatic advertising, ABM is now easy to scale for companies with budgets of all sizes.

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Key Account Management Strategies for BIOTECH, MED DEVICE & PHARMA KEY ACCOUNT MANAGEMENT STRATEGIES FOR BIOTECH, MED DEVICE & PHARMA

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Changes in the healthcare landscape have led to changes in customers. In an environment where healthcare providers and healthcare organizations are transitioning to a value-based model focused on reducing costs and improving patient costs, Life Scien...

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Infusing intent data to scale your Account-Based Marketing INFUSING INTENT DATA TO SCALE YOUR ACCOUNT-BASED MARKETING

whitepaper

While there is a lot of talk about Account Based Marketing (ABM), the process through which it can be effectively executed is often a side note in the discussion. Going beyond the buzz, a new whitepaper by Lattice Engines ‘Scale Account-Based Marketi...

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"The Rise of Account-Based Marketing: Leading Practices for
Generating Greater Returns from Marketing " "THE RISE OF ACCOUNT-BASED MARKETING: LEADING PRACTICES FOR GENERATING GREATER RETURNS FROM MARKETING "

whitepaper

"As a customer-centric focus increasingly proves critical to the success of professional service firms, account-based marketing (ABM)—the dedication of marketing resources, time and attention to specific accounts and prospects—has become one of the...

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Quarterly Key Account Update QUARTERLY KEY ACCOUNT UPDATE

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"The U.S. is going to be one of the best countries in the world to make a dent on sustainability. If you just look at the growth in solar, it has consistently grown at roughly 40 to 50 percent year-over-year for the past 10 years"

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Account Based Marketing : From Theory to Best Practice ACCOUNT BASED MARKETING : FROM THEORY TO BEST PRACTICE

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What we think ABM is, what we think it’s not, how some companies are using it to solve sales challenges, and why we think you should care

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ITSMA Account Based Marketing ITSMA ACCOUNT BASED MARKETING

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For companies that want to create sustainable growth and profitability within their most important clients, Account Based Marketing provides a vital strategy. ITSMA’s ABM practice is fueled by a robust methodology, industry best practices, and a s...

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All You Need to Know and More About Target Account Based Marketing ALL YOU NEED TO KNOW AND MORE ABOUT TARGET ACCOUNT BASED MARKETING

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Who should read this “orange paper” about Target Account Based Marketing? Continue reading if you value learning about how to be successful using Target Account Based Marketing strategies. If you don't even know what Target Account Based Marketing is...

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The Definitive Guide To High Performance Account Based Marketing THE DEFINITIVE GUIDE TO HIGH PERFORMANCE ACCOUNT BASED MARKETING

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While it is well resolved that Account-Based Marketing is a desired approach for todays’ B2B marketer what is less resolved is a grounded understanding as to exactly what the practice is and how to do it in a way that will maximize results. More than...

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High-Performance ABM Capabilities HIGH-PERFORMANCE ABM CAPABILITIES

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Demand Metric has researched the practice of Account-Based Marketing (ABM) for nearly two years. Like other analyst firms, Demand Metric has established that the adoption of ABM is occurring at a rapid rate and awareness is very high. While not al...

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ACCOUNT-BASED MARKETING TARGETING WITH INTENT ACCOUNT-BASED MARKETING TARGETING WITH INTENT

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This whitepaper will demonstrate why account-based marketing continues to gain momentum and why you should consider implementing an intent-driven ABM program in your organization.

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Account-Based Marketing Adoption Benchmark Report – September 2015 ACCOUNT-BASED MARKETING ADOPTION BENCHMARK REPORT – SEPTEMBER 2015

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ABM as a concept is not new, but now with the introduction of purpose-built technologies, it has become scalable, making it simple to grasp and compelling. It allows marketing and sales to target the accounts they value most, including prospects, c...

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MODERN BUSINESS-TO-BUSINESS MARKETING IN THE ERA OF THE EMPOWERED BUYER MODERN BUSINESS-TO-BUSINESS MARKETING IN THE ERA OF THE EMPOWERED BUYER

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Today, we live in an “instant world” where buyers possess infinite choice and infinite power. Whether instant access, instant information, instant gratification, instant justification or instant rationalization, these “instants” impact the way busine...

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How to convert 3X More Deals with Account-Based Marketing HOW TO CONVERT 3X MORE DEALS WITH ACCOUNT-BASED MARKETING

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As a high growth company, Demandbase needed a focused strategy that would help them become more efficient, align their sales and marketing teams and close more deals. Read how Demandbase: Used its own technology to attract, engage and convert its mo...

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Account-Based Marketing: Fundamentals Every B2B Marketer Must Know ACCOUNT-BASED MARKETING: FUNDAMENTALS EVERY B2B MARKETER MUST KNOW

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What makes ABM so attractive right now is the way it combines insights for strategy and technology for execution. Marketing teams who understand ABM are in a powerful position to better align to what Sales needs, and to make smart choices about ...

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Account-Based Marketing at Scale Delivers Results ACCOUNT-BASED MARKETING AT SCALE DELIVERS RESULTS

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(ABM) can seem complicated, but when methodically divided into sequential steps and implemented with the help of technology, it can deliver significant results. In this Select Practice, we describe how Demandbase applied operational discipline and an...

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B2B Marketer’s Guide to Account-Based Website Personalization B2B MARKETER’S GUIDE TO ACCOUNT-BASED WEBSITE PERSONALIZATION

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When it comes to B2B, the website is a leading indicator of buying intent. In fact, every single deal that your sales team closes has touched your website at some stage of the buying process. But in this era of abundant data and choices, B2B market...

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ABM Success Kit: Achieving Sales and Marketing Alignment ABM SUCCESS KIT: ACHIEVING SALES AND MARKETING ALIGNMENT

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Actionable insights to align Sales and Marketing around a common set of goals. In this Success Kit, you’ll learn how to: Identify the key stakeholders within your organization needed to build an ABM strategy Establish buy-in and create a target ...

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Building Your Target Account List: The Foundation to an Account-Based Marketing Approach in Four Steps BUILDING YOUR TARGET ACCOUNT LIST: THE FOUNDATION TO AN ACCOUNT-BASED MARKETING APPROACH IN FOUR STEPS

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While the worlds of B2B sales and marketing have undergone enormous change, one principle remains consistent: The more precisely aligned the sales and marketing organizations, the greater the likelihood of overall corporate success. The fulcrum upon ...

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Scale Account-Based Marketing with Predictive Analytics SCALE ACCOUNT-BASED MARKETING WITH PREDICTIVE ANALYTICS

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The B2B buying process has irrevocably changed (and will continue to do so). Buyers are more in control than ever – and it is up to brands to engage with them earlier in the buying cycle rather than waiting for the to raise their hands. At the same t...

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Account-based marketing – Fundamentals every B2B marketer must know ACCOUNT-BASED MARKETING – FUNDAMENTALS EVERY B2B MARKETER MUST KNOW

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We’ve thrown a lot at you. Now it’s your turn. You can take the steps and ideas we’ve explained here and use them to craft your own Account-Based Marketing plan. And remember, we’re always here to help. For more information, visit the Demandbase Acco...

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High Performance ABM Capabilities – The Proven Account- Based Marketing Framework HIGH PERFORMANCE ABM CAPABILITIES – THE PROVEN ACCOUNT- BASED MARKETING FRAMEWORK

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Demand Metric has researched the practice of Account-Based Marketing (ABM) for nearly two years. Like other analyst firms, Demand Metric has established that the adoption of ABM is occurring at a rapid rate and awareness is very high. While not all B...

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Account-Based Marketing: The Key to B2B Success ACCOUNT-BASED MARKETING: THE KEY TO B2B SUCCESS

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The rise of digital content on the Internet has changed the B2B buying process dramatically. In turn, this shift has required B2B marketers to change the way they think about their websites, content, and digital advertising. As we all know, marketers...

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THE DEFINITIVE GUIDE TO PIPELINE MARKETING THE DEFINITIVE GUIDE TO PIPELINE MARKETING

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The Definitive Guide to Pipeline Marketing, brought to you by the company that coined the term. This hands-on guide will walk you through a number of thoughtprovoking and actionable takeaways high-performing B2B companies have adopted to drive revenu...

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ABM in a nutshell ABM IN A NUTSHELL

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Account-based marketing. It’s a term that’s been bandied around for a few years but ABM is now being adopted on a much larger scale. It is a highly targeted and real-time marketing technique that offers new possibilities. The key to successful ABM is...

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THE PRACTICAL GUIDE TO ACCOUNT-BASED MARKETING MEASUREMENT THE PRACTICAL GUIDE TO ACCOUNT-BASED MARKETING MEASUREMENT

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If you’re in B2B marketing today, Account-Based Marketing (ABM) is likely sitting somewhere in your 2016 initiatives. It’s an exciting concept but one that requires a ton of research, planning and grunt work... and that’s before you send a single bea...

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ACCOUNT-BASED MARKETING beginner’s guide ACCOUNT-BASED MARKETING BEGINNER’S GUIDE

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Account-based marketing might have gained popularity only recently, but the concept can be traced back over 20 years. B2B organizations ran campaigns against target lists before marketing automation and inbound marketing came to be, but without much ...

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2016 #FlipMyFunnel Account-Based Marketing Benchmark Survey Report 2016 #FLIPMYFUNNEL ACCOUNT-BASED MARKETING BENCHMARK SURVEY REPORT

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Account-based marketing is a rapidly changing field and technology is allowing B2B marketers to scale their efforts like never before. This opens the door great opportunities like FlipMyFunnel for marketers to come together and support each other by ...

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Driving B2B growth with account-based marketing DRIVING B2B GROWTH WITH ACCOUNT-BASED MARKETING

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In ABM, less is definitely not more. Successful ABM requires dedicated staff, preferably – as in the Juniper example – one marketer to one account. It can even work with the more typical scenario of one marketer looking after three to five accounts. ...

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Account-Based Marketing 2015: RBI ACCOUNT-BASED MARKETING 2015: RBI

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How Medidata Delivered Results With ABM? A joint sales and marketing commitment aligned communications and customer empathy to deliver targeted planning, execution and measurement. Strategic account governance installed to create an environment of ...

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Account Based Marketing ACCOUNT BASED MARKETING

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How can we target companies to reach the relevant consumers? My recommendations are use editorial content, returning visitors, not only bought traffic, Own + curated, Use a combination of Account Based Marketing and local search, Investigate what p...

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The Channel Marketer’s Guide to Demand Generation THE CHANNEL MARKETER’S GUIDE TO DEMAND GENERATION

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This E-book will offer a detailed breakdown of new demand generation strategies, and what vendors need to provide to their partners to help them succeed. In addition to providing a series of best practices for improving demand generation across these...

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Five Critical Components: Building Successful B2B Demand Generation Plays for Channel Partners FIVE CRITICAL COMPONENTS: BUILDING SUCCESSFUL B2B DEMAND GENERATION PLAYS FOR CHANNEL PARTNERS

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You’ve heard that before, and with 91% of B2B marketers using content marketing1, emperor works well too. This means your marketing’s results will depend not only on the mediums and tactics you choose, but also on your choice of the best possible co...

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Effective stages of Demand Generation EFFECTIVE STAGES OF DEMAND GENERATION

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There are many whitepapers, blogs and forums that discuss demand generation programmes. Many offer advice about the merits of using one automation system over another or the tactical benefits of this over that to boost response rates. Their initial s...

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2016 DEMAND GENERATION BENCHMARK REPORT 2016 DEMAND GENERATION BENCHMARK REPORT

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Demand generation budgets will continue their upward trajectory in 2016, with more than two-thirds (67%) of marketers expecting an overall increase, and more than one-third (39%) of marketers expecting a rise of 20% or more, according to respondents ...

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Make Marketing Matter MAKE MARKETING MATTER

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Marketing has been undergoing a transformation. Success in marketing today has moved beyond aligning sales and marketing, or aligning various marketing groups. Today marketing is at the epicenter of the organization. Gone are the days in which innova...

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INTEGRATING THIRD-PARTY PROGRAMS WITH MARKETO TO FULLY AUTOMATE DEMAND GEN INTEGRATING THIRD-PARTY PROGRAMS WITH MARKETO TO FULLY AUTOMATE DEMAND GEN

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If you’re a Marketo customer, you’ve bet on the power of automation to gain efficiency, drive deeper prospect engagement and create sales pipeline and customers. This investment in Marketo’s technology enables you to more effectively leverage prospec...

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Arrow IBM Demand Generation Programme ARROW IBM DEMAND GENERATION PROGRAMME

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The Arrow IBM Demand Generation programme creates and nurtures a strong sales pipeline for our partners. Together, Arrow and IBM have invested heavily in this programme and we work hard behind the scenes before you receive a lead targeted to your ski...

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Guide To Removing Obstacles For Account-Based Marketing GUIDE TO REMOVING OBSTACLES FOR ACCOUNT-BASED MARKETING

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With every new system a business tries, there is a set of obstacles to overcome. Research shows that 41% of companies say they are making account-based marketing a priority. That means more businesses than ever are faced with a variety of obstacles t...

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The Strategy of Demand Generation THE STRATEGY OF DEMAND GENERATION

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Demand Generation is strategic. Now you know in which direction this paper is going. It’ll discuss where Demand Generation fits into a business and why it must be strategic to be of any value, why it’s not just a numbers game. First: what is Demand G...

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DEMAND GENERATION IN A DISAPPEARING SALES CYCLE DEMAND GENERATION IN A DISAPPEARING SALES CYCLE

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The sales cycle is no longer in the hands of sales. Today, the consumer is in control and spends a majority of their purchase decision-making process researching products on their own. As a result, the task of the modern marketer is educate and quali...

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A Quick Start Guide to Planning Your Account-Based Marketing Road Map A QUICK START GUIDE TO PLANNING YOUR ACCOUNT-BASED MARKETING ROAD MAP

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Account-Based Marketing (ABM) has been gaining much attention among B2B organizations over the last two years. A longestablished, originally sales-based strategy, ABM calls for marketers to focus on decisionmakers within specifically targeted compani...

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Demand Gen Reimagined How Converging MarTech and AdTech Affects Demand Marketing DEMAND GEN REIMAGINED HOW CONVERGING MARTECH AND ADTECH AFFECTS DEMAND MARKETING

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Marketers are on the hook to deliver efficient, measurable, scalable demand-generation programs to fuel the sales pipeline and acquire customers, while delivering a personalized experience. This mandate is not new. For years, B2B marketers have repor...

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Intro to Automated Outbound Demand Generation What It Means, Why It Matters and How to Get Started INTRO TO AUTOMATED OUTBOUND DEMAND GENERATION WHAT IT MEANS, WHY IT MATTERS AND HOW TO GET STARTED

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Today’s demand generation marketers are experiencing increasing pressure to discover new prospects, drive sales pipeline and generate revenue, all while creating and executing new programs, managing vendor relationships, analyzing data…the list goes ...

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Demand Generation 101: A Marketer’s Guide to the Tools & Tactics that Drive Engagement & Pipeline DEMAND GENERATION 101: A MARKETER’S GUIDE TO THE TOOLS & TACTICS THAT DRIVE ENGAGEMENT & PIPELINE

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Demand generation can be a tricky term for marketers. Different people define it in different ways, and many see it as pretty much the same thing as lead generation: the process of attracting prospects, identifying them, and moving them into an organ...

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HOW TO PROFIT FROM ACCOUNT-BASED MARKETING HOW TO PROFIT FROM ACCOUNT-BASED MARKETING

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Every few years a “hot new thing” dominates the marketing conversation – hitting the industry with a tsunami of media and a surge of hype. Five years ago it was inbound marketing; after that, demand generation took center stage. In both cases, an int...

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Five Key Points to Consider When Choosing a Demand Generation Solution FIVE KEY POINTS TO CONSIDER WHEN CHOOSING A DEMAND GENERATION SOLUTION

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Savvy B2B marketers are recognizing the limits of today's email marketing and web analytics applications for generating qualified sales leads and are switching to a demand generation solution to ensure a continuous stream of qualified leads. Find...

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The 7 Principles Of IT B2B Demand Generation THE 7 PRINCIPLES OF IT B2B DEMAND GENERATION

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When it comes to IT and software sales in the B2B space, a lengthy sales process is hardly uncommon. In part, that’s due to the highly technical products and services being sold, many of which require complex configuration and an extensive implementa...

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Account-Based Marketing The Art of the Start ACCOUNT-BASED MARKETING THE ART OF THE START

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Account-Based Marketing (ABM) offers many promises around customer growth and retention. While not a new concept, both data-driven marketing approaches and new marketing tools have given ABM a resurgence of late, making it a practical approach for an...

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5 ways a creative agency can boost your demand generation 5 WAYS A CREATIVE AGENCY CAN BOOST YOUR DEMAND GENERATION

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Great design not only speaks volumes about a company’s professionalism, quality and positioning in the market but is also critical to getting traction with almost any demand generation campaign. Below are 5 examples of how your creative agency can ge...

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TECH-DRIVEN DEMAND GENERATION TECH-DRIVEN DEMAND GENERATION

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The journey doesn’t stop when prospects enter your pipeline, just like smart demand marketing doesn’t end with the original media investment. Closed-loop integrations with your marketing automation and CRM systems allow KPI data to be passed back to ...

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4 Ways Marketers Can Boost Their Demand Gen Results 4 WAYS MARKETERS CAN BOOST THEIR DEMAND GEN RESULTS

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Over the past decade, the explosion of digital information and access to social networks has completely transformed the purchase journey for B2B customers, as well as the marketing and sales process for B2B companies. A foundational step in addressin...

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How Intent Data Can Drive Demand Generation HOW INTENT DATA CAN DRIVE DEMAND GENERATION

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The B2B customer journey is ever evolving, and now customers are surrounded with more data than ever before. By understanding and leveraging intent, you can construct effective media programs to reach buyers who are in market for your solutions. Thi...

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Market segmentation MARKET SEGMENTATION

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Before designing any sort of marketing strategy, organizations should have a thorough understanding of their best potential customers. Enter market segmentation. Market segmentation involves dividing your market into groups of consumers sharing simil...

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Market Segmentation: The Business Case MARKET SEGMENTATION: THE BUSINESS CASE

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These are difficult times due to the worldwide competition, limited budgets, and the relentless need to deliver constant profits and sustained growth. How can you increase revenues, decrease costs and reduce risk using your existing resources? The wa...

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ACCOUNT BASED MARKETING TARGETING WITH INTENT ACCOUNT BASED MARKETING TARGETING WITH INTENT

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This whitepaper demonstrates why account based marketing continues to gain momentum and why you should consider implementing an intent-driven ABM program in your organization. Account based marketing is far more than a nice-to-have solution for B2B m...

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The Payoff Of Account Based Marketing: 6 Critical Steps To Targeting Key Accounts THE PAYOFF OF ACCOUNT BASED MARKETING: 6 CRITICAL STEPS TO TARGETING KEY ACCOUNTS

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The shotgun approach to marketing is missing the target. That's why companies from a wide range of industries are turning to Account Based Marketing (ABM) to reach the key decision makers. This E-book will show you the six key steps to using ABM to e...

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An Introduction to Inbound Marketing AN INTRODUCTION TO INBOUND MARKETING

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Inbound marketing refers to marketing activities that bring in potential customers, rather than outbound marketing, which relies on marketers having to go out to get prospects' attention. In both inbound and outbound marketing, each potential custome...

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Account-Based (ABM) Advertising Solution Sheet ACCOUNT-BASED (ABM) ADVERTISING SOLUTION SHEET

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Increase brand visibility, in¬uence buyers, and grow site tra c by serving display ads to users at your B2B target accounts. Kwanzoo’s account-based (ABM) advertising solutions uniquely integrate display advertising, MAP/CRM and IP-based targeting te...

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Data-Driven Demand Generation and Reporting Accelerates Revenue Growth for GuideSpark DATA-DRIVEN DEMAND GENERATION AND REPORTING ACCELERATES REVENUE GROWTH FOR GUIDESPARK

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GuideSpark is a fast-growing company with a huge target market. The company delivers employee engagement and communications video solutions across all industries for common human resource communication needs such as onboarding, benefits, compliance, ...

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Discover how and why Research-Based Demand Generation works for marketing software and data companies, and digital marketing agencies. DISCOVER HOW AND WHY RESEARCH-BASED DEMAND GENERATION WORKS FOR MARKETING SOFTWARE AND DATA COMPANIES, AND DIGITAL MARKETING AGENCIES.

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According to a CMO Council study, research reports are the most influential type of content marketers use. Research-Based Demand Generation is a process we developed to generate leads with research content of interest to your target customers, and nu...

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Segmentation: Foundation of Marketing Strategy SEGMENTATION: FOUNDATION OF MARKETING STRATEGY

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One purpose of marketing is to identify customers’ needs and consequently determine the best way to meet those needs. However, it is nearly impossible for organizations to satisfy every customer’s unique needs. Instead, it is more efficient to alloca...

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Listening, Segmentation, Automation: 10 Tips for Laying the Foundation for a Strong Digital Marketing Program LISTENING, SEGMENTATION, AUTOMATION: 10 TIPS FOR LAYING THE FOUNDATION FOR A STRONG DIGITAL MARKETING PROGRAM

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Many marketing white papers talk a lot about specific tactics and how to maximize your approach to one key task. Having better calls to action and delivering the best offers by working closely with your business stakeholders are excellent strategies ...

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State of Pipeline Marketing How B2B Marketers Drive Growth 2015 STATE OF PIPELINE MARKETING HOW B2B MARKETERS DRIVE GROWTH 2015

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As marketers we have access to numerous platforms and channels. We constantly adapt our strategies as technology changes. Pipeline marketing is how we remain focused on the outcome of marketing: revenue. Pipeline marketing helps us understand the tru...

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Account Based Marketing - The Golden Bullet ACCOUNT BASED MARKETING - THE GOLDEN BULLET

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Key Accounts. Group Accounts. Strategic Accounts. Tier 1 Accounts. Whatever you call it doesn’t really matter, it is all the same. You’re trying to focus on growing accounts of high value for your business. Get The Golden Bullet – your guide to Accou...

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The Demand Generation Business Model Review THE DEMAND GENERATION BUSINESS MODEL REVIEW

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What value does your B2B content marketing agency give you? In the Journey, we detail the strategic demand generation services you can employ to drive value from above the B2B marketing sales funnel to return qualified, sales-ready leads. From buyer ...

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9 Ways Market Segmentation Improves Business Success 9 WAYS MARKET SEGMENTATION IMPROVES BUSINESS SUCCESS

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What is Market Segmentation? Market segmentation divides a target market into logical subgroups based on some combination of demographic, psychographic, attitudinal or behavioral variables. The resulting model allows an organization to fine-tune its ...

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B2B Market Segmentation B2B MARKET SEGMENTATION

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The target market for any B2B product or service is not one homogeneous mass. Rather, it can usually be divided into several distinct groups based on who they are, how they behave, what they want or what they think. The most common approach to segmen...

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RingCentral Enables Account-based Marketing while Reducing Costs and Driving Significant Pipeline with Leadspace Platform RINGCENTRAL ENABLES ACCOUNT-BASED MARKETING WHILE REDUCING COSTS AND DRIVING SIGNIFICANT PIPELINE WITH LEADSPACE PLATFORM

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RingCentral, the leading provider of SaaS solutions for business communications, runs one of the most sophisticated demand-generation programs in B2B. Despite the success of their inbound marketing, the company recognized they were missing out on man...

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ACCOUNT BASED MARKETING ACCOUNT BASED MARKETING

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Today’s buyers are educated and know how to get access to the resources they need to research and make a purchase decision without the need for a sales person to hand hold them through the process...

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The Complete Guide to Targeted B2B Advertising THE COMPLETE GUIDE TO TARGETED B2B ADVERTISING

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To understand how to do this, you first have to understand the concept of the right buyer and their journeys. To succeed in any form of marketing – particularly display advertising – you need to be laser focused on the segments, personas, and channel...

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Demand Generation Professional Handbook DEMAND GENERATION PROFESSIONAL HANDBOOK

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Is your demand generation engine firing on all cylinders? Are your demand generation programs aligned with your organization’s revenue goals? Are your programs producing enough quality leads? Are your sales and marketing organizations aligned? If you...

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2015 B2B Enterprise Demand Generation Study 2015 B2B ENTERPRISE DEMAND GENERATION STUDY

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What has changed in the last year for B2B Enterprise marketers? Have we made progress - moving away from tactical to become more strategic in our demand generation? How do we rate our demand generation teams in terms of effectiveness…

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HOW VIDEO IS TRANSFORMING B2B DEMAND GENERATION HOW VIDEO IS TRANSFORMING B2B DEMAND GENERATION

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Whitepapers have a long history of effectiveness, but their role is evolving as video quickly gains adoption in the marketplace. They are inherently more consumable and more shareable, especially among busy executives. The best-in-class companies wil...

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DEMAND GENERATION 2014 DEMAND GENERATION 2014

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Whitepapers have a long history of effectiveness, but their role is evolving as video quickly gains adoption in the marketplace. They are inherently more consumable and more shareable, especially among busy executives. The best-in-class companies wil...

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A Beginner’s Guide to Brand Control & Demand Generation A BEGINNER’S GUIDE TO BRAND CONTROL & DEMAND GENERATION

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All organizations that maintain a partner community know that there is a significant amount of time and resources spent on keeping these relationships active, up-to-date and profitable. A Forrester report called Trends in CrossChannel Campaign Manage...

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HUBSPOT FOR WORDPRESS SITES Demand Generation Scenario Test HUBSPOT FOR WORDPRESS SITES DEMAND GENERATION SCENARIO TEST

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In our test scenario we envision a company that is positioning itself as a subject matter expert and looking to drive conversions for a SAAS platform offering. To enable an implicit lead scoring filter, a piece of content has been generated and an em...

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Grande guide to social demand generation GRANDE GUIDE TO SOCIAL DEMAND GENERATION

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Demand generation is the strategies and tools marketing uses to identify prospects, nurture them, and turn them into leads. In today’s business environment - where buyers can access a seemingly unlimited amount of resources about your brand and indus...

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Geolocation Tools and Geographical Market Segmentation GEOLOCATION TOOLS AND GEOGRAPHICAL MARKET SEGMENTATION

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Websites and online content providers often use technical means to ascertain the geographical location of potential visitors. They do this for a variety of socially beneficial purposes, including localizing content, fighting online fraud and complyin...

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Introduction to Demand Generation INTRODUCTION TO DEMAND GENERATION

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Normal data analysis looks at how a sampled group responds to individual questions, with the most popular answers indicating the market trend...

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4 Ways Better Market Segmentation Leads To Higher Sales 4 WAYS BETTER MARKET SEGMENTATION LEADS TO HIGHER SALES

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Personalization and customization due to better market segmentation go hand-in-hand to drive unprecedented gains in sales. Instead of one or two attributes to define four or five segments, we can use 10-12 attributes to create tens of thousands of se...

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Demand Generation - Extending your research DEMAND GENERATION - EXTENDING YOUR RESEARCH

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Using new market insight based on independent research has become central to how tech brands stimulate their market. Core to this approach is thought leadership, supported by a media relations campaign...

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Overcoming the Two Biggest Resource Constraints of B2B Demand Generation OVERCOMING THE TWO BIGGEST RESOURCE CONSTRAINTS OF B2B DEMAND GENERATION

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Demand generation is about creating a presence in the minds of your prospective buyers. It’s about establishing a connection with your brand as a solution for buyers who need to solve specific problems...

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8 Questions You Should Ask Yourself About Your Demand Gen Strategy 8 QUESTIONS YOU SHOULD ASK YOURSELF ABOUT YOUR DEMAND GEN STRATEGY

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Now that you have answered some basic questions about your demand gen strategy and investigated the implications of each, you should be able to draw a reasonable conclusion about how to proceed...

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B2B Marketers Turn To Account-Based Strategies To Improve Targeted Messaging B2B MARKETERS TURN TO ACCOUNT-BASED STRATEGIES TO IMPROVE TARGETED MESSAGING

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More 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 ...

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SURVEY REPORT: A LOOK AT THE CONTENT AND TECHNOLOGY DRIVING TODAY’S DEMAND GENERATION SURVEY REPORT: A LOOK AT THE CONTENT AND TECHNOLOGY DRIVING TODAY’S DEMAND GENERATION

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n an effort to gain insight into the marketing technologies, tactics, and content that B2B organizations are currently using to support effective demand generation, TechValidate and Spear Marketing Group recently partnered to conduct a survey among B...

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8 DEMAND GENERATION PROMISES YOUR BUSINESS SHOULD MAKE FOR 2015 8 DEMAND GENERATION PROMISES YOUR BUSINESS SHOULD MAKE FOR 2015

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2015 is set to be an even more interesting year in the world of B2B business. After a decade of the buying environment shifting irreversibly year-on-year, the best businesses are growing in confidence with new approaches to drive business in the era ...

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Market Analytics & Segmentation MARKET ANALYTICS & SEGMENTATION

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If you’re a modern marketer, relevance is the new black. Just reaching your target consumers isn’t enough to earn their attention. You need to speak to them in a way that deeply reflects their personal needs, desires, and lifestyles...

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Outcome-Based Segmentation OUTCOME-BASED SEGMENTATION

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Most companies segment their markets—but few have used segmentation to proactively gain a disruptive foothold into new markets. A new approach to segmentation offers companies a better way to formulate their market, product and branding strategies......

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Making Demand Generation work in the Construction industry MAKING DEMAND GENERATION WORK IN THE CONSTRUCTION INDUSTRY

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In the UK today, around 93% of builders are recognised as heavy Internet users, and 70% of them buy products online. Likewise, construction industry customers are increasingly engaging in social media as a source of information, and more importantly,...

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B2B State of Enterprise Demand Generation Report B2B STATE OF ENTERPRISE DEMAND GENERATION REPORT

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Do you understand what Demand Generation actually is? Are you suffering with the same issues as the rest of the industry? Perhaps you’re struggling to get the most of your Demand Generation activity? Well you’re not alone. This report created in part...

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Learn to Speak Demand Generation guide LEARN TO SPEAK DEMAND GENERATION GUIDE

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We all know the world of marketing is changing and that the changing behaviour of buyers is at the heart of those changes. We also know that long-term Demand Generation programmes are the intelligent way to communicate with buyers and generate more b...

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The New State of Account-Based Marketing THE NEW STATE OF ACCOUNT-BASED MARKETING

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Account based marketing (ABM) evolved in the 1990’s as an alternative to mass marketing to help marketers and sales people concentrate on penetrating the accounts which best fit your business’ focus. The strategy facilitates a better view of the enti...

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Effective stages of Demand Generation EFFECTIVE STAGES OF DEMAND GENERATION

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Whilst revenue is an obvious outcome from a successful demand generation programme, there are other benefits too...

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Digital Demand Generation DIGITAL DEMAND GENERATION

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Our integrated digital marketing strategies are proven to increase online market share, lower acquisition costs, and penetrate new markets...

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Marketing is about Selling Stuf MARKETING IS ABOUT SELLING STUF

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Demand Generation, or some variant of this term is a hot topic in marketing. With the fracturing of media, the escalating cost of sales calls, and the shrinking availability of prospect time, smart companies are looking for a way to advance their pro...

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Droplet on Demand Generation and Pairwise Merging DROPLET ON DEMAND GENERATION AND PAIRWISE MERGING

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This application note demonstrates the ability of the Mitos Dropix® Droplet Merging System to reproducibly generate and subsequently merge droplets from tens to hundreds of nanolitres with a wide range of volume ratios...

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The Blame Game: Whose Responsibility is Demand Generation? THE BLAME GAME: WHOSE RESPONSIBILITY IS DEMAND GENERATION?

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When the flow of wins coming out of your sales department begins to slow down, the natural thing to do is to reexamine your sales strategy—and even your sales personnel. But before you dive into more sales training, more sales hiring, or new sales le...

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Targeting & Segmentation TARGETING & SEGMENTATION

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In this context the term "prospect" means "anyone whom you are trying to get to do or buy what you want in the context of your campaign." In general we are talking about new people or businesses that we do not know, but occasionally we may also mean ...

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Opportunity Knocks: Uncovering Potential with Account Based Marketing OPPORTUNITY KNOCKS: UNCOVERING POTENTIAL WITH ACCOUNT BASED MARKETING

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In recent years, every organization is jumping into marketing automation (MA) as the be-all, end-all platform to capture and sort leads. But is it enough to simply let your MA machine do all the work? How come only 50% of marketing generated leads ar...

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The Big 5 Metrics of Account-Based Marketing THE BIG 5 METRICS OF ACCOUNT-BASED MARKETING

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Account-based marketing is a strategic approach that coordinates personalized marketing and sales efforts to open doors and deepen engagement at specific accounts…

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Account-Based Marketing in 2013 ACCOUNT-BASED MARKETING IN 2013

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Account-based marketing (aka named account or strategic account marketing) is gaining traction in the B2B space as a smarter way to market with limited resources…

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The Complete Do-It-Yourself Guide to Account-Based Marketing THE COMPLETE DO-IT-YOURSELF GUIDE TO ACCOUNT-BASED MARKETING

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According to research firm SiriusDecisions, 92 percent of companies recognize the value of ABM – describing it as either “extremely important” or “very important.” But at the same time, SiriusDecisions found that only 20 percent of businesses had an ...

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The B2B Marketers Guide to Account-Based Marketing THE B2B MARKETERS GUIDE TO ACCOUNT-BASED MARKETING

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There’s never been a more challenging or exciting time to be a B2B marketer. As Account-Based Marketing becomes more widely used, we’ll see an influx of innovative, personalized marketing programs that drive real revenue. By taking the first step tod...

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REENGINEERING YOUR LEAD FLOWS TO ENABLE ACCOUNTBASED MARKETING REENGINEERING YOUR LEAD FLOWS TO ENABLE ACCOUNTBASED MARKETING

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John Salesman represents an up-and-coming B2B technology company, and he’s having a bad day. It’s the end of another quarter, and again he’s come up short on quota…

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The Clear & Complete Guide to Account Based Marketing THE CLEAR & COMPLETE GUIDE TO ACCOUNT BASED MARKETING

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B2B demand generation has almost completely re-invented itself over the last decade. The collision of inbound, content marketing, lead nurturing, marketing automation, analytics, email, search, social media and native advertising has transformed the ...

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7 Must Do Demand Generation Tactics 7 MUST DO DEMAND GENERATION TACTICS

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Demand generation requires a healthy mix of varied demand generation tactics that straddle all of the channels — from websites to email to events — where your target audience resides...

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Demand Generation: Getting The Results You Seek DEMAND GENERATION: GETTING THE RESULTS YOU SEEK

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Modern marketers are tasked with provide supporting metrics, filling up the pipeline with quality leads and ensuring ROI while maximizing budgets and resources. Many are turning to a marketing automation platform for support in handling the complete ...

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Link Between Demand Generation And Sales Revenue LINK BETWEEN DEMAND GENERATION AND SALES REVENUE

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Effective stages of Demand Generation: Read this whitepaper to understand how you can begin a demand generation program using your current marketing budget and tools...

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Zero-in targeting ZERO-IN TARGETING

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Since the onset of digital advertising, choices in tactics have grown exponentially. Marketers are increasingly relying on contextual signals and utilizing collected data to precisely target consumers as they surf the Internet to make buying decision...

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Using Choice-Based Market Segmentation to Improve Your Marketing Strategy USING CHOICE-BASED MARKET SEGMENTATION TO IMPROVE YOUR MARKETING STRATEGY

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Segmentation studies are complex and expensive undertakings that often come with high expectations. Typically, segmentation studies are initiated because chief marketing officers and other C-suite executives want a road map to guide the growth and st...

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Hyper-Targeted Display Campaigns Reaching the Most Qualified Consumers HYPER-TARGETED DISPLAY CAMPAIGNS REACHING THE MOST QUALIFIED CONSUMERS

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Given the level of market saturation, advertisers need to focus on strategies that get their message in front of specific audiences. Digital platforms don't have the advertising limitations of a traditional medium like billboards…

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5 Ways AdTech Can Scale Account-Based Marketing 5 WAYS ADTECH CAN SCALE ACCOUNT-BASED MARKETING

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Buyer habits are changing. Today’s B2B buyers want to engage with your marketing on their own terms, and they expect your marketing to cater to those expectations, whether they’re engaging on social media, online search, mobile, video...the list goes...

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AN ECONOMIC ANALYSIS OF ONLINE ADVERTISING USING BEHAVIORAL TARGETING AN ECONOMIC ANALYSIS OF ONLINE ADVERTISING USING BEHAVIORAL TARGETING

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Online publishers and advertisers have recently shown increasing interest in using targeted advertising online. Such targeting allows them to present users with advertisements that are a better match, based on their past browsing and search behavior ...

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Measuring Online Behavioural Advertising MEASURING ONLINE BEHAVIOURAL ADVERTISING

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Online Behavioural targeted Advertising (OBA) has risen in prominence as a method to increase the effectiveness of online advertising. OBA operates by associating tags or labels to users based on their online activity and then using these labels to t...

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QUALITY ONLINE LEAD GENERATION, DEMAND GENERATION AND MARKETING SERVICES QUALITY ONLINE LEAD GENERATION, DEMAND GENERATION AND MARKETING SERVICES

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NetLine Corporation is a leading B2B performance-based integrated marketing company providing targeted online lead generation and marketing services for Advertisers, Marketers, and Publishers. We deliver high-quality leads and help maximize the profi...

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THE MARKETER THE MARKETER'S GUIDE TO DIGITAL DEMAND GENERATION

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Creating an effective inbound marketing/demand generation strategy is incredibly important for your business. Not only does it create business opportunities and leads, it serves as a way to connect with existing and potential customers around a speci...

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How To Build A Demand Centre HOW TO BUILD A DEMAND CENTRE

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Technology. People. Process. The Demand Centre model is a combination of all these elements in a centralised resource. Designed to manage, test and expand marketing campaigns across business units and regions the Demand Centre is an integral asset fo...

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Visual Discovery Tools: Market Segmentation and Product Positioning VISUAL DISCOVERY TOOLS: MARKET SEGMENTATION AND PRODUCT POSITIONING

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Most visual discovery products were designed for individual users and then scaled to support workgroup and departmental applications...

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THE NEW Demand Generation: PERSONAS, PERSONALIZATION & PROGRAMMATIC MARKETING THE NEW DEMAND GENERATION: PERSONAS, PERSONALIZATION & PROGRAMMATIC MARKETING

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Strategies are more sophisticated, processes are automated and campaigns have reached an unprecedented level of personalization. What’s the push behind all this change? A new buyer’s journey...

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CHANGE MANAGEMENT STAYING RELEVANT, PRODUCTIVE, AND SANE IN THE CHANGING LANDSCAPE OF DEMAND GENERATION CHANGE MANAGEMENT STAYING RELEVANT, PRODUCTIVE, AND SANE IN THE CHANGING LANDSCAPE OF DEMAND GENERATION

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There is no debating that the complex buyer’s purchase process, unlimited access to information and “self-driven” buying processes have had a monumental impact on how B2B marketing and sales professionals need to operate...

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DEMAND GENERATION SUPPORT SERVICES DEMAND GENERATION SUPPORT SERVICES

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InfoAnalytica supports its customers with highly effective demand generation support and lead qualification services. Under this area, infoAnalytica performs primary and secondary research by qualifying them against parameters that provide the custom...

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2014 B2B Enterprise Demand Generation Survey 2014 B2B ENTERPRISE DEMAND GENERATION SURVEY

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Most surveys of this nature feature a high majority of respondents from the SMB space, and ANNUITAS felt that it was important to uncover more information about how the largest companies run their marketing— uncovering where many organizations are la...

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How to Drive An Effective Demand Generation Strategy HOW TO DRIVE AN EFFECTIVE DEMAND GENERATION STRATEGY

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It’s no secret: B2B buying patterns are changing. In the past, buyers had few options to acquire information on their own and depended on the sellers for details about products and companies. As a result, sales reps were in control of the buying proc...

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Demand Generation - CEB DEMAND GENERATION - CEB

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As a demand generation manager, you are the guardian of disruption in the 57%. The average B2B customer is 57% of the way through the purchase decision before they meaningfully engage sales reps. In that time, they are learning about their problem, w...

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Demand Generation Services DEMAND GENERATION SERVICES

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TechnologyAdvice is a B2B demand generation company that specializes in connecting buyers and sellers of business technology. We believe connecting with your future customers should be simple. Our highly customizable, multichannel services can fill y...

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The Strategy of Demand Generation THE STRATEGY OF DEMAND GENERATION

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Demand Generation is strategic. Now you know in which direction this paper is going. It’ll discuss where Demand Generation fits into a business and why it must be strategic to be of any value, why it’s not just a numbers game...

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5 Ways AdTech Can Scale Account-Based Marketing 5 WAYS ADTECH CAN SCALE ACCOUNT-BASED MARKETING

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This is where account-based marketing(ABM) comes into the picture. ABM allows you to target your marketing (typically with online display advertising) on the account level rather than at the individual level. This means that you can serve up your mar...

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Overview of Market Segmentation OVERVIEW OF MARKET SEGMENTATION

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Targeted recruitment considers the unique needs of the children and youth in need of foster and adoptive families and develops recruitment strategies and messages based on their needs. Effective targeted recruitment uses demographic data to inform it...

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Oracle Marketing Segmentation Guide ORACLE MARKETING SEGMENTATION GUIDE

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This software and related documentation are provided under a license agreement containing restrictions on use and disclosure and are protected by intellectual property laws. Except as expressly permitted in your license agreement or allowed by law, y...

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Digital Signage Solution Targeted Advertising DIGITAL SIGNAGE SOLUTION TARGETED ADVERTISING

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Targeted advertising for out-of-home displays is an effective way to increase the return on advertising dollars. TruMedia’s PROM (ProActive Marketing Solution) enables real-time advertising that targets the current audience, without relying on statis...

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Guide: All You Need to Know… and More! About Target Account Based Marketing GUIDE: ALL YOU NEED TO KNOW… AND MORE! ABOUT TARGET ACCOUNT BASED MARKETING

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Who should read this “orange paper” about Target Account Based Marketing? Continue reading if you value learning about how to be successful using Target Account Based Marketing strategies. If you don't even know what Target Account Based Marketing is...

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Using an Integrated Demand Generation Strategy to Drive Business Growth USING AN INTEGRATED DEMAND GENERATION STRATEGY TO DRIVE BUSINESS GROWTH

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For most companies, there are never enough qualified leads and it’s increasingly difficult to drive alignment between marketing and sales. But that alignment is key for creating an effective demand generation process. Today’s buyer is farther down th...

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The 8 Pillars of Demand Generation for Revenue Acceleration THE 8 PILLARS OF DEMAND GENERATION FOR REVENUE ACCELERATION

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The Definitive Best-Practice Resource for Modern Marketing Leaders Introducing the EIGHT Pillars of Demand Generation for Revenue Acceleration Demand generation and lead generation are often used synonymously, but they are actually quite different......

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The Grande Guide to Social Demand Generation THE GRANDE GUIDE TO SOCIAL DEMAND GENERATION

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You’re busy. Time is precious. Our Grande Guide series of e-books deliver subject matter proficiency in about the time it takes to down your morning coffee – and maybe scarf down a bagel. This Grande Guide tackles the tough subject of using social me...

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The Account-Based Marketing Consortium THE ACCOUNT-BASED MARKETING CONSORTIUM'S DEFINITIVE ABM SUCCESS GUIDE

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While it is well resolved that Account-Based Marketing is a desired approach for todays’ B2B marketer what is less resolved is a grounded understanding as to exactly what the practice is and how to do it in a way that will maximize results. The follo...

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The Missing Link for Account-Based Marketing Success THE MISSING LINK FOR ACCOUNT-BASED MARKETING SUCCESS

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“ABM is not something you can immediately start executing on. For it to be successful, you first need to have a strategy in place, and a critical part of this strategy is understanding your buyers and customers at an in-depth level. When done right, ...

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THE 2016 GUIDE TO B2B ACCOUNT-BASED TARGETING THE 2016 GUIDE TO B2B ACCOUNT-BASED TARGETING

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For many years, companies have been using sales segmentation to narrow down lists of accounts into categories who are likely to become prospects or customers. But just looking at high-level data like company size, industry, or geographic region is on...

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Using Math to Determine the Time it Will Take to Reach Your Target Market USING MATH TO DETERMINE THE TIME IT WILL TAKE TO REACH YOUR TARGET MARKET

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Our sales and marketing disciplines are quickly moving away from the form of “art” to a predictable, forecastable and repeatable science based on math. Companies that recognize this and implement it within their sales organizations will have a seriou...

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The Beginner’s Blueprint to Account-Based Marketing THE BEGINNER’S BLUEPRINT TO ACCOUNT-BASED MARKETING

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Account-based marketing has its roots in the 1990s, when B2C and B2B companies alike began to realize the need for more personalized marketing. In 1993, Don Peppers and Martha Rogers published their landmark The One-to-One Future, which forecasted th...

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Account-Based Marketing Campaigns ACCOUNT-BASED MARKETING CAMPAIGNS

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Drive higher performance campaigns that directly align with sales by employing an Account-Based Marketing (ABM) strategy. This is different than traditional criteria-based marketing approaches because ABM focuses on penetrating accounts that are spec...

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The Demand Generation Marketer’s Guide to LinkedIn Marketing Solutions THE DEMAND GENERATION MARKETER’S GUIDE TO LINKEDIN MARKETING SOLUTIONS

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The buyer’s journey has grown increasingly complex. If you want to reach, engage, and ultimately convert today’s research-savvy buyers, you’re going to have to change your demand generation strategy. Discover how you can leverage the newly expanded L...

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CONNECTING PRODUCT MARKETING & DEMAND GENERATION CONNECTING PRODUCT MARKETING & DEMAND GENERATION

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As a product marketer, you nurture your relationships with your company’s product and sales teams, which help you to excel at launching your products into the market. But, unless you’re also working closely with your company’s demand generation team ...

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6 Step Guide to B2B Demand Generation 6 STEP GUIDE TO B2B DEMAND GENERATION

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Demand Generation is a complex but highly effective B2B marketing strategy. It’s a targeted process that attracts and nurtures the right prospects for your company...

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Best Practices in Segmentation BEST PRACTICES IN SEGMENTATION

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“Segmentation” is a concept coined in economics and put to good use in marketing. In the ancient past (say 2005 or so), most of the ways marketers used to connect with prospects were broad-brush push strategies: mass media, direct mail, billboards, s...

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Demand Generation: Building A Predictable Marketing Pipeline for Sales Success DEMAND GENERATION: BUILDING A PREDICTABLE MARKETING PIPELINE FOR SALES SUCCESS

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We are in the wild west phase of Demand Generation, with pioneers leading the charge, and some settlers starting to own processes and approaches that are proving valuable. In 2015 there will be a greater focus on best practice and learning around the...

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BUILDING YOUR DEMAND FUNNEL BUILDING YOUR DEMAND FUNNEL

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That’s because the B2B buyer is now entrenched in an age of ‘information abundance’ with all the resources they need to self-educate. In fact, it now takes an average of 19 months to create a new B2B customer and seven touches to convert a ‘prospect’...

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A Complete Guide To Account Based Marketing (ABM) A COMPLETE GUIDE TO ACCOUNT BASED MARKETING (ABM)

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In the digital era – where a potential audience and customer-base is global – the temptation is to cast the biggest net over the widest area possible. It’s an enticing prospect and it has helped perpetuate sales and marketing as a high volume busines...

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23 Questions that Demand Generation Companies May Not Want You to Ask 23 QUESTIONS THAT DEMAND GENERATION COMPANIES MAY NOT WANT YOU TO ASK

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Choosing the right demand generation solution is a business-critical decision for any marketer. Many of these solutions are complex, and they might appear to be more alike than they actually are. Questions about support and even the vendor company it...

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Intro to Automated Outbound Demand Generation INTRO TO AUTOMATED OUTBOUND DEMAND GENERATION

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Today’s demand generation marketers are experiencing increasing pressure to discover new prospects, drive sales pipeline and generate revenue, all while creating and executing new programs, managing vendor relationships, analyzing data the list goes ...

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Account Based Marketing (ABM): from theory to best practice ACCOUNT BASED MARKETING (ABM): FROM THEORY TO BEST PRACTICE

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Lots of people today talk about account-based marketing or ABM. The problem is that if you ask 10 people what it is you get 11 different answers. It’s a term that gets tossed around a lot because it’s fashionable. But we think it’s a hugely important...

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MARKET SEGMENTATION REPORT MARKET SEGMENTATION REPORT

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Twinstone is a young and passionate company working on change. We believe change is important to contribute to Living and Sustainable Cities together with our clients. Twinstone works on economic sustainability, because we think we can reach large vo...

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Demand Generation 5 Best Practices that Support SEO DEMAND GENERATION 5 BEST PRACTICES THAT SUPPORT SEO

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Today's marketing industry a world full of buzzwords, sky-high expectation, and rapidly evolving technologies that can make the job exceedingly complex and stressful. That's why it's vital to have a set of best practices in place to serve as a safe f...

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Transforming demand generation, boosting responses up to sixfold TRANSFORMING DEMAND GENERATION, BOOSTING RESPONSES UP TO SIXFOLD

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With IBM’s older systems, marketers often didn’t receive crucial information about campaign performance until the end of the quarter: far too late to make changes, or even to improve planning of future campaigns. Now, however, using Unica technology ...

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Demand Generation Benchmark DEMAND GENERATION BENCHMARK'S REPORT

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HubSpot partnered with Qualtrics to find out how companies are generating demand for their brands and how successful they’ve been in their efforts. We surveyed more than 900 marketers, management level and above -- from all different industries -- in...

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Marketing Demand Generation Guide MARKETING DEMAND GENERATION GUIDE

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Co-marketing means us working together to produce effective marketing campaigns with a single message - saving time, effort and money. To enable you to effectively use our brand, we build co-branded campaigns with messaging around many of our product...

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The Power of “Factory Thinking” in Sales and Marketing THE POWER OF “FACTORY THINKING” IN SALES AND MARKETING

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Today’s business-to-business companies face serious challenges. Marketing channels are becoming increasingly saturated, suspects and prospects are more difficult to reach, and the competition for the attention of buyers, influencers and even users ha...

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The Business Case for Integrated Demand Generation THE BUSINESS CASE FOR INTEGRATED DEMAND GENERATION

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As competition intensifies and growth expectations increase, B2B marketers are under pressure to deliver measurable results and clearly demonstrate the value they provide...

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Inside the Channel Development & Demand Generation Continuum INSIDE THE CHANNEL DEVELOPMENT & DEMAND GENERATION CONTINUUM

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Distributors are renowned for efficient, cost-effective delivery of IT solutions and services across the world. What many people fail to realise is that these industry leaders also develop comprehensive channel marketing programs that generate extens...

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Demand Generation Survey: Cross the Chasm DEMAND GENERATION SURVEY: CROSS THE CHASM

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The following report is based on a Web survey conducted in August 2008.We have assembled input from sales and marketing decision makers from medium and large enterprises. Our objective was to understand current demand generation trends by answering t...

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Market Segmentation and Energy Efficiency Program Design MARKET SEGMENTATION AND ENERGY EFFICIENCY PROGRAM DESIGN

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Segmentation – identifying homogenous sub-populations within larger heterogeneous populations – has emerged as an important marketing tool over the past half-century...

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Using Market Segmentation for Better Customer Service and More Effective Strategic Planning USING MARKET SEGMENTATION FOR BETTER CUSTOMER SERVICE AND MORE EFFECTIVE STRATEGIC PLANNING

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Public and academic libraries face a plethora of information age challenges. In a world of customized service, where Amazon knows what books you might like to read and Netflix suggests films you’d like to watch, libraries have an opportunity to rein...

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Targeted Interactive Advertising TARGETED INTERACTIVE ADVERTISING

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As the communications industry evolves from a network-centric view of the world to a user-oriented perspective, service providers are transforming their business models to create new revenue opportunities associated with enhanced content and interact...

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Account-Based Marketing: Targeting With Intent ACCOUNT-BASED MARKETING: TARGETING WITH INTENT

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If you are a B2B marketer, account-based marketing is everywhere—but what is it and where did it come from? The concept has been around since the 1990s when marketers began to abandon mass-marketing for more targeted approaches...

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Location Based Advertising on mobile LOCATION BASED ADVERTISING ON MOBILE

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Location Based Advertising can be the most personal form of advertising on a mobile and if used correctly can deliver exceptional results. This report has been created to give advertisers and agencies an insight into the models that are currently bei...

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Retail Marketing Segmentation RETAIL MARKETING SEGMENTATION

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Over the past year, the growth in daily deals such as Groupon and Living Social has become one of the most significant trends in retail and service businesses. Daily deal sites are competing for new customers and to keep current buyers in such a high...

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NoSQL and Ad Targeting NOSQL AND AD TARGETING

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Ad and offer targeting systems present a host of interactive software scaling challenges. Interactive software (software with which a person iteratively interacts in real time) has changed in fundamental ways over the last 35 years...

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COMPLETE GUIDE TO TARGETED ADVERTISING COMPLETE GUIDE TO TARGETED ADVERTISING

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If you consider yourself a modern marketer or demand generation professional at a B2B company today, you are likely already up and running with basic display advertising and retargeting campaigns...

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The Rise of the Demand Generation Agency THE RISE OF THE DEMAND GENERATION AGENCY

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This paper clarifies the definition of a new kind of marketing agency, the Demand Generation Agency...

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5 Steps to Increasing Return from B2B Demand Generation Programs 5 STEPS TO INCREASING RETURN FROM B2B DEMAND GENERATION PROGRAMS

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Modern corporations have long been accused of focusing on the short-term, to their detriment.

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Building a Strategic Marketing Plan: Market Segmentation + Identifying a Target Market BUILDING A STRATEGIC MARKETING PLAN: MARKET SEGMENTATION + IDENTIFYING A TARGET MARKET

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In the process of developing a Strategic Marketing Plan, the subsequent step which follows the identification of strategic business objectives for your brand is market segmentation and identifying your target market...

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Account-Based Marketing: An Approach on the Rise in Professional Services ACCOUNT-BASED MARKETING: AN APPROACH ON THE RISE IN PROFESSIONAL SERVICES

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This document contains a summary of the top-level results of our recent survey on account-based marketing (ABM).

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Market Segmentation of Facebook Users MARKET SEGMENTATION OF FACEBOOK USERS

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In this paper, I develop afresh a comprehensive approach to market segmentation of Facebook users.

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Consumer Mobile Email: The Case for Long Tail Marketing Segmentation CONSUMER MOBILE EMAIL: THE CASE FOR LONG TAIL MARKETING SEGMENTATION

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In an increasingly competitive mobile marketplace, differentiating value-added services for the general audience has become next to impossible.

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Targeted Advertising in Magazine Markets and the Advent of the Internet TARGETED ADVERTISING IN MAGAZINE MARKETS AND THE ADVENT OF THE INTERNET

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This paper examines how the ability of media firms to engage in targeted advertising has changed with increased competition from online channels.

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Targeted Advertising and Social Status TARGETED ADVERTISING AND SOCIAL STATUS

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This paper shows that a firm may use non-targeted advertising to exploit consumers’ desire for social status.

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Targeted Advertising on Competing Platforms TARGETED ADVERTISING ON COMPETING PLATFORMS

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This paper studies targeted advertising in two sided markets. Two platforms, with different targeting abilities, compete for single-homing consumers, while advertising firms are multi-homing.

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Market Segmentation Approaches: Do They Benefit Destination Marketers? MARKET SEGMENTATION APPROACHES: DO THEY BENEFIT DESTINATION MARKETERS?

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Market segmentation aims to divide markets comprised of individuals into groups whose characteristics are relatively homogeneous within each set or segment and heterogeneous between segments.

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Segmentation and Customer Loyalty SEGMENTATION AND CUSTOMER LOYALTY

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Loyal customers are important to businesses because they offer a steady revenue stream, higher profit margins and enthusiastic referrals. But in a down economy, price sensitivity can trump loyalty. To strengthen the bonds with these high-profit poten...

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Market Segmentation- A framework for determining the right target customers MARKET SEGMENTATION- A FRAMEWORK FOR DETERMINING THE RIGHT TARGET CUSTOMERS

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Marketers have recognized that the target audience of a certain product are not all alike. They differ in terms of demographics, attitudes, needs, location and social affiliations. Most markets are made up of different individual customers, sub-marke...

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Time to get personal with ABM TIME TO GET PERSONAL WITH ABM

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Unless you’ve been too busy bombarding your prospects and customers with generic messages, you’ll have noticed account-based marketing is currently getting a lot of attention. Often referred to as ABM, account-based marketing is becoming a key techni...

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Targeted Advertising And Privacy Too TARGETED ADVERTISING AND PRIVACY TOO

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The Web presents a rich and powerful tool for aggregation of consumer information. A flurry of recent articles in the popular press has documented aggressive manipulation of such information by some companies for the purposes of targeted advertising....

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A Strategic Advantage with Behavioral Targeting? A STRATEGIC ADVANTAGE WITH BEHAVIORAL TARGETING?

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To benefit from the constant increase of on-line sales, firms have been deploying an ever changing set of novel technologies to target specific consumers on-line. The logic behind targeting suggests that in reality there should be different strategie...

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TRAP: using TaRgeted Ads to unveil Google personal Profiles TRAP: USING TARGETED ADS TO UNVEIL GOOGLE PERSONAL PROFILES

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In the last decade, the advertisement market spread significantly in the web and mobile app system. Its effectiveness is also due thanks to the possibility to target the advertisement on the specific interests of the actual user, other than on the co...

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DELIVERING VALUE WITH DATA-DRIVEN,SEGMENT-BASED MARKETING DELIVERING VALUE WITH DATA-DRIVEN,SEGMENT-BASED MARKETING

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With the decline in conventional print revenues and the increase in competition, print-based service providers need to differentiate themselves with offerings that provide customers with more value. For many companies, the answer is multi-channel com...

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When & Why Segmentation Fails (And What To Do About It) WHEN & WHY SEGMENTATION FAILS (AND WHAT TO DO ABOUT IT)

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Marketing segmentation has been hailed as true “game changer.” A tactic that allows organizations to become more efficient with their expenditures and more effective with their strategies. Great in concept. Not so great in application, it seems.

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Segmentation, Advertising and Prices SEGMENTATION, ADVERTISING AND PRICES

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This paper explores the implications of market segmentation on firm competitiveness. In contrast to earlier work, here market segmentation is minimal in the sense that it is based on consumer attributes which are completely unrelated to tastes.

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Segmentation increases loyalty SEGMENTATION INCREASES LOYALTY

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Email marketing allows you to send focused targeted messages to an individual, whilst sending a campaign to potentially thousands of people at the same time – and that’s why we at Wired love it.

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Large-Scale Behavioral Targeting LARGE-SCALE BEHAVIORAL TARGETING

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Behavioral targeting (BT) leverages historical user behavior to select the ads most relevant to users to display. The state-of-the-art of BT derives a linear Poisson regression model from fine-grained user behavioral data and predicts click-through r...

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Online Behavioral Advertising: Trends and Developments ONLINE BEHAVIORAL ADVERTISING: TRENDS AND DEVELOPMENTS

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Online behavioral advertising (OBA) is one of the hottest topics in technology and privacy law today. Consumer advocates and journalists have brought attention to the practice, and have argued that consumers should be more informed and have more cont...

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CREATING VIDEO FOR NICHE MARKETS CREATING VIDEO FOR NICHE MARKETS

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Thirty years ago, cable TV had a dramatic impact on the advertising industry, changing the way brands delivered video messaging, and forever minimizing the influence of the traditional networks

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Using market segmentation theory to select target markets for sun protection campaigns USING MARKET SEGMENTATION THEORY TO SELECT TARGET MARKETS FOR SUN PROTECTION CAMPAIGNS

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This paper describes the initial steps in target market segmentation and evaluation as part of an industry-linked research project to develop a social marketing program for sun protection.

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The Targeting of Advertising THE TARGETING OF ADVERTISING

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An important question that firms face in advertising is developing effective media strategy. Given the fragmentation of media (broadcast TV for example) and a multitude of new advertising media (the Internet, satellite shopping channels, and infomerc...

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Behavioral Segmentation for Analysis and Targeting in Financial Services Marketing BEHAVIORAL SEGMENTATION FOR ANALYSIS AND TARGETING IN FINANCIAL SERVICES MARKETING

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An objective view of the market and its growth opportunities requires using market research. Well-designed survey research offers the best opportunity to build and integrate this objective view of the market.

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A Survey of Behavioral Targeting and its Technologies and Issues A SURVEY OF BEHAVIORAL TARGETING AND ITS TECHNOLOGIES AND ISSUES

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Behavioral targeting (BT), also known as interest advertising, is an online tool utilized by individual web sites or network advertisers to enable tailoring the display of ads to the current online user’s interests.

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Behavioral Segmentation BEHAVIORAL SEGMENTATION

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There is a natural tendency amongst us to segment data into meaningful clusters of information. A teacher may try to cluster his or her students into groups like high achievers, at par with grade level, needs improvement, etc.

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5 ways to become a segmentation sniper 5 WAYS TO BECOME A SEGMENTATION SNIPER

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Most segmentation exercises churn out groups based on conspicuous, relevant demographics such as size, industry, gender or age.

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The Art of Segmentation Revealed by the Five Keys to Behavioral Segmentation THE ART OF SEGMENTATION REVEALED BY THE FIVE KEYS TO BEHAVIORAL SEGMENTATION

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Segment analysis plays a central role in a successful marketing strategy. All your marketing resources, from research & development to advertising & sales, are aligned to support the segments you target.

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Lessons Learned in Market Segmentation LESSONS LEARNED IN MARKET SEGMENTATION

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Call it regional marketing, target marketing, micro marketing, niche marketing, one-on-one marketing, or plain old market segmentation. For most business firms, locating and specifically targeting unique market segments is both a reality and a necess...

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B2B MARKET SEGMENTATION  5 KEY SEGMENTATION DIMENSIONS B2B MARKET SEGMENTATION 5 KEY SEGMENTATION DIMENSIONS

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Effective b2b segmentation is like gourmet cooking – you need a nice variety of ingredients to create a delicious balance of flavors and a certain unexplainable artistic skill to combine the ingredients into a crowd pleasing experience.

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Geographical Segmentation of US Capital Markets GEOGRAPHICAL SEGMENTATION OF US CAPITAL MARKETS

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This paper uses demographic variation in savings behavior to provide evidence on US capital markets segmentation. Areas with a large fraction of seniors have higher local volumes of bank deposits.

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MARKET SEGMENTATION AND POSITIONING MARKET SEGMENTATION AND POSITIONING

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Success in marketing depends in part on understanding to whom you are selling, and how you are meeting their needs.This article examines market segmentation and positioning, and it gives practical examples of how they can be used to develop a winning...

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Zen Segmenting Accelerating Market Dominance ZEN SEGMENTING ACCELERATING MARKET DOMINANCE

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My client was a NASDQ listed company who had one of the most successful IPOs in history. They contracted me to help accelerate a new product launch. As is my way, I started this engagement by asking a number of questions designed to educate me on the...

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MARKET SEGMENTATION: ONE METHOD, FOUR EXAMPLES MARKET SEGMENTATION: ONE METHOD, FOUR EXAMPLES

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Companies segment their markets to improve their competitiveness and profitability in fundamental ways: By focusing product development, marketing, and service resources on segments with the most potential, companies literally can multiply their mark...

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B2B Marketing: Account Based Marketing (ABM) Demystified B2B MARKETING: ACCOUNT BASED MARKETING (ABM) DEMYSTIFIED

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If you are a B2B marketer, you must have already heard about Account Based Marketing or ABM. According to SiriusDecisions, 92% of B2B organizations recognize the value of ABM, but only 20% have so far adopted it.

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A Framework for Market Segmentation A FRAMEWORK FOR MARKET SEGMENTATION

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Market segmentation studies should ultimately inform marketing decisions. In order for this to happen, segments must be high quality (i.e., cluster members are similar to each other and clusters are distinct from other clusters) and effective in driv...

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SEGMENTATION: How and why to implement a best-practice Market Segmentation strategy in the Financial Services sector SEGMENTATION: HOW AND WHY TO IMPLEMENT A BEST-PRACTICE MARKET SEGMENTATION STRATEGY IN THE FINANCIAL SERVICES SECTOR

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Without a robust segmentation approach, financial services companies often adopt a weak market positioning, use generic strategies, build inadequate propositions and erode margin by compensating for poor focus through unnecessary price discounting.

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Behavioral Segmentation for e-Tail Personalization BEHAVIORAL SEGMENTATION FOR E-TAIL PERSONALIZATION

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A multichannel retailer desires to develop a personalization strategy for customers who agree to receive e-mail communications containing imbedded Internet purchase appeals. Using customers’ transactions history with the firm, four behavioral segment...

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Market Segmentation MARKET SEGMENTATION

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The modern marketplace is one that is crowded with products; companies are now competing for consumer attention at a greater level than ever before. On average, 700 new brands are created every day, adding to the 2 million brands already in existence...

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Behavioural market segments among surf tourists - investigating past destination choice BEHAVIOURAL MARKET SEGMENTS AMONG SURF TOURISTS - INVESTIGATING PAST DESTINATION CHOICE

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Surf tourism is of major importance to the tourism industry. Nevertheless, very few investigations of the surf tourism market exist. This paper extends the work by Fluker (2003) and Dolnicar and Fluker (2003) by investigating surf tourists from a beh...

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The Rise & Rise of Account-Based Marketing THE RISE & RISE OF ACCOUNT-BASED MARKETING

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Account-based Marketing or ABM has ascended rapidly from relative obscurity to being one of the most talked about trends in B2B marketing.]The industry dialogue from only a year ago has changed enormously.From three years ago it’s almost unrecognizab...

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Retail analytics in the context of ‘Segmentation, Targeting, Optimisation’ of the operations of convenience store franchises RETAIL ANALYTICS IN THE CONTEXT OF ‘SEGMENTATION, TARGETING, OPTIMISATION’ OF THE OPERATIONS OF CONVENIENCE STORE FRANCHISES

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Retail analytics is seen as an essential instrument for improving retail business performance under the pressure of increased competition. Segmentation is beneficial, insightful, instructive and inventive but the real zeal is in implementing it.

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Market segmentation of the consumer market in South Africa MARKET SEGMENTATION OF THE CONSUMER MARKET IN SOUTH AFRICA

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The consumer market can be segmented in various ways. This article concentrates on the calculation of the size of the South African consumer market, segmented by geographical area and demographic characteristics of households.

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Market Segmentation and the Restructuring of Banking Jobs MARKET SEGMENTATION AND THE RESTRUCTURING OF BANKING JOBS

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One of the most pressing questions facing researchers and policy makers today is how economic restructuring has affected the nature of work in America. In a case study of retail banking, we investigated how changes in the banking industry over the pa...

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MARKET SEGMENTATION Sixth in a Series Examining Revenue Growth Strategies in a Difficult Health Care Market MARKET SEGMENTATION SIXTH IN A SERIES EXAMINING REVENUE GROWTH STRATEGIES IN A DIFFICULT HEALTH CARE MARKET

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Market segmentation is a useful business tool to identity new and expanded ways to improve services and enhance revenues.This tool identities unique subsets of the population to target for specialized services and marketing initiatives.

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Generate More Demand Research, analysis, best practice GENERATE MORE DEMAND RESEARCH, ANALYSIS, BEST PRACTICE

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Demand generation is one of the most fundamental elements of B2B marketing, and, charted against the demands of the digital marketing environment, it is arguably growing in relevance all the time.

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Winning bids with ABM WINNING BIDS WITH ABM

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ABM can triple your win rate by taking more time to get to know your customer and build your credibility – way before a tendering process even begins.

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Why Insight is essential WHY INSIGHT IS ESSENTIAL

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Insight informs everything we plan and do. Insight finds us new people to engage with, as well as helping us completely understand their needs, problems, feelings and people who influence them.

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BloomReach sources 78% of net-new pipeline with ABM driven by Leadspace BLOOMREACH SOURCES 78% OF NET-NEW PIPELINE WITH ABM DRIVEN BY LEADSPACE

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BloomReach was an early adopter of account-based marketing (ABM) to better reach their target audience of leading e-commerce retailers like Neiman Marcus, Nordstrom, and Staples. Chief Marketing Technologist Jason Seeba knew he needed to identify the...

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As ABM Moves To A “Must-Have” Tactic, Marketers Begin To Ramp Up Their Skills AS ABM MOVES TO A “MUST-HAVE” TACTIC, MARKETERS BEGIN TO RAMP UP THEIR SKILLS

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Account-based marketing (ABM) is gaining serious traction as more than 90% of B2B organizations consider it a “must-have” tactic, according to SiriusDecisions’ 2015 State of Account-Based Marketing (ABM) Study.

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Intent Data for Account-Based Marketing INTENT DATA FOR ACCOUNT-BASED MARKETING

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Intent data has recently attracted the business marketing spotlight for the simple reason that technology makes more of it available than ever before. But as this ebook points out, intent data is not a cure-all: it finds just a portion of active buye...

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THE DEMAND GEN PRO’S COOKBOOK THE DEMAND GEN PRO’S COOKBOOK

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The art and science of effective marketing and demand generation is very much like a succulent recipe: The right, complementary ingredients and perfect prep offer up tasty delight.

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Questex Poised for Continued Growth with Acquisition by Shamrock Capital Advisors QUESTEX POISED FOR CONTINUED GROWTH WITH ACQUISITION BY SHAMROCK CAPITAL ADVISORS

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Questex, a leading global business information and events company, today announced that Shamrock Capital Advisors has acquired the company in partnership with senior management.

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Measuring ABM MEASURING ABM

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Once you've gained the backing of your marketing deparment and started to implement account-based marketing (ABM), you'll no doubt start to face questions regarding the metrics you plan to measure.

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Why propositions are an essential part of effective ABM WHY PROPOSITIONS ARE AN ESSENTIAL PART OF EFFECTIVE ABM

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Many of us are familiar with the process of creating marketing collateral. But while these showcase the merits of an organisation, we are often tempted to focus on our own products, solutions and accolades.

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Rabb Guide to Demand Geneation Systems: Marketo Vendor Analysis RABB GUIDE TO DEMAND GENEATION SYSTEMS: MARKETO VENDOR ANALYSIS

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Marketo offers primary demand generation capabilities in a package that is especially easy to use. Strengths include close integration with Salesforce.com, including real­time updates and alerts; personalized emails, Web pages and forms; and a striki...