Resources

Be found, be distinctive This should be obvious, right? The Web provided the medium for companies to instantly publish content; and search engines became the tool for finding that content.… 

Introduction Arguably the hardest part of B2B marketing is understanding the audience you serve. While, in FMCG (fast-moving consumer goods) marketing, companies will differentiate target customers using demographic, psychographic (behavioural… 

Yesterday, DemandGen reported that Marketo has signed up 700 customers in two years, grew 315% in 2010 and has now set its focus on enterprise customers, as well as its traditional SME… 

A History of Failure As someone who has work in the computer software industry for 15 years, I am painfully aware of the history of failure in implementing new technology.… 

With all the focus given to inbound marketing by companies like HubSpot, you might be forgiven in thinking that sending out email is dead. But in B2B, email marketing is… 

Sales Pipeline This week I’ll continue my look, started with last week’s Blog, on Marketing’s contribution to sales pipeline and how the customer’s buying cycle must drive how Marketing interacts… 

Recent experience has reminded me that, as we in B2B seek to implement enterprise-class tools to support our marketing efforts in demand generation and sales support, it is easy to… 

As I was preparing to present at Eloqua’s Road to Revenue Tour here in the UK this week, on the subject of funnel management in B-to-B, it made me think about the state of readiness… 

I was recently involved in a panel discussion on Social Media use at Marketing Magazine’s B2B Marketing Transformation Conference.  What was clear from the questions asked and the feedback after the event,…