Long time, no post…! Apologies to all (two?) of you who have been hanging on my every word and are therefore disappointed that it’s taken me 6 weeks to post… Integrating Marketing with Salesforce to Track Results

I was inspired by a great Blog from Mashable to look at some of the current thinking on Marketing measurement. Prashant Suryakumar, who wrotethis article makes the point that: ‘There are no “best… Focus on Marketing Metrics: should we be doing more?

Attending the Sirius Decisions 2012 European Summit yesterday, where Steve Muddiman, Basware CEO presented a keynote presentation on our company transformation, it struck me how far the understanding of demand generation has come in… Demand generation and marketing automation come of age

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.… Content Rules, Ok! We’re All Publishers Now…..

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… Like finding a needle in a haystack? Identifying Buyers and Influencers in B2B

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… B2B Marketing Automation Continues its Inexorable Rise

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.… Automating Demand Generation: will we follow the SFA model?

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… A Beginner’s Guide to Successful B2B Email Marketing

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… Steps to Effective Pipeline Management – Part 2

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… 5 Ways to Kill Off Your B2B Marketing Automation Project