• Should Sales & Marketing be changed to Marketing & Sales?
    [February 19, 2015] A recent study by Marketo and The Economist found that the majority of marketers feel their positions will encompass sales in the near future, as reported by ClickZ (link to full article).
  • Customer Data Platforms Revisited: The Future of Marketing Data
    [January 22, 2015] It’s nearly two years since I introduced the concept of a Customer Data Platform, defined as a marketer-controlled system that builds a multi-source customer database and exposes it to external execution systems.  You may recall that I listed several sets of products as CDPs: B2B predictive lead scoring and customer success management; campaign management with […]
  • How Marketing Automation Can Be Successful Yet Fail
    [December 18, 2014] I have noticed a disturbing trend in working with digital marketing agencies. Their lead generation campaigns utilizing in-bound marketing techniques and solid marketing automation tools are highly successful in generating leads, but sometimes the campaigns and their services are being cancelled. No, it is not a lead quality issue — the leads generated meet exactly […]
  • SalesPredict Offers Highly Automated, Highly Flexible Predictive Modeling
    [November 20, 2014] A couple of weeks ago, I wrote that “predictive everywhere” is one of major trends in data-driven marketing. I meant both that predictive models guide decisions at every stage in many marketing programs, and that models are used throughout the organization by marketing, sales, and service.
  • Dreamforce 2014: Process Is More Important Than Analytics
    [October 23, 2014] Salesforce.com’s Dreamforce conference this year was the usual mix of spectacle, congestion, and heart-felt philanthropy. But the main announcements felt fairly slight: a new “analytics cloud” that is primarily about visualization and a mobile app builder for the Salesforce1 platform.
  • HubSpot Jumps into the CRM Marketplace
    [September 25, 2014] Hell probably didn’t freeze over but there might have been a light frost: after years of rejecting the option, HubSpot today announced it will offer a CRM system.
  • Discover Leads On The Web With Different Vendors
    [August 21, 2014] Few people would suggest you learn salesmanship from the play Glengarry Glen Ross,* but its central message rings true: good leads are the lifeblood of a sales organization.** That’s why scanning the Internet to find new prospects is such an exciting opportunity. At least a dozen firms are now following that path.
  • Fliptop: A Customer Data Platform for Predictive Lead Scoring, Pure and Simple
    [July 10, 2014] It’s been a while since I wrote about Customer Data Platforms, but only because I’ve been distracted by other topics. The CDP industry has been moving along nicely without my attention: new CDPs keep emerging and the existing vendors are growing.
  • Microsoft Dynamics Expands To New Markets, Receives Updates
    [June 12, 2014] Microsoft announced that “significant new capabilities and marketing, customer care and social listening” are now available globally as part of its spring wave of updates for Dynamics CRM in 54 markets and 42 languages.
  • Report Shows CRM Software Market Grew By 14%
    [May 15, 2014] The customer relationship management software market grew by 13.7% in 2013, according to a new report from Gartner. That’s worldwide. The market reached $20.4 billion in 2013 compared to $18 billion in 2012. Software as a service (SaaS) represented over 41% of CRM total software revenue last year, according to the firm. Demand, it says, […]
  • Marketo Conference: Small Changes, Big Picture
    [April 17, 2014] Marketo wrapped up its three day Marketing Nation conference yesterday, having once more displayed its own marketing prowess by attracting national media attention (see here and here) with an appearance by Hillary Clinton. Still, the real focus was on Marketo’s own announcements, which included several product changes and a new positioning. (I wasn’t at the […]
  • Make the Most Out of Your Marketing Automation System
    [March 27, 2014] A successful Marketing Automation (MA) system is more than software and technology . . . More than automating your current marketing process . . . And more than a plug-and-play tool. When selecting a MA system, marketers often go through a checklist of desired product features and CEOs identify expected results. These, of course, are […]
  • New Raab VEST Report: B2B Marketing Automation Will Reach $1.2 Billion in 2014
    [March 6, 2014] I’ve just published the latest edition of our B2B Marketing Automation Vendor Selection Tool (VEST), with updated entries on all your favorites and several new entries to boot. This is always a fun project because it gives me an overview of what all the vendors have been up to for the past six months. A […]
  • More New Systems Challenge the Marketing Automation Status Quo
    [February 13, 2014] The general notion is that small businesses are finding existing marketing automation products too hard to use and would be happy with something simpler, especially if it costs less.
  • Advertisers Can Now Use Email Addresses, Twitter IDs To Tailor Ads To Twitter Users
    [January 16, 2014] Twitter announced some new features for advertisers today, specifically in the realm of tailored audiences.
  • Woopra Grows from Web Analytics to Multi-Source Customer Data, Insights and Actions
    [December 18, 2013] I stumbled over Woopra in their tiny booth during last month’s Dreamforce conference, where I was intrigued enough to let them scan my badge and promptly forgot why.  Fortunately, a diligent sales rep followed up by email and I remembered it was worth a closer look. If you’ve been reading my recent posts, you won’t […]
  • 10 Things Sales Professionals Don’t Do Anymore Because of CRM
    [November 27, 2013] Sometimes we lose track of the progress we make as we use technology, and once in a while it is good to look back and learn from our own progress. Looking back may also help us to embrace the next change we need to make. Here is my list of 10 things sales professionals don't […]
  • Increase Engagement with a Social Rewards Program
    [October 28, 2013] Do you tweet your favorite sports team happy thoughts (aka, pleads and demands) on game day? Do you tag them on Facebook after a big play? Like their photos on Instagram? What if you could earn reward points for virtually supporting your favorite team? Better yet, what if teams could create a social media rewards […]
  • Why CRM Gets a Bad Reputation
    [October 3, 2013] A successful CRM system starts with an understanding of the processes you want to improve. Automation, such as CRM will not fix an inefficient process. For this analysis, it is important that someone at your company looks at your business operations as a whole. If such a person does not exist, then pay an outside […]
  • InfoGrow Corporation Launches Video on Mapping within CRM
    [September 5, 2013] Press Release Subject CRM Call Planner – Overview Video I think we would all agree that the old saying “A picture is worth a thousand words” is correct. InfoGrow, a Microsoft Dynamics CRM partner is updating that saying to today’s times by adding maps into CRM.
  • Acquisitions Reshape the Marketing Automation Industry: Growth at the Bottom, Room in the Middle, Fog at the Top
    [August 12, 2013] Raab Associates officially released the new edition of our B2B Marketing Automation Vendor Selection Tool (VEST) yesterday. This is our flagship report on the industry, with nearly 200 data points on 23 vendors and separate ratings for micro-business, small to mid-size companies, and enterprise marketing departments. There are quite a few vendor comparisons out there, […]
  • Adobe Buys B2C Marketing Automation Leader Neolane: One Gap Filled, But Where’s CRM?
    [July 18, 2013] Adobe announced plans to acquire Neolane, the largest remaining independent B2C marketing automation vendor (excluding email-focused providers like Responsys and Silverpop). Price was $600 million, which is roughly in line with the 8x revenue paid for ExactTarget and Eloqua recently.  (Neolane announced $58 million revenue in 2012 and has been growing around 40% per year, […]
  • What the History of CRM Can Teach You
    [June 20, 2013] History is all about learning from the past so we can apply it to the future.  Being familiar with the history of CRM will teach you exactly what CRM is, what it will become and, hopefully, help your current solution or pending implementation be successful. 
  • HubSpot Releases Social Inbox and Reveals So Much More
    [May 30, 2013] I spent yesterday afternoon at HubSpot’s “Open House” in Cambridge, MA, during which they briefed the community on their business progress, introduced their new Social Inbox, described their  approach to marketing and sales alignment, explained their “culture code”, and answered questions.
  • Considering an Investment in CRM? Three Must- Answer Questions Part 3
    [May 9, 2013] If you are a CEO, a C-Level Executive, or a decision maker in any size or type of company and are seriously considering a CRM investment, there are three questions that you must ask and answer.