Update on Social Business Transformation

Social Media in the B2B world has got a bit of a bad rap right now. Let’s frame the problem. The obstacles might be spoken (or whispered) as: • “These new communication platforms, and this social media movement within our company…is …who knows? Well, let’s just keep an eye on …

Read More »

Marketing Automation: Keys to Success

Of the 235 respondents in a November IDC survey, nearly 40% had not implemented a marketing automation solution (yet). Not implementing a marketing automation solution may be the ultimate career limiting move for today’s marketers. Digital marketing has exploded in scope and complexity making it practically impossible to efficiently and …

Read More »

Dreamforce ’10 – the don’t Miss Event of the Year … for CIOs

Salesforce.com held its annual user conference December 6th to 9th in San Francisco. It was unusual in that very little of the messaging from Salesforce.com itself was aimed at sales people. The company has clearly and emphatically hammered its stake in the ground as the cloud platform provider for the …

Read More »

An Ice Cold Bucket of Reality – The Challenge of Selling to Today’s Harried Buyer

Savo held their annual user group meeting in Chicago on October 26th and 27th. Two hundred people working on Sales Enablement (SE) attended and a number of very interesting keynotes and customer presentations were given. Jill Konrath provided a very entertaining and sobering take on the challenge of marketing and …

Read More »

Planning Season for 2011: Trickier than Usual

This is my 8th year of analyzing and guiding on tech marketing budgets and allocations and it will be the most dynamic that I have witnessed. Here are the facts and factors, and some guidance thoughts. First, the Macro-Economics of revenues and marketing budgets: Based on IDC’s annual Tech Marketing …

Read More »

Channel Marketing Automation – When CRM is not Enough

Whether you pursue a lead through direct sales or a partner it doesn’t really matter how you get the lead. But what happens next? With your direct sales, you track the nurturing process as the lead develops into an opportunity. You measure your sales reps by the number of meetings …

Read More »

The IDC Sales and Marketing Automation Framework Sales and marketing organizations are seeing a rapid evolution of solutions for automating their core business processes. While we are years away from anything like an integrated ERP-class solution that can manage the full range of sales and marketing activities, the building blocks …

Read More »