jazzquartetcolorIf you aren’t sold on marketing automation yet, there’s another reason to consider it before you end up down two touchdowns with three minutes to play.  We usually think of marketing in its traditional role of new customer outreach, which is good but no longer enough.  Depending on a business,

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The overall impression I got was that modern, statistical and analytic marketing is still in its early phase though few people I know need to be convinced about its usefulness and efficacy.  You could see evidence for this belief in the products and product introductions, the breakouts, and in the …

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Second Machine Age

You should check out “The Second Machine Age” by Erik Brynjolfsson and Andrew McAfee of MIT.  It’s a thoughtful analysis of the technology progression handed to us by Moore’s Law and its effect on every aspect of our lives.  Their thesis is pretty simple but also powerful.

Early in the …

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HillaryDay one of the Marketo Marketing Summit 2014 was highlighted by a speech by possible presidential candidate Hillary Clinton who spoke about the intersection of social media and the Internet during her tenure as Secretary of State.  Clinton is no technological light weight and gave example after example not only …

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World TourRelentless might not be the first word you associate with Salesforce.com but in retrospect, it fits very well.  Other words might include logical and well planned.  President and Vice Chairman Keith Block came to Boston this week with a troupe of “forcers” to deliver the company’s post Dreamforce message to

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Transaction_3D-512After many years, I think I can boil down CRM to this: Vendors prepare for transactions but customers expect process.  Of course this demands elaboration and neither of these ideas is stationary.  The desire for better processes evolves as customers and markets do and transactions become more sophisticated as vendors

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Measure, iterate, scale

vernier-caliper-useEveryone in business claims to want to listen to the voice of the customer; it’s a non-controversial issue.  But the approaches are all over the map.  There is little consistency and, truthfully, many vendors do a poor job of it. 

Capturing customer feedback has always been a …

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Intellectual-Property-symbolSales people have been demanding better leads for a long time and today marketing is in a position to provide them.  At the same time, marketers have discovered that the kind of data they collect is as important as its volume.

Marketers need to provide rich prospect profiles that answer …

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