Demandbase: A New Twist In The Lead Management Automation Market

Laura Ramos

Lauraramos [Posted by Laura Ramos]

In a recent survey of over 2100 IT professionals who buy or recommend telecom and networking solutions, we found buyers turn to peers and colleagues first, followed by vendor, industry trade, or professional Web sites, to inform their purchase decisions. In fact, 88% said Web sites were important in helping them decide what to buy. However, many tech buyers visit vendor Web sites many times to learn about and compare products, yet few register or leave evidence of their activity.

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B2B Lead Management Market Heats Up

Do Interactive Marketers Actually Buy Technology?

Shar VanBoskirk

I was just talking with Suresh Vittal on my team about how to project interactive marketer investments in technology.  In some cases in the US Interactive Marketing Forecast, we include technology investments in our projections of marketer spend on a given channel (for example, email marketing spend includes investment in email message delivery).  But for the most part, the IM forecast is based on current and projected media spend.

So the conversation Suresh and I had was to think through enough assumptions, to estimate how much marketers invest in technology. 

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Vtrenz: Good Move Or Not For Silverpop?

Laura Ramos

Earlier today, Silverpop announced their acquisition of marketing demand management start-up Vtrenz. My colleague Shar VanBoskirk and I had the opportunity preview this event with Bill Nussey and Will Schnabel. From a B2B marketing perspective, this combination holds promise because email and lead nurturing make good bedfellows. In B2B, email is a low cost way to continue prospect conversations and it gives marketing a direct channel for incubating buyers during longer B2B purchase cycles.

Because there's not a lot of overlap in technology or customer bases here, the prospects for a richer, more rounded offering are good. However, this combination is not unique: Eloqua also offers email, lead warming, and prospect analytic solutions. So -- other than giving Eloqua some stiffer competition -- will this merger matter in the greater email market?  Probably not, but I'll let Shar weigh in on that question.

To make this deal stand out, Silverpop needs to:

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