Lead Management Market Overview Published!

Laura Ramos [Posted by Laura Ramos]

Lead management automation requires a degree of process maturity
many B2B firms don't possess.  The result? In the market overview
report about this market, published today,
I found underachievement by vendors and users alike. While the benefits
of adopting lead management automation are clear -- successful
implementations enjoy more predictable deal conversions, faster sales
cycles, and real alignment between marketing activity and sales results
-- market penetration is low. We estimate that only 2% to 5% of B2B
firms have invested in full LMA functionality to date. 

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Lead Management Automation: Market Overview In The Works

Laura Ramos [Posted by Laura Ramos]

With economic recovery still distant, business marketers look to 2010
and wonder what’s in store. How do you do more with less resources is a
common question I hear from CMOs, VPs of Marketing, and marketing
directors with whom I speak daily. Modern marketing can not scale effectively without automation.

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Making Your B2B Marketing Work -- Better!

Laura Ramos [Posted by Laura Ramos]

A worldwide recession and social media have swept up B2B marketers
in a perfect storm, tossed between tighter budgets and the demand to do
more online without guideposts or established benefits. Opportunities
and challenges abound for marketers targeting other businesses through
a direct sales force or channel partners. Before 2010 planning -- and
the push to pump up the pipeline to make year-end revenue goals -- hit
full stride, now is an excellent time to step outside your daily
routine, tune up B2B marketing strategy, and learn new best practices.

Sound intriguing? If so, have I got a deal for you!  (Oh, c'mon, you suspected a pitch was coming, now didn't you?)

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Making Your B2B Marketing Work -- Better!

Laura Ramos [Posted by Laura Ramos]

A worldwide recession and social media have swept up B2B marketers
in a perfect storm, tossed between tighter budgets and the demand to do
more online without guideposts or established benefits. Opportunities
and challenges abound for marketers targeting other businesses through
a direct sales force or channel partners. Before 2010 planning -- and
the push to pump up the pipeline to make year-end revenue goals -- hit
full stride, now is an excellent time to step outside your daily
routine, tune up B2B marketing strategy, and learn new best practices.

Sound intriguing? If so, have I got a deal for you!  (Oh, c'mon, you suspected a pitch was coming, now didn't you?)

Read more

Diana Huff Thinks I'm a Smart Woman to Follow on Twitter!

Laura Ramos [Posted by Laura Ramos]

Wow!  I am humbled and honored to find myself in such amazing company! Thank you Dianna, it's great to get noticed.

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B2B Marketers: Where Are Your Groundswell Award Submissions?

Laura Ramos [Posted by Laura Ramos]

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B2B Marketers: Where Are Your Groundswell Award Submissions?

Laura Ramos [Posted by Laura Ramos]

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ComplianceOnline Offers Preview Of Real B2B Community Potential

Laura Ramos [Posted by Laura Ramos]

In my last post, I steered B2B marketers away from building social
destinations focused on their products and services by suggesting they
participate in open, social networks before jumping on the community
bandwagon. I do think there is a place for B2B communities, but these
sites need to focus truly on the community first, not trying to sell a
firm’s wares.  Case in point: ComplianceOnline.

I wrote up how you can can use ComplianceOnline's model to build an online community serving the needs of your firm in a recent report.  I found that B2B marketers can learn how to build a successful B2B community by
following three key lessons: Gather the best content, encourage the
community to vet and contribute to it, and give members equal
opportunity to engage with potential buyers who visit.

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Tapping Social Networking Sites To Energize B2B Buyers

Laura Ramos [Posted by Laura Ramos]

On June 17, Forrester published my latest research on
how business buyers use social networking sites to inform purchase
decisions, the role these sites will play in future buying processes,
and three key ways for B2B marketers to tap into open, social network
value. 

Two key insights coming from this research:
discussion forums and online communities are poised to become the
online supplement for colleague interaction and the decision to join in
community activity depends mostly on the quality of the participants —
the discussion relevance, demonstrated experience, and shared
thought-leadership.

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MOCCA & MarketingProfs: B2B Marketers Focus On Social Media and Metrics

Laura Ramos [Posted by Laura Ramos]

During the past week I’ve had the privilege of presenting to two
different organizations that I think B2B marketers would benefit from
exploring further: 

June 3, 2009 I spoke at the MOCCA quarterly meeting, held at Adobe’s facilities in downtown San Jose. The Marketing Operations Cross-Company Alliance (MOCCA) is a community for sharing practical experience between Marketing Operations professionals in technology companies.

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