Demand Gen Report

Alinean, creator of value-based interactive sales and marketing tools for BtoB vendors, announced record growth in 2010, during which the company added more than 20 new clients and increased its revenue by more than 15%. New client additions include Autodesk, BMC Software, CSC, CiRBA, Informatica, MessageSystems, PGI, Rackspace and ShoreTel.

Alinean expanded its headquarters to the landmark One Eleven building in downtown Orlando. The company also added new management with the appointment of four new vice presidents: Steve Thomas, VP of Finance & Business Operations; Peter Brooks, VP, Professional Services; Johanna Rivard, VP, Demand Center and Sales Operations; and Dan Sixsmith, VP Channel Development. For 2011, Alinean plans to continue expansion plans by adding at least seven new team members.

Demandbase, a provider of marketing performance improvement solutions for BtoB marketers, has introduced Account Watch, a new feature of its Real-Time ID Service. Account Watch is designed to enable Real-time ID Service customers to connect their own CRM data to their web site, enabling companies to deliver targeted messages to visitors and trigger sales notifications in real-time.

“The ability for a company to know, in advance, when a target account from its sales and marketing database is about to visit its web site and to take action in a real-time manner to maximize the value of that visit has, until now, been nothing more than a marketer’s pipedream,” said Jeff Zabin, Chief and Research Director, Gleanster, and author of the business bestseller Precision Marketing.

With the financial markets buzzing over recent M&A activity and planned IPOs from high profile brands such as Responsys and LinkedIn, industry watchers are keeping a close eye on the next move for venture-backed players. In an interesting twist, Eloqua CEO Joe Payne revealed the company is already meeting with analysts and taking steps to prepare for a public offering.

“Great companies and great markets have a tendency to go public,” he said in an exclusive interview with DemandGen Report. “We believe that [the marketing automation space] is a viable and important market.” Payne also called the automation space an “inevitable market,” pointing out the direct impact the tools have on revenue generation. “We want to build our business so it’s attractive to investors,” he said. “That’s why we would point towards an IPO.”

BtoB demand-generation agency Bulldog Solutions earned two finalist nominations in the fifth annual Stevie Awards for Sales & Customer Service. Bulldog has been selected as a finalist in the “Marketing Solutions–New” category for its third-party data integration solution, and Bulldog client Motorola Enterprise Mobility Business is a finalist in the “Demand Generation Program of the Year” for the Mobile Advantage 2010: Change the Game virtual tradeshow. More than 800 entries were submitted for this year’s Stevie Awards.