Demand Gen Report

Study: B2B Buyers Expect To Make More Purchases Online
Revenue Strategies
Written by Brian Anderson, Associate Editor   
Monday, 17 November 2014 09:56

forrester generic research imageAs the volume of B2B purchases being made online continues to grow, suppliers are expanding their e-Commerce platforms and overall omnichannel capabilities, according to a new study from Forrester Consulting conducted on behalf of Accenture and hybris software.

The study, titled: Building The B2B Omnichannel Commerce Platform Of The Future, revealed that more than half (52%) of B2B buyers expect to make at least half of their purchases online in three years, highlighting the need for B2B organizations to enhance their omnichannel experience.

HubSpot Reports 51% Revenue Increase In First Quarter As Public Company
Industry News
Friday, 14 November 2014 10:00

HubSpot LogoHubSpot announced a 51% increase in revenue as the company released its Q3 financial results, its first as a public company. Total Q4 revenue is projected to be $31.0 million to $32.0 million, and total revenue for the year is expected to be $112.7 million to $113.7 million.

The vendor closed its initial public offering on Oct. 15, 2014, raising $133.7 million in cash. The stock began trading at Oct. 9 at $30.10 a share and closed at $36.69 per share on Nov. 13

Act-On Plans European Growth With Three New Partnerships
Industry News
Thursday, 13 November 2014 10:32

Act-On LogoAct-On Software has reached an agreement with three European partners, a move intended to bring the vendor’s marketing automation platform to mid-market companies in the EMEA region.

“Act-on looks to its integration partners to expand into the European market while bringing a wide range of technology and local market expertise,” said Atri Chatterjee, CMO of Act-On Software, in an interview with Demand Gen Report. “Our strategic partners understand the role sales force automation and marketing automation play in delivering true customer relationship management.”

B2B Marketers Measuring Campaign Influence For A Better View Of Buyer Behavior
Revenue Strategies
Written by Brian Anderson, Associate Editor   
Wednesday, 12 November 2014 10:38

Campaign-Influence imageAs B2B marketers plan next year’s campaigns, it has become common practice to analyze past campaigns to understand which programs, channels and content are driving pipeline and revenue. However, many B2B marketers still struggle with understanding to what extent individual campaigns have influenced overall buying decisions.

Campaign effectiveness has traditionally been measured by looking at the first and last interaction that the lead had with the company before making a buying decision. As B2B marketers move to a more multi-touch approach, often interactions between the first and last touch go unmeasured.

Understanding B2B Buyer Behavior
Rich Media
Wednesday, 12 November 2014 08:20

dgr-timing-is-everything chart of the week temp

B2B buyer activity and research peaks at different times of the day, week, month and year. To understand those idiosyncrasies, Software Advice, a technology review site, studied six million unique visitors to its site to discover when B2B buyers perform research on the web and conversion rates from web visits.


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Demanding Views

Top Three Criteria to Shorten the Sales Cycle in an Online World

By Ramon Nuñez, Founder & CEO, LiveHive, Inc.

RNunezBNo matter what you’re selling in today’s online, connected world, if you haven’t adjusted your selling approach, you risk not only longer sales cycles but also missed opportunities.

With instant access to information about products and services, the ability to quickly and easily compare pricing and to purchase goods anywhere and anytime via the Internet, today’s prospects are more informed than ever before. Dubbed by Forrester as the “Age of the Customer,” this shift of power away from sellers and moving toward customers has forced companies to rethink their selling methodology.


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The 2014 B2B Buyer Behavior Survey

Demand Gen Report’s 2014 B2B Buyer Behavior Survey provides insights into how B2B buyers make their decisions. Buyers are waiting longer to engage with sales, but they are more satisfied with the process than in years past. For an in-depth look at this research, download the report now!

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Solution Spotlight

Enhanced Contract Management With Apttus

Apttus logoApttus is a contract management solution designed to offer end-to-end contract lifecycle management, from the initial quote to the closed deal.


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