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.

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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

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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.”

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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.

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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

Seven Ways Predictive Can Super-Charge Your Demand Gen Campaigns

By Jamie Grenney, VP of Marketing, Infer

Jamie Grenney - HeadshotIt’s no secret that marketers who embrace data and use it to optimize their programs are able to innovate faster. I’ve had the pleasure of talking with many of these forward-thinking marketing experts, and compiled the following list of seven ways they’re incorporating not just data, but powerful predictive intelligence, into demand generation campaigns:

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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

Precision Prospecting With ZoomInfo

zoominfo logoZoomInfo Pro is a prospecting tool designed to help sales teams save time searching for leads, and spend more time selling to the right target audience with the highest chance to close.

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Industry Events

The B2B Content2Conversion Conference

When: February 16 - 18, 2015

Where: Scottsdale, AZ

The B2B Content2Conversion Conference brings together the top thought leaders and practitioners in both content and demand generation. The combined agenda provides real-world case study examples, as well as actionable takeaways on how marketers can better target, engage and convert prospects into customers. Taking place in Scottsdale, Arizona, the B2B Content2Conversion Conference provides you with a playbook to optimize your 2015 marketing plans.

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MarketingSherpa’s Email Summit 2015

When: February 23 – 26, 2015

Where: Las Vegas, NV

Discover how-to details and strategies for fast, measurable digital marketing success. All of it is real-world experience grounded in rigorous research and taught by successful marketers who face your same challenges. Learn how to make your email campaigns — and your career — more successful than ever and do it within a world-class venue. It's no wonder leading organizations consider Email Summit a priority investment year after year.

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