Demand Gen Report

Working to help marketers engage prospects on “their own terms,” Silverpop recently announced new features as part of its Engage 8.3 product upgrade.

Since accumulating data about customers and prospects is an important goal for all marketers, Silverpop has added Progressive Web Forms and Multiple Lead Scoring models to its product suite. Because asking for too much information too soon, or failing to use the knowledge gathered to inform messaging can lead to impatient and uninterested contacts, Silverpop has taken steps to help marketers avoid these pitfalls.

Bulldog Solutions recently announced a partnership with SalesLab DemandGen to provide integrated, revenue-driving demand-generation programs for BtoB companies in Europe, further indicating the growing global growth of automation adoption.

DemandGen Report recently spoke with Solomon about what this alliance means for the European market, and how market trends differ there from the U.S. Solomon shared his insights on market growth rates, the sophisticated usage of automation technology and how social media is changing go-to market strategy.

While many organizations are challenged to harvest C-level buy-in on key business decisions, it’s becoming clear that content marketing has made its way up the ranks as a key business driver helping BtoB marketers effectively engage prospects.

A new study commissioned by the Custom Content Council — surveying CMOs in major industry sectors including healthcare, technology, finance, retail, communications and insurance — showed a marked improvement across all categories of usage, receptivity and results. Almost 9 in 10 CMOs said they see value in the service provided by custom content, representing a 15-point increase from 2006. The survey, conducted by GfK Roper Consulting by telephone in January 2011, provides new benchmarking data for a similar study conducted in 2006.

D&B, a provider of commercial information and business insight, has agreed with Microsoft to integrate D&B360, D&B's Data-as-a-Service (DaaS) solution, with Microsoft Dynamics CRM in both on-premise and on-demand environments. D&B360 will deliver data that has been optimized for enhanced accuracy and completeness — a competitive advantage that increases effectiveness at every stage in the sales, marketing and customer service lifecycle.

Focused on providing BtoB marketers with detailed customer and prospect data to enhance up and cross-selling, D&B360 is D&B's cloud-based, on-demand solution designed to provide data management, cleansing and enrichment capabilities, seamlessly integrating D&B data and other essential business information into CRM applications and other critical customer applications. D&B360 offers D&B's unparalleled business data, including the world's largest database of more than 195 million businesses, 53 million business contacts and Hoover's company research — along with relevant social media and news feeds.