Demand Gen Report

Demand Generation Strategies

 

This section highlight automation  and enablement tools, features, functionality, tactics and strategies to optimize demand generation.

 



Marketers Refine Segmentation Strategies To Boost Lead Nurturing Success Print E-mail
Written by Brian Anderson, Associate Editor   
Wednesday, 20 August 2014 10:30

lead-nurture-feature imageB2B buyers rarely make a buying decision on the first touch. Marketers have incorporated lead nurturing initiatives into their marketing mix as a way to keep the brand top-of-mind among prospective buyers. However, they continue to struggle with keeping prospects engaged during prolonged buying cycles.

More than half  (58%) of B2B buyers  spent more time researching purchase decisions than they did a year prior, according to Demand Gen Report’s 2014 B2B Buyer Behavior Survey. As buying cycles grow longer and longer, marketers need to have a deep understanding of their prospective customers so their content and engagement have a positive impact on buyer decisions. By segmenting their lists, marketers will be able to tailor each message specifically to individual buyer’s expectations.

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LinkedIn’s Updated Sales Navigator Offers Demand Generation Tools For B2B Marketers Print E-mail
Written by Kim Ann Zimmermann, Managing Editor   
Thursday, 07 August 2014 12:34

LinkedInLogoLinkedIn’s new stand-alone version of its Sales Navigator can stream real-time updates on targeted accounts, a feature that could help B2B marketers boost their lead generation capabilities. The offering is designed to push data such as job changes, press announcements, blog posts and status updates relevant to key accounts and prospects.

This announcement follows LinkedIn’s recent acquisition of Bizo, with the goal of creating a B2B marketing platform.

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Marketers Tap Influencers To Build Credible, Buyer-Centric Relationships Print E-mail
Written by Brian Anderson, Associate Editor   
Wednesday, 06 August 2014 09:44

influencer sign logoForward-thinking B2B marketers are building relationships with influential members of the community, with the goal of providing more targeted and credible messaging to the potential buyers among their followers. When added to the marketing mix, influencers can help amplify a company’s marketing message and, in turn, reach a wider audience.

This is a natural extension of traditional marketing efforts, as B2B buyers are increasingly putting more credence in the opinions of influencers and colleagues. According to Demand Gen Report’s 2014 Content Preferences Survey, 72% of respondents turned to peers for relevant content when researching B2B purchasing decisions.

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#LLCSeries: Reshaping The Demand Funnel To Better Benchmark The Buyer's Journey Print E-mail
Written by Kim Ann Zimmermann, Managing Editor   
Tuesday, 22 July 2014 08:20

JustinGray LLSeries

The concept of a traditional buying funnel has been around since 1898, but reality is that today’s buying process is more circular. 

“The typical funnel model is a very linear and volume-driven process, but in reality, the buying journey today is much more complex,” LeadMD’s Justin Gray told the audience of his Lead LifeCycle Series webinar, titled: Benchmarking The Buyer’s Journey. The series runs through July 25 and sessions are available on demand.

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#LLCSeries: Lattice Engine’s Brian Kardon On Preparing For Predictive Lead Scoring Print E-mail
Written by Kim Ann Zimmermann, Managing Editor   
Thursday, 17 July 2014 08:44

Kardon LLSeriesDemand Gen Report will be holding the inaugural Lead Lifecycle Series #LLCSeries, a week-long series of webinars offering case study examples and best practices covering each stage the buying cycle.

DGR caught up with Brian Kardon, CMO of Lattice Engines, as he prepared for his webinar, The Evolution of Lead Scoring: From Rules Based to Predictive.

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Inaugural Lead LifeCycle Series Covers Buyer’s Journey From Acquisition To Nurturing And Beyond Print E-mail
Written by Kim Ann Zimmermann, Managing Editor   
Wednesday, 16 July 2014 09:06

LLCS logoDemand Gen Report is hosting the inaugural Lead LifeCycle Series (#LLCSeries), a week-long webinar event offering case study examples and expert insights on the tools and tactics top B2B organizations are using to effectively address each stage the buying cycle. In addition, attendees will learn how to tackle each stage with relevance and intelligence, aligning their tactics with targeted buyers’ interests and needs.

Marketers can register once to attend the entire series, which runs the entire week of July 21-25.

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Jaspersoft Doubles Inquiry-To-Close Rate With Next Generation Demand Funnel Print E-mail
Written by Kim Ann Zimmermann, Managing Editor   
Thursday, 10 July 2014 14:24

Jaspersoft logoRecently acquired by TIBCO Software, Jaspersoft is a commercial open source business intelligence software provider that operates on a subscription revenue model. The company’s last venture capital funding round was in June 2011 and the goal was to be self-funded by the end of 2013. That was a tall order, considering that as of April 2012, 85% of the pipeline was sourced by marketing; there was no service level agreement between sales and marketing; and there were wide fluctuations in lead flow.

To fund the business without additional venture capital, the company had to get lean. That meant growing new business by 30% while reducing marketing spend by 12%.

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Timing And Relevancy Key To Engaging Customers Through Email Print E-mail
Written by Kim Ann Zimmermann, Managing Editor   
Tuesday, 17 June 2014 16:25

email marketing shutterstock 183228008Automated emails outperform their manual counterparts when it comes to engaging customers, but the key is to ensure that these automated messages are timely, relevant and personalized.

That was a key finding of Silverpop’s 2014 Email Marketing Benchmarks Study, which examined emails sent by nearly 3,000 brands across 40 countries throughout 2013.

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Webinar: Leveraging Data, Predictive Lead Scoring To Boost Revenue Print E-mail
Written by Brian Anderson, Associate Editor   
Friday, 06 June 2014 12:05

MintigoSmartbearLead scoring is an essential process in today’s B2B marketing landscape. However, marketers face challenges when it comes to analyzing leads and confidently scoring their potential value to the company.

These hurdles were discussed in a recent webinar in which representatives from Mintigo and SmartBear Software talked about how predictive lead scoring could be the answer to many of these pain points and in turn, help boost revenue.

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