Demand Gen Report

Revenue Strategies

 

This section highlights news, announcements and advancements in the area of Revenue Performance Management. The B2B market is increasingly subscribing to the “work backwards” approach to predict revenue and better manage the pipeline.



Tellwise Unveils Its Sales Acceleration Platform Print E-mail
Friday, 19 December 2014 09:24

tellwise  logoTellwise, a cloud-based sales acceleration technology provider, unveiled a platform designed to automate the sales lead tracking process and enhance engagement between prospective buyers and the sales rep.

The platform, which is integrated with Salesforce, is positioned to combine email, instant messaging, collaboration, and analytics in one location. It is also intended to deliver highly-focused content that relates and resonates with prospective buyers.

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IBM Unveils New E-Commerce Functions For B2B Companies Print E-mail
Wednesday, 26 November 2014 09:00

ibm-logoIBM announced the launch of IBM B2B Commerce, which is positioned to help B2B organizations deploy digital storefronts with no technical skills or expertise.

IBM B2B Commerce is designed to help B2B companies create buying experiences similar to those found on B2C e-Commerce sites.

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Study: B2B Buyers Expect To Make More Purchases Online Print E-mail
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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B2B Marketers Measuring Campaign Influence For A Better View Of Buyer Behavior Print E-mail
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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Gagein 2.0 Uses Predictive Scoring And Artificial Intelligence To Prioritize Sales Activities Print E-mail
Monday, 20 October 2014 08:34

gagein logoGagein announced the next generation of its sales productivity tools as well as upgrades to its Salesforce edition at Dreamforce.

The application is positioned as a tool that uses artificial intelligence, Big data analysis and predictive algorithms to find actionable sales triggers from online news.

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Brainshark Launches Sales Onboarding Platform Print E-mail
Friday, 17 October 2014 14:24

brainshark logoBrainshark announced the launch of Brainshark Sales Accelerator, a platform designed to boost sales onboarding, training and prospecting to help new sales reps close deals in less time.

The platform, which was unveiled at Dreamforce, is also positioned to help managers analyze the performance of reps and content to help identify how specific content affects sales cycles and coach sales reps more effectively.

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KnowledgeVision Teams With SAVO On Sales Enablement Offering, Adds Salesforce Connector Print E-mail
Friday, 17 October 2014 09:54

KnowledgeVision-SAVO logosKnowledgeVision and SAVO announced at Dreamforce that they have teamed up to offer multimedia enhancements for SAVO Inspire. Designed to help capture the attention of prospects and customers, the solution enables sales reps to incorporate interactive video elements into their presentations and digital conversations.

Available immediately, the solution is positioned to make it easy to create and use video-enabled online presentations as a fundamental part of the sales process. It combines KnowledgeVision’s Knovio apps with SAVO Inspire to help sales and marketing professionals create, send, track and measure personal multimedia communications. Detailed tracking and analytics inform the sender when the postcard is opened and exactly how the recipient interacts with the message.

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Demandbase Unveils Sales Accelerator Solution Print E-mail
Thursday, 16 October 2014 09:36

DemandbaseDemandbase, a provider of B2B marketing cloud solutions, announced the launch of Demandbase Accelerator, a solution designed to gather data from advertising and web site traffic and push it to the Salesforce1 Platform.

Announced at Dreamforce 2014, Demandbase Sales Accelerator is positioned to bridge the gap between marketing and sales teams — boosting overall alignment to increase overall sales effectiveness while also preventing waste in time and resources on accounts that will never buy.

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Enhanced Attribution and Revenue Reporting Among Upgrades To HubSpot’s Marketing Platform Print E-mail
Written by Kim Ann Zimmermann, Managing Editor   
Friday, 19 September 2014 09:34

Inbound14 Bigger LogoIn addition to launching a CRM at its INBOUND 2014 event, HubSpot added a number of new features to its marketing platform, including enhanced attribution and revenue reporting, campaign wizard and a content calendar. These upgrades come as the company prepares to launch its IPO.

“Our ultimate goal since we started HubSpot has been to help companies and agencies worldwide grow their business with inbound marketing,” Dharmesh Shah, HubSpot’s Co-founder and Chief Technology Officer, told attendees at INBOUND 2014. “The product launches represent massive leaps in what’s possible for marketers with HubSpot’s platform, and include features that will help marketers worldwide fundamentally transform the buying experience e for their prospects, customers, and leads.”

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