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Harte-Hanks Reports Lower Revenue for 2011, Enhances B2B Marketing Service Offerings


After coming off a disappointing fourth quarter, Harte-Hanks executives say the company is poised for faster growth heading into 2012 – including a series of efforts that have expanded the company's position in the B2B marketing and demand generation space.

For the fourth quarter, the company reported operating revenue of just under $225 million, or a 4.8% decline from a year before. For the year overall, Harte-Hanks reported operating revenue of about $851 million, or about a 1% decrease from its 2010 total revenue.

"While there were many bright spots in 2011, we are not satisfied with our profit performance," said Larry Franklin, Chairman, President & CEO, Harte-Hanks. Franklin also noted, however, that restructuring efforts during 2011 impacted the company's revenue and income, yet the changes also poised the company for faster growth during the coming year.

Neolane Reports $47 Million in Revenue in 2011, Plans Aggressive Global Expansion for 2012


Neolane
, a provider of marketing automation and conversational marketing technology, recently reported $44 million in revenue, a 47% year-over-year growth in 2011. Neolane also reported a 50% increase in its global employee headcount, focusing on expanding its sales, product development and customer support and services capabilities. 

The company also announced key platform enhancements, including social marketing capabilities. Primarily enterprise-class B2C and B2B organizations, Neolane customers utilize conversational marketing strategies as part of the overall platform, designed to improve customer engagement by integrating the marketing experience across inbound and outbound communications channels, including social and mobile. New Neolane customers added in 2011 include barnesandnoble.com, Carrefour Bank, Clarins Group, Club Med, Eircom, Fresh, Inc., Mercedes Benz UK, Nissan Europe, Ozon and Redcats. 

Act-On Software Reports 405% Revenue Growth; Expands International Footprint


Screen_Shot_2012-01-20_at_3.01.03_PMAct-On Software
, a provider of marketing automation technology, announced record results for Q4 2011. Act-On reported 171 new customers in the quarter, and a 405% increase year-over-year in annual recurring revenues.

Headquartered in Beaverton, OR, Act-On said it increased its employee count by more than 600% year-over-year, to continue technology innovation and accommodate its commitment to customer support.

3 Key Tactics To Maximize Your B2B Social Media Campaigns


PeterGhalismallBy Peter Ghali, Senior Product Manager, iContact

With 800 million people using Facebook and hundreds of millions logging on to LinkedIn and Twitter, marketers are increasingly looking to reach their customers and prospects through these social media platforms.

But social media marketing isn’t without its challenges. According to a recent survey by iContact, a provider of social media and email marketing solutions, many businesses don’t have time for social media and can’t measure its impact.

New Gleanster Research Shows RPM Hinges On Analytics & Aligned Approach To Revenue

Gleanster_PhotoWhile BtoB organizations migrate toward the practice of Revenue Performance Management (RPM), the concept is still in its infancy and requires greater sales and marketing alignment to be optimally effective, according to new Gleanster Research.

Although marketing automation technology adopters utilize features like lead scoring, nurturing, and CRM integration, the Gleanster report, found that these tactics fail to address fundamental areas of RPM: connectivity, and dashboards and analytics.

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