Feature Articles

Marketers Missing Out On Channel Partner Opportunities For Demand Gen

In this era of being socially networked it’s ironic that some BtoB marketers may be ignoring a rich source of lead and demand generation right in their own network. That source: their channel partners. According to many experts in this area, channel partners are often untapped or mismanaged when it…

August 25, 2008
Written by John Gaffney, Senior Analyst

Segmentation Strategies Tap Into Trend Data On Customer Wins To Spot Sales Opportunities

In the new world of efficiency-first marketing, segmentation and targeting are becoming cornerstones of demand generation strategy. As evidence, leading research consultancy SiriusDecisions has designated target marketing as one of four key building blocks of its Demand Ecosystem.

August 4, 2008
Written by Andrew Gaffney

New Survey Shows Firms Focusing On Demand Generation Are Outgrowing Their Competition

Companies with effective lead generation strategies are more likely to outgrow their competitors, according to the findings of a recent research study conducted by Marketing Profs and the Lenskold Group. The report titled “BtoB Lead Generation: Marketing ROI & Performance Evaluation Study,” explored the practices companies are utlizing to track…

July 28, 2008
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SiriusDecisions Summit Sets The Bar For New “Demand Ecosystem” In B2B

SiriusDecisions once again helped to redefine the strategies and best practices expected to drive the next generation of B2B sales and marketing through an outstanding content agenda presented at its third annual Summit in Lake Las Vegas last week.

July 17, 2008
Written by Demand Gen Report Team

Kraft Tallies $100M in Sales Lift By Tapping Into Online Communities

Tapping into consumers’ constant desire for a successful weight loss program, Kraft Foods partnered with South Beach Diet to introduce a new meal and snack product line. To jumpstart the launch, Kraft worked closely with online consumer groups to learn about their needs and educate them about dieting basics, through…

July 7, 2008
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Online Video Drawing More Eyeballs Among Marketers, Expanding in BtoB

With comScore data showing 9.5 billion online videos were viewed by 138 million Americans last year, more and more marketers are turning to video as a viral marketing tactic to support their branding and demand generation efforts. While the new media is being adopted more rapidly by consumer marketers, BtoB…

June 30, 2008
Written by Andrew Gaffney

New Aberdeen Report Highlights Competitive Edge Gained By Optimizing Lead Scoring & Prioritization

Lead scoring practices are proving to be a significant competitive advantage for those companies that have mastered the practice, while industry laggards are still struggling to figure out systems and processes for prioritizing their leads.

June 16, 2008
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