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Revenue Strategies

B2B marketers need to make measurable and repeatable contributions to influence pipeline performance and help close business. This section highlights news, announcements and advancements in revenue performance management.

Eloqua Lauches AppCloud Connector To Integrate Marketing Ecosystem

At Eloqua Experience Europe June 21, 2011, Eloqua unveiled the “Eloqua AppCloud,” calling it an “online marketplace for BtoB marketing applications.” Designed as a platform for the marketing application community, Eloqua launched its AppCloud with 20 “connectors,” including Lithium Technologies, Jigsaw and ON24, but anticipates a substantial expansion of the…

CASE STUDY: Provocative Selling with Diagnostic Assessments: Microsoft Infrastructure Optimization Assessment

Microsoft sought a better way to engage with decision makers for core IT infrastructure, business productivity and application development, but was having trouble moving its enterprise sales group and channel partners from the traditional product/solution presentations. To address this opportunity, Alinean developed a suite of Microsoft Infrastructure Optimization Assessment tools,…

The 2012 Sales And Marketing Integration Award Report

While B2B organizations have traditionally focused on mapping marketing automation to CRM systems, business success today hinges on the integration of many different tools and platforms. The 2012 Sales And Marketing Integration Awards highlight real-world organizational challenges, where companies dealt with extremely complex technology integrations, such as: New marketing automation…

SAVO Poll: Companies Confuse CRM Solutions With Sales Processes

Nearly 75% of companies consider their CRM solution to be their sales process, and as a result are not optimizing their sales execution, according to a new poll conducted by SAVO Group. In addition, 68% of those that have implemented a separate, formal sales process did report an increase in…
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