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5 Steps to Measure Lead-to-Cash Performance Offered In Upcoming Webinar

While the data-driven approach has proven to be an elusive goal for many BtoB organizations, new dashboard tools allow front-line professionals to easily access data from multiple systems, adjust campaigns and tactics in real time with that data and achieve superior results.

Firms that manage by metrics report better alignment between sales and marketing, accelerated pipeline performance and deeper insights into ROI and other key performance areas. Key areas of measurement include web metrics, funnel metrics and opportunity or revenue reporting.

SalesFUSION Partners With Sage Software


SalesFUSION, an integrated sales and marketing demand generation platform, recently announced its partnership with Sage Software, a global supplier of business management software, adding to Microsoft Dynamics CRM and AppExchange among other CRM integrations.

SalesFUSION’s marketing platform is built from a CRM-style database designed to allow more flexibility and integration to the CRM. The partnership is aimed at fusing the marketing automation platform of SalesFUSION, the Sage CRM and Saleslogix CRM solutions. Additionally, the integration offers automation population of detailed campaign response activity, generated and captured within SalesFUSION to the lead, contact and account records in CRM.’s Radian6 Acquisition Fuels Speculation Of Marketing Cloud Expansion’s plans to acquire social media monitoring platform Radian6 for $326 million got a positive response from Wall Street. The announcement also had industry insiders immediately speculating about whether Salesforce would continue to expand into the marketing cloud with further acquisitions.

Salesforce pointed out that the acquisition will extend the value of the Sales Cloud, Service Cloud, Chatter and with social intelligence. “With Radian6, is gaining the technology and market leader in social media monitoring,” said Marc Benioff, chairman and CEO, “We see this as a huge opportunity. Not only will this acquisition accelerate our growth, it will extend the value of all of our offerings.”

Making the Case for Marketing Automation and CRM: Data Needs More Than Just a Home

Kristin_Hambelton_NeolaneBy Kristin Hambelton, VP of Marketing, Neolane, Inc.

In a world inundated with communication, information is power. Marketers use information to try to target buyers with the right products and services; sales uses information to address buyers’ needs and desires in an effort to win deals; and customer service uses information to meet and exceed customer expectations. But, the reality is your company probably doesn’t use information as effectively as it could.

Pardot Continues Expansion, Adds Platform Ready
 Certification With Microsoft Dynamics CRM 2011

Coming off a strong Q4 2010, Pardot today announced that its marketing automation suite has been certified Platform Ready for integration with Microsoft Dynamics CRM 2011.

The certification denotes that Microsoft recognizes a product as tested, approved and compatible with their offerings. Pardot debuted its Microsoft Dynamics CRM integration at the 2010 Microsoft Convergence event in Atlanta. The Pardot team will return to Microsoft Convergence this May to showcase the new and improved Dynamics CRM integration.

iCentera Releases New SaaS Solution For Sales Channel Enablement

iCentera recently announced the general availability of iCentera for Sales Channel Enablement, the newest addition to the company's lineup of on-demand software solutions.  The new solution is built on the iCentera 7.0 sales enablement platform and is designed to help company’s achieve “sustainable improvements in direct and indirect sales channel performance.” Announces Acquisition Of Jigsaw To Fuel Data Services Entry

In another sign that M&A activity may be heating up, today announced it has entered into a definitive agreement to acquire Jigsaw, a leader in crowd-sourced data services. The details of the deal include an approximate $142M cash purchase price, plus a performance-based contingent earn out of up to 10% of the purchase price. The deal is expected to close in Q2FY11, subject to customary closing conditions.

SafeHarbor Hooks Big Prospects By Outsourcing Lead Management Ops

Managing a large volume of leads can be challenging for a small sales team, even with a great CRM tool. For the team at SafeHarbor Technology Corporation, a Satsop, WA-based support solutions company, its efforts are focused on qualified leads. SafeHarbor’s marketing efforts generated a high quantity of leads, but the company still had to contact and qualify further, which was difficult due to the small size of the sales team, with six sales/account management team members.

VerticalResponse Partners With BigContacts To Offer CRM, Email Tools For SMBs


VerticalResponse, a leading provider of on-demand e-mail marketing solutions, recently announced it has joined BigContacts, a provider of a Web-based customer relationship management system, to bring advanced business building tools to small businesses.

Designed to provide an integrated suite of tools previously limited to larger corporations, the partnership aims to enable small businesses down to individual proprietors and micro-businesses, to access Web-based email marketing and CRM tools on a pay-as-you-go platform.

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