• VEST Report: Analytics Tops List of Upgraded Marketing Automation Features
    [August 11, 2014] I finished the latest release of the B2B Marketing Automation Vendor Selection Tool (VEST) yesterday, which is always a great relief. But the elation lasted about two minutes, since I then had to write a press release announcing it. The challenge with that is you need a “news hook”, meaning something that gives reporters a […]
  • CRM for Success – Importance of Consistent Messaging and Data Mining
    [June 23, 2014] CRM for Success is the monthly webinar series that we kicked off for 2014. This series is exclusively for CEOs, CMOs, and CSOs. Each month we will provide you with the management insight necessary for maximizing the expected benefits of CRM. We stay on-point and keep the sessions short. CRM for Success is offered every […]
  • Infographic Shows Impact of Social Media On CRM
    [June 2, 2014] FanHub recently put out this infographic looking at how social media is transforming CRM, sharing stats around communication, expectations, and user interface. “Customers are getting chatty,” says FanHub’s D’Ana Guiloff. “With instant access to brands via social media, people are better able to engage in one-to-one conversations with their favorite companies. Moreover, these interactions often […]
  • European CRM Budgets Strengthening According To Reports
    [May 5, 2014] European customer relationship management (CRM) budgets remain strong, despite economic uncertainty, according to a survey from Gartner. About half of those polled intend to increase CRM spending this year at an average increase of 2.5% over last year’s budgets. While plenty of them don’t yet know which way they’re going to go with their budgets, […]
  • Make the Most Out of Your Marketing Automation System
    [April 7, 2014] A successful Marketing Automation (MA) system is more than software and technology . . . More than automating your current marketing process . . . And more than a plug-and-play tool. When selecting a MA system, marketers often go through a checklist of desired product features and CEOs identify expected results. These, of course, are […]
  • Are You Getting All the Results That You Want from Your CRM?
    [March 17, 2014] A successful CRM (Customer Relationship Management) system is more than software and technology. Surprised? It is more than simply automating your customer, marketing, and sales processes. And CRM is not an accounting system, nor just a sales-automation system. Surprised even more? And it definitely is not a plug-and-play tool. Disappointed?
  • CRM for Success – Monthly Executive Series
    [February 24, 2014] Running a business is about more than just surviving – it is about succeeding.  For many organizations, Dynamics CRM has not been seen as a useful tool in that effort.  InfoGrow intends on changing that view starting from the top.  
  • CRM Activities – Activity Purpose and Result
    [February 6, 2014] Activities are the action items that need to take place, by someone, on a particular due date. They are also those activities that have been marked as completed task (historical view of closed actions). Each activity can be one of the following types:
  • Microsoft Buys Cloud-Based CRM Provider Parature
    [January 8, 2014] Microsoft announced that it has reached an agreement to acquire cloud-based customer service software provider Parature. The company will add the software to its Microsoft Dynamics CRM suite.
  • Optimove Helps Optimize Customer Retention (And, Yes, It’s a Customer Data Platform)
    [December 9, 2013] As I wrote last week, it sometimes seems that every system I look at these days is a Customer Data Platform. Of course, this is partly because I’m choosing to look at that type of system, and partly because CDP vendors are reaching out to me. But I do believe another reason is that CDPs […]
  • Importance of Knowing Your Sales Pipeline
    [November 25, 2013] A pipeline or sales funnel provides valuable insight into how well sales goals are reached. Having a sales funnel also brings discipline to account reps in following the sales process. Knowing where each opportunity is at in the sales process provides sales reps and sales support personnel the ability to apply proven strategies for moving […]
  • Why marketers need to embrace responsive design
    [October 31, 2013] Ever visit a website on a mobile device, and find it virtually unreadable because it’s a desktop website and everything is too small to read on your little screen? That is a site that needs responsive design and here’s why marketers need to embrace responsive design for our websites. If you haven’t heard of responsive […]
  • Accelerating Growth Through Better Sales & Marketing Decisions
    [September 12, 2013] An investment of CRM software is one of time and money, so it is crucial to see the return on that investment. Oftentimes CRM vendors promise:
  • CRM is Becoming Increasingly Important to Keeping Customers and Growing Sales
    [August 21, 2013] Is Your CRM Meeting Your Expectations? CRM software will be the top priority for additional spending on enterprise applications around the world this year and next. So reports Gartner, an information technology research and advisory company.
  • Integrate CRM and Marketing Automation to Generate More and Better Leads
    [August 5, 2013] It is well known that when CRM and Marketing Automation are joined, a company can significantly increase their amount and quality of leads. 
  • Venntive Adds Communities to Small Business Marketing Automation and CRM
    [July 15, 2013] It has taken me some time to form a clear picture of Venntive. It is clearly “all-in-one” sales and marketing software for very small business, combining marketing automation, CRM, and ecommerce along the lines of Infusionsoft and Ontraport (formerly OfficeAutoPilot). It also includes full Web site management and social media monitoring and posting, but those […]
  • Mintigo InterestBase Harvests Web and Social Data for Marketing and Sales
    [June 24, 2013] Every marketer recognizes that the Web and social media could be rich sources of information about customers and prospects. But harvesting that data has been frustratingly difficult. Doing it yourself takes multiple tools to gather different kinds of information, and then patching the result together into personal profiles. Most tools do little more than keyword […]
  • Salesforce + ExactTarget vs. SAP + hybris: Two Paths to Customer Management
    [June 10, 2013] Fresh on the heels of Tuesday’s blockbuster ExactTarget / Salesforce.com deal, SAP Wednesday announced acquisition of e-commerce vendor hybris software. Since Salesforce said that other companies also wanted to buy ExactTarget, it seemed possible that SAP had lost the deal and purchased hybris as a second choice. After listening to the analyst conference call (available […]
  • Could LinkedIn Contacts Become LinkedIn Social CRM?
    [May 13, 2013] LinkedIn's new Contacts app is designed to help users stay in touch with important business contacts and build contacts with others.
  • Moxie Software and Microsoft Partner to Enhance Customer Service Capabilities
    [April 22, 2013] In November, Moxie and Microsoft announced partnership to pursue a joint go-to-market strategy to offer Spaces by Moxie within MSFT Dynamics CRM. (See – Moxie Integrates with Microsoft Dynamics CRM). In March, Moxie announced full integration with MSFT Lync to further strengthen their contact center capabilities. I recently spoke with Tara Sporer, VP of Marketing […]
  • Maps Add Value to CRM: How Sales Reps Benefit
    [April 4, 2013] What do you think of when you think of maps? Vacations, treasure hunts, weather forecasts?
  • SaneBox for Teams Streamlines Your Enterprise Inbox
    [March 6, 2013] Boston based SaneBox, the company that provides smart email filtering services for individuals, announced SaneBox for Teams to allow business to also take advantage of it’s smart email filtering program to help boost productivity. According to a study by McKinsey Global Institute, an average employee spends about 13 hours a week reading and responding to […]
  • It’s Time to Do More…Now!
    [February 14, 2013] This morning the folks at Do.com, the collaboration platform from Salesforce.com built for the way small businesses work, announced their Do More ecosystem of apps that integrate with Do providing users with a more efficient way to get their work done.
  • Future of Marketing Automation: Grow or Die
    [January 22, 2013] ‘Tis the season for industry predictions. I’ve already fielded a couple of requests for my thoughts, which usually requires some pondering before I reply. But this time I was able to answer right away because I’ve just finished a white paper on the future of B2B marketing automation, sponsored by Leadformix and available here for […]
  • [x+1] Origin Digital Marketing Hub Offers Cross-Channel Decision Management
    [December 11, 2012] My recent posts on real time decision systems have all described products from vendors of batch-oriented, outbound campaign management systems. Expansion to real time decisions helps those vendors cement their strategic position as a complete solution for marketing departments. But technically the two sets of systems have little in common: outbound systems create lists for direct mail and email, while real time systems generate recommendations for Web sites and call centers. Knowing this, you might suspect there are other real time decision management vendors with roots in Web marketing. You would be correct.