Shreesha Ramdas

Make a Great Marketing Dashboard

Most end-user business softwares display, after logon, a dashboard with a concise summary of key performance indicators (KPIs). This is generally true for installed applications as well as for software-as-a-service (SaaS) platforms. Though useful for everyone who accesses the solution, it's especially important for...

How Do Sales Operations Fit With Marketing Automation?

The scope of sales operations and its relationship to marketing automation is another point of confusion along the sales-marketing frontier. The Wikipedia definition of sales operations is very broad and encompasses: Sales strategy: design, planning and execution. Measurement of results: reporting, analytics and sales data.…

Consolidations in Marketing Automation Space: Implications for B2B Customers

The marketing automation industry has reached an important inflection point. Before this time, B2B marketers had been underinvesting in technology, though the reasons were manifold (lack of perceived value, fit with B2B marketing processes, solution immaturity, etc.). During the last year, implementation of marketing...

How Should You Calculate ROI?

Marketing is increasingly metrics-driven. This has been a terrific evolution for our profession because it enables us to sit at the C-suite table with equal legitimacy and credibility, not to mention the fact that we operate far more efficiently than before. Enterprise executives love...

Revenue Performance Management – What’s the Buzz About?

Corporate management loves buzzwords and marketers love to implement them. Technology usage in marketing continues to increase (see Gartner's survey results in 2013 Marketing Budgets High-Tech Providers) and will undoubtedly do so for the next several years. Revenue Performance Management (RPM) is a concept...

Do B2B Brands Really Need to Go Mobile?

A version of this post was first carried in DM Confidential In the B2C world, mobile marketing campaigns abound. Starbucks, Adidas, Target and Nordstrom use mobile marketing to enable payments, drive store traffic, distribute reward points and engage over social media. B2B marketers have been…

The Grand Unified Theory of Revenue Generation

The world of theoretical physics offers an interesting analogy to the revenue generation value chain that starts in marketing and ends with sales.Physicists have struggled for centuries to create a coherent and mathematically defensible Theory of Everything to explain all fundamental forces in the...

10 Predictions for 2013

It's December, which means it's time to speculate about what the forthcoming year will bring in the world of marketing, social media and demand generation. For us this is more than just a fun-filled exercise: The success of our business depends on a reasonably...

Social Media for Demand Generation: What Have You Done for Me Lately?

At LeadFormix we deal with many of the same marketing challenges that our customers grapple with. Not the least of these is how to extract maximum benefits from investments in social media. Sometimes you can't measure the impact directly (or measure it at all)...

Forms – Can You Do Without Them?

A version of this post was first carried in DM Confidential December will witness the end of an era, with Newsweek's last issue, as it ends its 80-year print run. The news weekly will become an online-only publication to keep pace with the free and...

Rescuing Sales Rejected Leads

In an earlier post we discussed the importance of paying attention to warm or less-than-perfect leads that could result in sales if pursued with additional insight and diligence. In this post we want to take an in-depth look at the process of handling one...

Beyond Standard Landing Pages

Most of us are familiar with the required elements of a good landing page. LeadFormix has documented the essentials in a whitepaper, and there are lots of studies, opinions and examples on the Internet that offer best practices and pitfalls to avoid. The broad utilization...

The People Behind Marketing Automation

Demand generation professionals are increasingly proficient at identifying and understanding customers, selling them solutions and making money. Remarkable tools such as marketing automation and CRM platforms have brought us to a level of sophistication and productivity that was unimaginable a decade ago. Our laser-like focus...

Marketing Automation Predictions for 2013

Sirius Decisions' Six 2013 Predictions for Marketing Automation makes interesting predictions for the marketing automation space in 2013. I agree with several of Jay's points. We've witnessed increasing consolidation in the marketing automation marketplace. Non-traditional players such as CallidusCloud and ExactTarget entered the fray in...

Is Outbound Marketing Still Important for Demand Generation?

Outbound marketing (sometimes referred to sardonically as "interrupt" marketing) remains important for demand generation. Although there has been a clear shift to inbound methods due to the Internet, search engines and novel marketing techniques, some prospects expect companies to reach out "the old...

Will Your New CIO be a CMO?

We are witnessing an interesting shift of power and prominence within corporations. Marketing is the new heavyweight in the room because its role in revenue growth is today more important than at any time in the past. For example, digital marketing drives the lion's...

Contacting Prospects: Mix it up a Bit!

Sales people love selling stuff to other people. For them it's about the conversation, a handshake, reading body language and the thrill of the close after overcoming major challenges. They are gregarious by nature and typically passionate. Personal relationships are paramount. They are, in...

7 Habits of Highly Effective Marketers

We want to follow up the recent tribute to Stephen Covey by sharing our thoughts about the 7 habits of highly effective marketers. 1. Treat the sales team like family. Generating leads and closing sales represent a joint mission. Like a family, the bonds should...

No Lead Left Behind

Demand generation can be difficult at times because marketers occasionally need to balance competing interests. Sales teams expect a constant flow of hot leads. Marketing managers work hard to ensure an uninterrupted stream of ripe opportunities. But the singular focus on easy-to-close leads might...

Marcom Fatigue: Should Marketers Worry?

Our profession is beginning to see signs of marcom fatigue. Consider the multitude of marketing channels a target prospect in the high tech industry faces each day: email, social media (Facebook, Google+, Twitter), corporate (Yammer, Jive, Chatter, Sharepoint), professional (LinkedIn), advertising (Adwords), blogs and...

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