Shreesha Ramdas

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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....

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...

Does Marketing Automation Hurt or Help Customer Intimacy?

In 1993, Michael Treacy and Fred Wiersma published their seminal article in the Harvard Business Review about the three value disciplines (operational excellence, customer...

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