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Is Your Mobile Campaign Working?
November 21, 2014
More and more marketers are eager to engage with consumers on the devices they use for just about everything these days -- from connecting with friends and colleagues to consuming and creating content, playing games and, of course, shopping. But are the billions of dollars now being invested in mobile advertising paying off? Brands need to understand which marketing approaches work best.
Platform Native
November 19, 2014
The idea of an omnipotent software platform and the evolution of customer science go hand in hand. Customer science is the upshot of my idea that we're in the process of converting from random acts of CRM in the front office to a more structured, efficient and predictable approach to conducting front-office business. Platforms make customer science possible.
IBM Begins New Email Chapter With Intelligent Verse
November 19, 2014
IBM on Tuesday introduced Verse, its entry into the reinventing email derby. Verse, which will be available in both an enterprise and freemium edition, integrates the many ways people communicate with each other every day -- email, meetings, calendars, file sharing, instant messaging, social media, video chats and more -- into a single collaboration environment.
The Terrifying Numbers Behind a Whopping Marketing Failure
November 17, 2014
There are lots of scary things out there -- killer viruses, Earth-smashing meteors, the possibility of yet another Real Housewives show. But those are easy to dismiss and push to the farthest corner of the back of your mind. What's really distressing? Numbers. Numbers are really scary -- specifically, the numbers around things marketers know they should be doing but aren't.
Analyzing Big Data
October 29, 2014
Xactly continues its pioneering ways by analyzing anonymous data collected by its customers in compensation management. If you aren't familiar with the company's groundbreaking market analysis, you might be in for a treat. Its approach is relatively simple but extremely powerful. With the permission of the data owners, Xactly strips out identifying information and conducts sophisticated analyses.
CRM Selection: Getting Requirements to Reflect Reality
October 24, 2014
Perhaps the most important thing you can do before buying business software is to understand what you really want. Software is different from buying a car -- a physical thing you can inspect and whose operation you understand. It's different from buying a commodity, whose characteristics are already clear and there's little variation from purchase to purchase.
The Customer Science Revolution
October 23, 2014
Bluewolf, the consultancy that was founded to assist customers implementing and deploying Salesforce.com, has released its annual State of Salesforce report. There is very little that's controversial. Salesforce is a juggernaut at this point, growing at an exceptional and exponential pace. My only quibble with the account is that it does not look very far beneath the surface of the statistics.
Salesforce's Wave Is Only Half the Analytics Answer
October 17, 2014
Salesforce.com's major Dreamforce news was, as the company itself admitted, the worst-kept secret at the show. Marc Benioff, no less, spilled the beans about it during the summer; the crowd for his keynote was there largely to see it in action. It's a beautiful-looking analytics program. The graphic representations of data are simple, clean and automatically animated.
Jottings on Dreamforce 2014
October 16, 2014
Dreamforce has always been about many things happening at once -- a three-ring circus, in a good way. There are announcements about applications, platforms, philanthropy, entertainment and, importantly, parties. This year there was all of that and then some -- I was a guest with a ringside seat. Perhaps the worst-kept secret of the event was the company's announcement of Wave, its analytics cloud.
Wireless Carriers Could Take a Shine to Ad-Blocking
October 14, 2014
Shine Technologies may well upend the Net neutrality issue with the launch of AdSight, an ad-tracking product in development. AdSight reportedly will allow carriers to monitor the ads being delivered over their pipes. The data provided will be very granular, including who the ads are from and the level of individual ad impressions. The technology also will be able to block ads selectively.
Salesforce.com Unleashes Cloud Analytics Tidal Wave
October 14, 2014
Salesforce.com CEO Marc Benioff last month tweeted about the tentative agenda for this week's Dreamforce, and caused a tizzy revealing a keynote session entitled "Analytics Cloud." Although the company immediately denied that it was planning to unveil such a thing or that Benioff intentionally spilled the beans, Salesforce.com did indeed launch its analytics cloud, called "Wave."
When Computers Get a Right Brain
October 13, 2014
IBM is massively increasing its commitment to Watson, which was evident at last week's IBM Think Forum. IBM recognizes that if it can get a product that thinks first, then it can again take absolute control over the technology market, and every other company will be chasing it again. It is making some impressive headway, and the firm that succeeds at this will change the world.
5 Ways Data Denial Hurts Marketing and Sales
October 06, 2014
Other parts of business have reoriented around data, but sales and marketing have been allowed to function as though they're black arts, with their practitioners going about their trades mysteriously, doing things for reasons only they know. Sometimes the result is a great quarter. Other times, not so much. Sales and marketing generate metrics, but many managers rely on instinct and experience.
'Data Divination: Big Data Strategies' Is a Great Hip-Pocket Tool
October 02, 2014
Most of today's books about Big Data delve into highly technical tools, cloud technology, and high-level computer-assisted math calculations and algorithms. For most people in the business world, this is far from motivating readers to appreciate just what Big Data does and how to let it get you there. However, that's not so with Data Divination: Big Data Strategies by Pam Baker.
A Lot to Like in the Midwest
October 01, 2014
There was a lot to like at Salesforce ExactTarget's Connections 2014 user conference in Indianapolis last week. Now all that's needed is a shorter name. The words "marketing cloud" need to be fitted in there too, but I forget how. Perhaps it's ExactTarget's Midwest roots, but I can see a genuine concern for the customer emanating from the ExactTarget Marketing Cloud and it plays well.
Tech Advances Will Give Aging Baby Boomers More Independence
October 01, 2014
The U.S. is facing a retirement wave; 76 million Baby Boomers are beginning to hit the 65-year-old mark. By 2025, the number of people between 65 and 85 will account for 16.6 percent of the population. In the U.S., the elderly prefer aging in their own home, but it can be risky. Connectivity and technology advances are enabling more sophisticated devices and tools to help consumers and caretakers.
Leveling the Monetization Playing Field on the Internet of Things
September 29, 2014
The Internet of Things is expected to be a $7 trillion market in six years. However, many small to medium-sized IT firms that do not have the capital to acquire the Nests of the world are left to wonder how they can benefit from this lucrative trend. SMBs with little or no IT in-house support can monetize this new market without reinventing the wheel.
The New Forecasting Era
September 24, 2014
Sales forecasting never has been easy, and over time it has gotten a lot harder. This brings up a couple of points that every sales manager and CEO has to deal with: how to forecast deals and how to track them. Forecasting has gone through several generations of approaches that have been tied directly to sales practices. Unfortunately, some of us have been reticent to change practices.
The Growing Allure of E-Commerce Systems Integration
September 24, 2014
The power of e-commerce lies in the simplicity and ease of use delivered to customers. Giving customers the ability to quickly find a product, buy it and have it delivered -- without visiting a store or even speak with a salesperson -- lets companies sell on a massive scale with little overhead. However, behind the simple purchasing process that the customer sees is a very complex set of systems.
Jive Software Tightens Its Connections
September 22, 2014
Jive Software recently unveiled upgrades to its Summer Cloud release of its two flagship products -- the Jive and JiveX communication and collaboration suites. There has been a slew of improvements to both suites, ranging from better UIs, mobile optimization and third-party integration to new community management tools. In particular, there has been a great deal of energy around JiveX.
IBM's Watson May Change the Face of Business Analytics
September 17, 2014
IBM on Tuesday announced Watson Analytics, a natural language-based cognitive service designed to provide businesses with instant access to powerful predictive and visual analytics tools. It runs on desktop PCs and mobile devices. Watson Analytics automates data preparation, predictive analysis, and visual storytelling for business professionals in data-intensive areas such as marketing and sales.
Analytics: The Tie That Binds Sales and Marketing
September 15, 2014
If you want to make an old-school salesperson flinch, just bring up the idea of data-driven selling in conversation. To sales pros, especially those who started in the game more than 10 years ago, the idea of data driving the sale is sacrilege. It minimizes the sales person's talent, and it suggests that sales are driven by a bunch of desk bound propeller-heads who never talk to customers.
Monetizing the IoT From A to Z
September 10, 2014
There is no question that one of the hottest topics in the tech industry is the rapidly evolving world of the Internet of Things. The seemingly infinite variety of use cases for capturing data from a widening array of connected devices and objects is inspiring the imaginations of corporate decision makers and fueling a new wave of innovation among established and emerging players.
Intel Picks Up Its Mobile Pace
September 09, 2014
Intel on Tuesday made a mobile splash as it kicked off the Intel Developer Forum being held in San Francisco through Thursday. It announced the commercial availability of Intel Edison, its postage stamp-sized System on a Chip, and of its second-generation Intel XMM 7260 and 7262 LTE modem. It also unveiled the MICA bracelet -- available exclusively on AT&T's network.

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