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Outreach CEO Manny Medina: Selling Success
March 21, 2017
Making sales account-based is "the ability to take an account and use a holistic approach when dealing with it," said Manny Medina, CEO of Outreach. "You use a combination of marketing and sales to get to that account. It's giving a name to something people already do, and it creates an alignment between sales and marketing. You [target] top companies that you know for a fact are open to you."
Dun & Bradstreet Marketing Database Exposed
March 17, 2017
A Dun & Bradstreet database, 52 GB in size and containing more than 33.6 million records with very specific details, has been exposed. Cybersecurity researcher Troy Hunt, who received it for study, on Wednesday confirmed that the records already were organized and developed as if intended for distribution to a potential client. The database apparently was compiled for the use of marketers.
WhatsApp Field-Trials Business Chat
March 14, 2017
WhatsApp reportedly has been conducting tests of a business chat system with a number of companies that are part of the Y Combinator startup incubator. The API gives companies a direct line of communication with WhatsApp users. WhatsApp CEO Jan Koum last year said the company would seek to monetize the free chat service by providing businesses with direct access to consumers.
IDG's New Pipeline Activator Aims to Get Sales Timing Right
March 13, 2017
IDG has launched Pipeline Activator, a global subscription-based service pinpointing verified projects and active sales prospects for those selling to enterprise IT. Pipeline Activator, the latest addition to IDG's ABM360 suite of account-based marketing services, provides sales and marketing teams with detailed insights on target companies actively researching products and services for purchase.
4 Email Marketing Mistakes to Avoid
February 27, 2017
I recently received an email from my health club that said, in part: "Dear Chris, We've noticed you haven't been in as regularly in recent weeks. I understand there may be many reasons for not being able to make it in, but I just wanted to send a quick note to check if you're happy with the service we've been providing. Let me know if I can be of any assistance and I hope to see you very soon!"
Social Marketing Grows Up
February 23, 2017
Before there was experimental data to support various contentions, it made perfect sense to believe that the likes and endorsements posted to friends on social media would drive more business. After all, didn't we all subscribe to the idea that a disgruntled customer would tell many more people about a brand's shortcomings than a happy customer would sing its praises?
Oro CEO Yoav Kutner: Getting a Sense of Your Customer
February 16, 2017
One of the most noticeable recent trends in CRM is that "there are a lot more companies looking for tools to centralize data," noted Oro CEO Yoav Kutner. "We're seeing multichannel businesses that interact with customers both through a brick-and-mortar and through multiple touchpoints. That data has to be collected someplace so they understand how they're doing with their customers.
Can Former Amazon Fire TV Exec Save Apple TV From Itself?
February 9, 2017
Apple has hired Tim Twerdahl, the former head of Amazon's Fire TV unit, in an effort to revive its struggling Apple TV business, which has been losing market share to rival streaming content services. Twerdahl reportedly joined Apple this month as VP in charge of product marketing for Apple TV, and the company shifted the unit's former head to a post responsible for negotiating content deals.
Personalization, Simplicity Key to Smart Home Device Adoption
January 26, 2017
Continued innovation and messaging are crucial for smart safety and security device manufacturers that want to capitalize on new opportunities in the emerging Internet of Things. Early adopters of smart devices are often drawn to the innovative design and technological gadgetry. However, mass market adoption depends on clear and compelling value propositions that appeal to the masses.
Google Gets Rid of 1.7 Billion Bad Ads
January 25, 2017
Google removed 1.7 billion bad advertisements from its various sites in 2016, more than double the prior year's totals. Google took several steps to crack down on the deceptive advertising, including updating its policies to protect users from "misleading and predatory offers." It also beefed up its technology to help identify misleading ads and remove them.
Top CRM Blogs of 2016: Countdown, Part 2
January 24, 2017
There's something to be said for consistency. Baseball Hall-of-Famer Tony Gwynn hit over .300 19 years in a row. The swallows have returned to Mission San Juan Capistrano every year since 1812. Richard Belzer played Detective John Munch in nine different television series over 23 years. Doing things well for a long time should earn you some attention for your efforts.
Why Companies Botch Customer Care
January 19, 2017
Do your customers come first? Companies spend a fortune to win and keep their customers. They advertise and market their products and services like crazy. Because of that cost, you would think every company would want to keep its customers happy. It's more cost-effective to keep an existing customer than to win a new one. If that's the case, why do some companies screw up customer care so badly?
Top CRM Blogs of 2016: Countdown, Part 1
January 13, 2017
In a year when it seemed that CRM continued to blur into other technologies -- AI, the IoT, analytics, predictive tools -- there was no shortage of things to blog about. However, only a few bloggers really captured what was going on in CRM in 2016 and reflected the evolution of the technology in their own unique ways. Doing that is a great way to land on our list of the 20 Best CRM Blogs.
Instagram Stories to Feature Video Ads
January 11, 2017
Instagram on Wednesday announced that businesses will be able to place immersive, full-screen video ads in its Stories feature, which has attracted 150 million daily users since its launch five months ago. Further, Instagram Business Tools will include insights on stories, which will allow business users to view the reach, impressions, replies and exits for each individual story.
Engagio CEO Jon Miller: How to Land a Whale
January 3, 2017
"Traditional demand-based, lead-based marketing is like fishing with a net," said Engagio CEO Jon Miller. "You run campaigns and marketing programs, and stuff comes out the other end. What the account-based world is all about is that you have a list of names, but you don't wait around to see if those big fish swim into your net. Instead, you go fishing with spears."
2017: AI's Coming Out Party
December 20, 2016
AI will be having a big coming out party in 2017. While there are plenty of opportunities in this space for workers, executives, investors and partners, not every company that uses the term "AI" in its marketing will become a serious winner in the field. As advanced as AI is -- and I have seen some technology that would blow your socks off -- not every company is created equal.
Radius CEO Darian Shirazi: Solve for Data Decay
December 19, 2016
"One of the interesting things about CRM and marketing automation is that most of these systems have poor data quality," said Radius CEO Darian Shirazi. "Typically, customers buy data lists or get inbound leads, and the information associated with those accounts, opportunities and leads ends up decaying quickly and being inaccurate. The problem is keeping that information up-to-date."
Sales, Marketing Poised for AI Revolution
December 16, 2016
Artificial intelligence will revolutionize marketing in the next five years, according to a Demandbase survey conducted last month. Eighty percent of the 500 B2B marketers who participated in the online poll, conducted last month by Wakefield Research, said they expected an AI-fueled marketing revolution. However, only 26 percent were very confident they understood how AI was used in marketing.
Demandbase's CEO Chris Golec: Finding the Companies That Should Be Buying From You
November 30, 2016
"Account-based marketing is really about marketing to the accounts that are aligned with your sales team," said Demandbase CEO Chris Golec. It's been done for years, but today there's a whole technology and practice around being able to market to accounts at scale, and this wasn't possible until about four or five years ago. It's a focused, targeted marketing approach."
Apple Celebrates Itself in $300 Coffee Table Tome
November 18, 2016
Apple this week introduced a pricey book bulging with artsy photos of the company's products. Designed by Apple in California contains 450 photos of products created by Apple over a 20-year span. It's available in two sizes: 10.20 by 12.75 inches for $199 and 13 by 16.25 inchesfor $299. The linen-covered hardbound volume is dedicated to Apple's late cofounder Steve Jobs.
Marketo VP Mike Telem: ABM Lets You Dust Off Old Marketing Techniques
November 15, 2016
"Account-based marketing is all about targeting key accounts. It's a strategy for marketers to focus most of their efforts on key accounts," said Mike Telem, vice president of product marketing at Marketo. "In most B2B businesses, you have a small number of accounts that are the most valuable. So it makes perfect sense that focusing on those accounts provides a better return on investment."
Microsoft Rebrands
November 2, 2016
Microsoft recently rebranded its business software offerings and the effect largely has been positive. Still, it must be emphasized that the cumulative effect of the deck chairs moved in performing the exercise remains to be seen. One of the effects is surely that all of the ERP and CRM solutions now are offered online, as the "Dynamics 365" moniker implies.
Tech Industry Lambasts New FCC Privacy Rules
November 1, 2016
The U.S. FCC last week adopted privacy rules for both wired and wireless broadband ISPs aimed at giving consumers greater control over their data, more privacy, and stronger security safeguards for that data. The rules implement Section 222 of the Communications Act. They establish a framework of customer consent required for ISPs to use and share their customers' personal information.
The End of Marketing
October 27, 2016
This is going to be political but you won't be able to tell which side I'm on. You might ask, why on Earth would I get involved even tangentially in politics right now? The simple answer is that it impacts CRM and I have a viewpoint -- but as I say, I'm not picking or revealing a side. I've been doing research in business agility lately -- a fascinating area that soon will impact CRM.
Angry Customers Likely to Ditch Wells Fargo's Wagon
October 26, 2016
Wells Fargo Bank will lose customers in droves because of the scandal over fraudulently opened accounts and other issues, based on the results of an online survey cg42 conducted last week. More than 85 percent of the respondents -- 1,500 primary customers of the top 10 U.S. retail banks, including 1,000 Wells Fargo customers -- were aware of the scandal.
Big Data and Analytics: Creating New Value
October 14, 2016
The massive amount of data available from connected devices creates an unprecedented opportunity for increased optimization of products and services -- and, consequently, revenue. The deep investment in big data gathering and analytics is fueled by an ability to create added value for companies based on actionable business insights, and for consumers by providing lifestyle benefits.
Samsung Down, Galaxy Note7 Out
October 11, 2016
Samsung shares fell sharply on Tuesday after the company confirmed reports that it had halted production of its flagship Galaxy Note7 smartphone, just launched this summer. The move came after several replacement phones reportedly smoldered or caught fire. Shares fell 8 percent in the Korean market. Samsung had been working with the U.S. CPSC on a voluntary recall and replacement program.
Bring Back the CIO
October 10, 2016
The cloud revolution has made an enormous contribution to the evolution of sales and marketing software, as well as to business software of all types. There's a long list of benefits it's conferred on users -- from the ability to outsource security and maintenance tasks to the avoidance of manual upgrade processes, to the switch in payment modes, to a model more affordable for more businesses.
Consumers Warned of Exploding Samsung Washers
October 8, 2016
That's the situation Samsung found itself in last week when the U.S. Consumer Product Safety Commission issued a warning about certain top-load washing machines made by the company between March 2011 and April 2016. "CPSC is advising consumers to only use the delicate cycle when washing bedding, water-resistant and bulky items," reads a statement at the commission's website.
Amazon Cracks Down on Review Freebies
October 5, 2016
In a bid to help bolster trust in its customer ratings, Amazon on Monday said that it no longer would allow most incentivized reviews -- that is, reviews written in exchange for receiving products free or at a discount. Such reviews comprise only a small percentage of the tens of millions of reviews of products sold on the site, maintained Amazon Vice President of Customer Experience Chee Chew.
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