Webinar: ABM in Action: Target, Execute, Measure

March 8, 2017
11AM PT | 2PM ET

What Does Salesforce Tell You?

Last Friday Gene Marks wrote an interesting article for Forbes called What Salesforce.com Won’t Tell You where he explains that the main problem with most CRM systems is not the systems themselves but the people using those systems – how these CRM systems are set up, implemented, managed, etc.  He... Read more ›

Leads and Contacts OR Leads VS. Contacts

I’ve recently encountered much debate and curiosity regarding best practices around Lead and Contact usage in Salesforce.  While in some cases organizations will have certain divisions of their sales teams work exclusively in leads, we see other organizations that have moved their entire sales process to exclusively utilize Contacts in... Read more ›


Marketing Analyics: Moneyball for Marketing

I wrote in a previous blog post, Thoughts on Maggie Fox’s “Why Marketers Will Rule the World”, that marketers have access to an incredible amount of data (similar to the information sports teams have on potential draft picks or free agents) and the potential to uncover powerful insights about target... Read more ›



The Power of Marketing Metrics

Jon Miller, vp Marketing and co-founder of Marketo, recently wrote a blog post called Where Marketing Metrics Go Wrong that caught my attention.  I completely agree with Jon when he says that the problem with most marketing metrics is that while they measure some kind of value, they do not... Read more ›

Our Take: Oracle to Purchase Eloqua

Interesting news today on the marketing automation software front.  Oracle announced its intent to purchase Eloqua for $871 million, a 31 percent premium over the Eloqua share price on the day of the announcement. The deal should be completed in the first half of 2013. Eloqua, of course is one... Read more ›

Pretty Little Lies

The following is a true story. At first glance, it may seem to have nothing to do with marketing analytics, but bear with me. One of my first tasks as a junior programmer was to write some software to test hard drives – our company was choosing between two companies... Read more ›


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