It’s All About the Marketing Portfolio

At a SiriusDecisions event last week John Neeson told an interesting story about a CFO at one of the SD conferences.  In the presentation, John was showing off the SiriusDecisions waterfall (some of us call it the funnel) and explaining it to the audience.  After the meeting, the CFO approached... Read more ›

The Evolving CMO Role in B2B Marketing Organizations

Recently I attended a SiriusDecisions seminar where John Neeson, a co-founder of the marketing advisory firm, spoke about how B2B marketing organizations are evolving. “The role of the CMO is changing,” John said. “We’re seeing more people with operational experience. This trend is tied to the movement towards larger participation... Read more ›

Marketing To Spend More than IT on IT?

I recently read a really interesting report from Gartner entitled “By 2017 the CMO Will Spend More on IT Than the CIO.”  It’s not a a brand new report but for someone like myself who’s been selling software to IT people for many years, I thought it was fascinating.  It’s... Read more ›

Why the Marketing Cloud is Great but Not Enough

The unveiling of’s Marketing Cloud at Dreamforce not only shows just how far social media has come in the professional world but also brings validation to marketers who have long been seen as merely another tool to generate leads for their sales team.  The Marketing Cloud is intertwining sales... Read more › is the next Visual Basic

I just came back from the Dreamforce conference with an epiphany – is the next Visual Basic. Some less experienced software developers might think that’s an insult, but those of us who have been around know that it’s not merely a compliment – it’s an observation that, if true,... Read more ›

Dan’s Developer Theater Talk at Dreamforce

Real programmers use Apex Thursday (9/20) at 10:00am Salesforce has always been known for its powerful point-and-click customization tools. The “Clicks before Code” mantra expressed the idea that a wide variety of business processes and use cases could be solved using workflows, formulas and other non-programming techniques. But in truth,... Read more ›

It’s Sales + Marketing, stupid!

“Bridging the sales and marketing divide.”  Ok so some of us are a bit tired of that phrase but it’s still an issue at most companies. I was recently talking with Wayne Cerello, Managing Partner of, and his theory is that marketing can bridge the divide by providing good... Read more ›

On the Importance of Response Management

At Full Circle CRM we don’t speak of “lead management” or “contact management,” we talk about “response management.”  You may be asking, why is this so?  After over 50 years of group experience with, we’ve come to realize the system we know and love has some areas which need... Read more ›

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