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Sales Lead Management Association Radio

5
Dec

Marketing Enablement? Buzz Words or Facing Reality In a Changing Marketing Environment?

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250-SLMARADIO-20161208-caretsky.jpgMarketing Enablement appears to be a recent twist on sales enablement discussions.   Sirius Decisions, Seismic Solutions and others have written about the subject and there is mounting evidence that marketing must first address its own issue of marketing enablement before offering solutions to sales enablement.  In our interview with week, Larry Caretsky, CEO of Commence Corporation offers his opinion on the state of Marketing Enablement. The host is Jim Obermayer.

Caretsky offered his Predictions for 2017 on the SLM Blog and was recently interviewed on CRM Radio Sales Enablement: Clearing up the confusion.  November 8, 2016

Read the rest of this entry »

20
Jun

How to use Marketing Automation to Follow a Longer B2B Sales Cycle

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Long Sales Cycles are difficult enough for salespeople to keep top of mind, much less gearing up a marketing automation program to do it for you. Too many marketers are so short of content that the longer the sales cycle the more likely that the content and communications may be lacking in specificity for each prospects need.  During this live program, Fred Yee, CEO and founder of ActiveConversion discusses how to use the “smarts” in marketing automation to your advantage for long sales cycles. The host is Jim Obermayer.

 
About Fred Yee
 
23
Mar

What to Consider in Choosing a DAM system to Avoid Costly Mistakes

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Whether it is your first venture into installing a digital asset management system (DAM) or you are into your second or third generation installation, there are specific things to look for to avoid costly mistakes. In this interview with North Plains executives Mohan Taylor and Mike Verrell, they discuss with host Jim Obermayer what to consider when installing a DAM System. 

Mohan Taylor: 

As North Plains’ Chief Product Officer, Mohan is responsible for the long-term product strategy for North Plains. He has 15 years’ experience in designing and implementing digital asset management systems and has worked for some of the world’s largest organizations.

Mike Verrell: 

Mike is Pre-sales Manager for North Plains and has been working in the field of Rich Media and Digital Asset Management for over 15 years. He has experience with the challenges faced by a wide variety of industries, including alcoholic beverages, retail, manufacturing, publishing, media, creative agencies, banks and pharmaceutical, to name a few. Mike has worked with a number of large brands with both the business and IT groups in order to ensure the right solution is implemented.

About North Plains 

With over 1,400 installations supporting over one million active users worldwide North Plains is recognized as the leader in helping global brand managers, marketers, content creators, publishers and media companies to efficiently and effectively engage and connect with their target audiences through visual media including images, photos, videos and 3D designs.

North Plains’ market-leading software portfolio enables companies to address a number of needs across the Creative Marketing Lifecycle, including work-in-progress creative production systems, digital asset management infrastructure and comprehensive marketing and brand asset management solutions. In addition to providing a complete portfolio of software products, North Plains is uniquely positioned when it comes to the integration and implementation of product and software solutions with its professional services team and a rich network of resellers and global technology partners.

Since 1994, North Plains has helped its customers stay ahead of their rapidly changing marketing needs. With offices in Canada, the United States, Europe and Japan, North Plains counts many of the world’s leading companies and brands among its satisfied clients. For more information, please visit http://www.northplains.com

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This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit VanellaGroup.com or call 888-335-0340

adView.cfm?id=396
and by Validar Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com
5
Jan

How to Implement Sales Lead Automation

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What is sales lead automation? Of course there is marketing automation and sales force automation, but sales lead automation? In this interview Gabe Buck, CEO and Founder of ClickPoint Software describes what sales lead automation is and what it can do to deliver more “A” quality leads. Mr. Buck will discuss approach that simultaneously delivers leads to field sales teams, call centers, franchisees, and lead buyers. He'll talk about how proper lead filtering can increase lead quality and delete up to 27% of the leads that are “bad.”

About Gabe Buck
 
Gabe Buck is a technology entrepreneur with over 15 years of experience including building bootstrapped companies to scale, product development, marketing, business operations, and strategy.  Mr. Buck founded ClickPoint Software in 2007 with a simple mission: help marketers, call centers, and sales teams improve results from their leads and contacts.    
 
While serving as a VP of sales for an ad agency Gabe Buck  worked with a lot of companies in the financial sector that failed  at managing leads.  He found  that there  were very poor processes in place and he saw a tremendous amount of revenue being left on the floor.  Buck knew the right process combined with easy to use software could improve revenue from leads.   
 
 
About ClickPoint: Accelerate Sales and Win More Deals
 
Founded in 2007 and located in Scottsdale, Arizona, ClickPoint serves both Fortune 500 companies and small businesses. ClickPoint was born out of a desire to help companies tackle the big problem of managing leads and sales teams effectively.
 
We found many companies using CRM suites did not do a good job of integrating sales and marketing. Instead, we saw many companies integrating them in a linear fashion. We could see that companies were missing out on a tremendous amount of potential customers due to a lack of insight into lead quality, lead performance, contact to close rates, and real-time sales performance. 
 
Today ClickPoint works to help companies implement Lead Management Automation. ClickPoint integrates sales and marketing effectively and prevents sales inefficiency, resulting in increased lead quality, lead quantity, and improved conversion.
 
Mission
We extract more value from customer interactions by improving sales efficiency and performance. We do this by providing a single integrated marketing automation, lead management, and call routing solution.
  
Service and Post Implementation Support
ClickPoint is well known for providing both small and enterprise clients with excellent post implementation support. You can read more about our customer success with companies from many different verticals. Read More
 
Enterprise Development Team
ClickPoint started as an enterprise development team. We invest heavily in our team, tools, and our development process. When it comes time to integrate internal and external solutions our team is here to help, no matter the size of the project.

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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340

and by Validar
Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com


 
9
Nov

Why Only 13% of Marketing Automation Programs are Successful

Watch Now:

It's one thing to buy a marketing automation tool and install it. Its quite another thing to use it every day to manage and nurture, your most precious asset: sales leads. And yet some would say that this leading edge technology could be aptly named bleeding edge because of the effort it extracts from the users to make it work. In the interview with Justin Gray, CEO of LeadMD we discuss how to avoid being part of the 87% of marketing automation users who fail. The host this week is Susan Finch

Justin Gray , CEO & Chief Marketing Evangelist

You might know Justin from the incredible amounts of quality best practices content LeadMD churns out on a monthly basis. You might say he drank the content marketing Kool-aid. You might also say he spiked it with Everclear and slept behind a Walgreens last night. Justin founded LeadMD with the vision of being a little different, the dream of igniting a fire around marketing, fueled by "doing". The result is a true Marketing-as-a-Service offering, which has become the benchmark of excellence and a Preferred Service Partner for both Marketo and Salesforce.com. Mr.Gray has emerged as a strong voice for demand generation, value-based marketing and conversational best practices. As a recognized speaker,Justin has been published over 250 times in industry publications. Meanwhile, his Blog, The Marketing Evangelist is one of the top marketing blogs in the marketing automation the space.

Company Twitter:@myleadmd

Personal Twitter:@jgraymatter

LinkedIn:http://www.linkedin.com/in/leadmd

About LeadMD

LeadMD is a full-service marketing and sales consulting firm specializing in conversational marketing and revenue performance management. With deep expertise in Marketo,Salesforce.com and respective integration, LeadMD helps businesses make sense out of marketing automation and increase revenue by developing, streamlining, and maximizing any lead generation program. For more information, visithttp://www.leadmd.com http://navigate.leadmd.com


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This episode is generously sponsored byThe Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visitBuildPipeline.comor call 888-335-0340

and by Validar
Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us atwww.validar.com
18
Aug

How Artificial Intelligence, Applied to Lead Management Finds Hot Leads

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Can Artificial Intelligence Find your Next Customer?

If salespeople don’t pursue leads, and the run-of-the-mill marketing automation system is mediocre in pursuit (but better than reps) and the average CRM system tracks but doesn’t qualify, some people say the answer is applying artificial intelligence (AI) to the issue.  AI is said to be different from autoresponders in that the system interprets intention and sentiment, avoids lost leads, and helps to surface those that intend to buy.  In the interview Alex Terry, CEO of Conversica and Carl Landers, Senior VP and CMO at Conversica help clear away the mysteries of AI and its application to sales lead management qualification.  About time.

Alex Terry, Chief Executive Officer

Alex is an accomplished general manager and leader with over 20 years of management experience in high-growth SaaS companies. Previously, Alex was CEO at Become, Inc. an award-winning shopping analytics platform providing performance-based marketing services to thousands of merchants in North America, Europe and Asia. Prior to that, Alex was EVP and General Manager of the Zoomerang.com online survey business where he introduced new lines of business, re-energized growth and managed the business through its acquisition by SurveyMonkey, Inc. Alex was also President and CEO of NeoEdge Networks and spent five years at Time Warner/AOL in senior executive roles. A technology and business model innovator, Mr. Terry holds multiple patents for his work in Internet services, integrated communications, and interactive billing systems.  He earned his MBA from Harvard Business School and his undergraduate degree from Dartmouth College.

Carl Landers, Senior Vice President and CMO

Carl has over 20 years of B2B marketing experience in high tech. Prior to joining Conversica, Carl was chief marketing officer at Serena Software, a leading provider of software development and deployment solutions to the Global 2000. He joined Serena as VP of product marketing and demand generation after serving in a similar role at CA Technologies in the company's portfolio management business unit. Carl's previous experience includes senior marketing, product management and product development roles at Niku Corporation, Tyco International and Raychem Corporation, and startups Perfect Commerce and Zoho Corporation. Carl holds a Bachelor of Science degree from Stanford University.

About Conversica:

Conversica is the leading provider of lead engagement software for marketing, inside sales and sales organizations. Driven by artificial intelligence technology, Conversica’s custom online persona automatically contacts, engages, nurtures, qualifies and follows up with leads via natural, two-way email conversations until the lead converts into an opportunity or opts out. The virtual sales assistant interprets the lead’s intention and sentiment in email replies and extracts key information, such as phone numbers and the best time to call. As a result, our customers find their next customers more quickly and efficiently, while ensuring no lead is left behind.
Used by more than 8,000 sales representatives worldwide, Conversica maximizes sales opportunities by optimizing sales team productivity and has helped create more than US$8 billion in sales revenue.
Founded in 2007, Conversica is a portfolio company of Kennet Partners and is headquartered in Foster City, California.
6
May

Can Marketing Automation Build Your Business?

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Join us May 14 for this episode of SLMA Radio. Yep, we've heard all the promises of marketing automation: follow-up, nurturing, customizing response, qualifying leads, etc., etc., but the real question is, can it build your business? Can it increase revenue and is its contribution measurable? SLMA Radio host Jim Obermayer clears away the hype and discusses the bottom line potential with marketing automation pioneer Lars Helgeson, CEO of GreenRope.

About Lars Helgeson

Lars Helgeson has been in the Internet marketing space since 2000, when he co-founded one of the world's first email service providers, CoolerEmail. As a pioneer in responsible email marketing, he grew CoolerEmail to a global software company specializing in marketing communication with over 1,500 clients. In 2010, after spending several years designing and implementing a more comprehensive way to meet the needs of small and mid-sized businesses, he launched GreenRope. GreenRope is the world's first and only Business Operating System, a cloud-based platform that simplifies and consolidates a company's sales, marketing, and operations. GreenRope currently provides technology solutions to over 3,000 companies worldwide.

Lars earned Bachelor of Science and Master of Science degrees in Mechanical Engineering from Rensselaer Polytechnic Institute in Troy, NY. He also has an MBA from the Robert Anderson School at the University of New Mexico. He served in the United States Air Force for 4 years, working in the Air Force's space test program, Air Force Research Laboratory, and Ballistic Missile Defense Organization. He enjoys travel, stand-up paddleboarding, mountain biking, and ice hockey, and practices yoga whenever the forces of the universe are not aligned to keep him at his computer.

In the past several years, Lars has been a finalist in the San Diego Business Journal's Most Admired CEO and Information Technology Executive of the Year, and a finalist for San Diego Magazine's Top Tech Exec Award.
About GreenRope

GreenRope is a company built around providing exceptional value to its customers. In the past 15 years, GreenRope has have evolved from being one of the first email marketing service providers to being the only Complete CRM on the market. "Combining sales, marketing, and operations in to a single platform, GreenRope inspires collaboration with your clients, vendors, and employees and we live this collaborative culture, listening to people like you to build what YOU want to run your business."

GreenRope  Philosophy
The mission of GreenRope is to provide a user-friendly, cost-effective, and efficient way for business owners to consolidate their operations on all levels. GreenRope  aims at always understanding the present and future needs of small business owners and helping them achieve their business goals.
20
Apr

Is Marketing Automation Inadvertently Becoming the New ERP?

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Guest Dan Arra, VP of Sales & Service at Alto Cloud has a unique perspective in that he discusses with the host Jim Obermayer how marketing automation could be slipping into a rigid process that resembles an ERP solution, which is not necessarily good for the customer or the salesperson. He discusses how machine learning, when added to marketing automation can push personalized communications in real time to address a customer’s immediate interest. 

About Dan Arra, VP Sales & Service

A Silicon Valley entrepreneur, Dan Arra has over twenty-five years of experience in the software industry holding various positions in sales, engineering, senior management, and product management. Most recently, Dan was the Managing Director of Macadamian, a software design and development studio with deep expertise in the telecommunications and enterprise networking industries.

A founding/co-founding member of four successful technology companies, Dan played a key role assisting two companies going public on the NASDAQ. He co-founded SCS America, which became Brightstar Information Technology Group, and aggressively grew the company to over $30M in a short five-year period. While at BrightStar, Dan’s responsibilities included worldwide sales, consulting operations as well as taking the company public on the NASDAQ. BrightStar was an e-business professional services consultancy with annual revenues over $100M with 450 employees throughout locations in the US and Australia.
An early investor and employee of Young Design Inc. (YDI), which went public on the NASDAQ, Dan was a leader in sales and business development. YDI subsequently acquired wireless networking and services companies including Terabeam, Proxim Wireless, Ricochet Networks, and others. Dan founded Gatespeed Broadband, a wireless Internet service provider and successfully sold the company and also co-founded Blackstone Solutions, a software and services company delivering program management software solutions to enterprise customers.

Dan majored in Electrical Engineering at the University of Southern California and has been an IEEE member since 1987.
 

About Altocloud

Smarter Interactions with your Online Customers and Prospects

Altocloud is a cloud platform that combines predictive analytics with voice, video, and chat interactions to identify the right website and mobile visitors and best moments for communications.  We help convert shoppers into buyers for eCommerce, connect web and mobile visitors with Inside Sales people in real-time, and streamline Customer Support experiences.  Altocloud helps businesses efficiently grow revenue, saving time and money while making customers happy.

Altocloud is based in Silicon Valley and Galway Ireland and is led by CEO Barry O'Sullivan (Bio), formerly a senior executive at Cisco and Nortel where he led multi-billion dollar businesses, including Cisco'sVoIP, Collaboration, Contact Center and WebEx businesses.

Altocloud was founded in 2013 by Dan Arra, Joe Smyth and Barry O'Sullivan and had its launch out of stealth mode in March 2014 at  Enterprise Connect, the leading enterprise communications industry event (see News).
14
Mar

Stop sending newsletters, send an email instead.

Watch Now:
Before you pull the trigger, make sure you have some basic drip pieces in place. It's not about sending NEWSLETTERS. No one needs more newsletters. Think about these as sharing tips and items of interest with your contacts based on their interest and needs, rather than looking at it as a way to quickly cram your wares down their inbox. Wouldn't it be great if the 2000 on your list each shared your helpful, well-written, concise email with 2 folks, and at least one of those also gave your their email because they love the offer you give them if they "subscribe?"

Link to the checklist gift from Ely, Susan & Yvi and ongoing guides and tips to help you get started before you spend too much time in the WRONG email marketing system for your company.

Guest Panelist:

Ely Delaney is the Co Founder, Dean and Lead Trainer at Your Marketing University, a marketing education company designed specifically to help teach motivated entrepreneurs and business professionals how to take control of their marketing, online and offline. Ely has been in the marketing and multimedia design world since 1996 and is dedicated to helping businesses achieve their marketing goals without the need for expensive advertising agencies.

Subscribe to the Geekspeak Guides on YouTube, iTunes and Stitcher.

Your Geekspeak Guides:
Susan Finch - Marketing, PR & Web Pro for DECADES!

Yvonne Heimann - Your "Can Do" Geek

18
Jan

Marketing Automation: Quick Wins in 30 Days

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Marketing Automation has promise, no doubt about it, but how do you turn promise into measurable wins that can be shown to management and sales? In this week’s SLMA Radio program, Justin Gray, CEO of LeadMD gives us a roadmap to get quick wins in 30 days for new marketing automation installations. The host for this program is Jim Obermayer.

 

Justin Gray, CEO & Chief Marketing Evangelist

You might know Justin from the incredible amounts of quality best practices content LeadMD churns out on a monthly basis.  You might say he drank the content marketing Kool-aid.  You might also say he spiked it with Everclear and slept behind a Walgreens last night. Justin founded LeadMD with the vision of being a little different, the dream of igniting a fire around marketing, fueled by “doing”.  The result is a true Marketing-as-a-Service offering, which has become the benchmark of excellence and a Preferred Service Partner for both Marketo and Salesforce.com. Mr. Gray has emerged as a strong voice for demand generation, value-based marketing and conversational best practices. As a recognized speaker, Justin has been published over 250 times in industry publications. Meanwhile, his Blog, The Marketing Evangelist is one of the top marketing blogs in the marketing automation the space.
 
Company Twitter: @myleadmd
Personal Twitter: @jgraymatter
 

About LeadMD

LeadMD is a full-service marketing and sales consulting firm specializing in conversational marketing and revenue performance management. With deep expertise in Marketo, Salesforce.com and respective integration, LeadMD helps businesses make sense out of marketing automation and increase revenue by developing, streamlining, and maximizing any lead generation program. For more information, visit http://www.leadmd.com & http://navigate.leadmd.com
13
Jan

Images and Graphics for Marketing: Which format works best and WHY?

Watch Now:
 
Images done right – What’s the difference? png? jpeg? gif?
 
It is hammered into your head that EVERY blog post, every article and update needs an image.
We know those posts generally get the most activity – but only if they are quality and interesting images. But what about the format of those images and graphics, especially when they need to be LARGE such as on Google+ and Pinterest? There are several formats for online images: jpg/jpeg, gif and the current favorite, png.
 
Instagram allows 15 second marketing videos, Pinterest allows you to pin all images, some videos and animated graphics - but what makes the most sense to get your message out there?
 
What’s the difference?
How do we know which we want?
Can we simply rename an image?
What about saving as, a save as after saving as?
 
A copy of a copy of a copy – even digitally – begins to lose quality. We’ll give you tips on how to avoid that issue and keep your images as crisp, clear and lovely as possible.
 
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Helps:
Here is the link to Stackoverflows site, nicely describing differences:
http://stackoverflow.com/questions/2336522/png-vs-gif-vs-jpeg-when-best-to-use

And for crazy nerds, Google Developers "Image Optimization":
https://developers.google.com/web/fundamentals/performance/optimizing-content-efficiency/image-optimization
 
Free programs to edit images:
PicMonkey, Canva
 
Apps to edit images on your phone or tablet:
A Beautiful Mess!, Photoshop Express
 
Tips highlighted:
Start with the largest possible image and use SAVE AS to create variations and other formats. Name them all the same at the front and add: _500-lowres, _1200-highres, etc. so when you sort them they stay in a group and are easier to find.
 
Just because you can animate things, doesn't mean you should. Let's go back to that gooey baby from 1992!
 
Comment from event attendee, Brian Shea:
For those going back to the old days of dial-up in the 90's, keeping file size small was one of the most important lessons, as we had to upload those images via 28.8/56k.  So, we quickly understood and appreciated filesize.  When broadband came in, and digital cameras, all the new designers thought nothing of using photos directly out of the cameras.
Yes, I've seen 4mb files being used on websites.
Even for some old timers, they didn't get the concept that even though 'everyone' has broadband, the images still need to be optimized.  It wasn't until they got hit with major mobile data charges that they realized that filesize is not just about performance and speed. It's also costly.
23
Sep

Rosen on Convergence Marketing and the Expectations of Generation Z

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From the Sales 2.0 Conference, SLMA Radio host interviews Richard Rosen of Rosen Convergence (the branding/direct/digital agency).  Richard tells us his interpretation of Generation Z and their mantra of “I want to make a difference and I expect you to do the same.”

 
About Richard G. Rosen CEO
Richard G. Rosen - Rosen Convergence Marketing

Richard is the originator and chief architect of Convergence Marketing. As a world-renowned marketing consultant of Convergence, Richard fuses business school analytics with creative marketing and advertising to achieve unprecedented results.

His book, Convergence Marketing: Combining Brand and Direct for Unprecedented Profits, (Wiley & Sons), is an entertaining “how to” tool for every professional in the business of marketing.

As a passionate speaker, Richard presents keynotes and seminars at business and academic forums around the world. They include Cannes Lions International Advertising Festival, the ERA European Conference, the International DMA Conference and more.

Richard is an active member of the Clinton Global Initiative which creates and implements innovative solutions to the world’s most pressing challenges. He also holds an Executive Education Certificate in Strategic CSR from Pepperdine University’s Graziadio School of Business & Management taught by former Patagonia CEO, Michael Crooke, Ph.D.

His awards include a Telly, the Caples Organization’s Emerson Award for exemplary service to the marketing community, and the first “B-to-B Marketer of the Year Award” by the International Direct Marketing Association. He’s earned 28 International Echo Awards, received recognition from experts at Harvard, UC Berkeley and DePaul University and has been featured in numerous publications.
 
About Rosen Convergence  http://rosenconvergence.com/
ROSEN’s approach to business is guided by our commitment to the Clinton Global Initiative, our status as a B Corporation and a Gold Sustainability at Work Certified Business issued by the City of Portland.  ROSEN is also a proud member of the following organizations:
2
Sep

Is traditional direct marketing dead?

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Craig Huey, in this week's show, tackles a tough subject when he answers the question, Is Traditional Direct Marketing Dead?  Of course, he says it isn't, and with good reason, but the naysayers are out there.  Huey says direct marketing is stronger than ever and is more accountable than most programs.  Hear what he has to say and learn why direct is more direct and profitable than ever in this interview with SLMA Radio host Jim Obermayer.

Craig Huey: The Authority on accountable advertising 
Craig Huey, the President of Creative Direct Marketing Group, is recognized as one of the world's leading experts in direct response marketing. He is the winner of 78 major marketing awards for break-through campaigns for multimillion-dollar sales.

Craig works with small companies and major corporations. His campaigns have targeted municipal areas to international markets. Working with over 1,000 companies, Craig has helped successful companies become more successful, and troubled companies to recover.

Articles by and about Craig Huey have appeared in Inc., DM News, Direct Marketing, Target Marketing, Christianity Today, and Adweek.

He is also the creator of the V.I.V.A.™ (Valuable Information, Value-Added) direct marketing system.

Craig is an author, his newest book is 16 Secrets to Raising Capital from Accredited Investors Under the JOBS Act , as well as publisher of the industry newsletter Direct Marketing Update.

He is also the President of InfoMat, a postal and email mailing list brokerage and management company.

Creative Direct Marketing Group Bio
Creative Direct Marketing Group, INC. (CDMG) is a full-service, direct response advertising and digital marketing agency with one goal in mind: increasing your response and profits through "accountable advertising.  For more than 30 years, we've helped turn entrepreneurial start-ups into large companies…and large companies into multibillion-dollar businesses.  Through 7 recessions, 2 inflationary periods, as well as times of economic prosperity, CDMG has consistently achieved breakthrough response rates for our clients.
28
Jul

Why VOCUS is a serious challenger to Eloqua!

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You Mon Tsang joins Jim Obermayer to discuss why Vocus is a serious challenge to Eloqua’s positon in the marketing automation space.  When Obermayer approached Vocus about the interview, their response is that they take exception to our title as Vocus representatives feel that they, and not Eloqua, is the leader in the marketing automation space. We’ll find out the scoop when we interview Mr. Tsang. After all, their site says that they have more than 16,000 annual subscription customers across a wide variety of industries that use Vocus software. 
 
About: You Mon Tsang  CEO, Vocus Marketing Suite business line
 
Before assuming his current role leading Vocus’ Marketing Suite business line, Mr. Tsang held positions as CMO and senior vice president of product at Vocus. Prior to Vocus, he was CEO of Engine140, a company Vocus acquired and subsequently integrated into its product portfolio. A serial entrepreneur, Tsang also founded and was CEO of Biz360, a market intelligence company that helped Fortune 500 companies compile and analyze media content. He founded Boxxet, a consumer content aggregation engine with 4 million unique visitors a month, as well as Milktruck LLC, an Internet pioneer in offline browsing and “push” software.
 
Mr. Tsang holds a Bachelor of Arts in urban studies from Yale University and an MBA from the Walter A. Haas School of Business at the University of California at Berkeley
 
About Vocus:
Vocus provides leading cloud-based public relations and marketing software that enables companies to acquire and retain customers. The company offers products and services to help clients attract and engage prospects, nurture and convert customers, and measure and improve marketing effectiveness. More than 16,000 annual subscription customers across a wide variety of industries use Vocus software. The company is headquartered in Beltsville, MD with offices in North America, Europe and Asia.  
21
Jul

Is Marketing Automation Right for Every Company?

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Howard Sewell has opinions, driven by expertise And experience, that few have.  Jim Obermayer, SLMA Radio host will interview Howard and discuss the criteria for a company considering implementing a marketing automation system. It isn’t for everyone but everyone should know why or why not it makes sense for them. You’ll learn:
  • What are the key criteria that make a company an ideal candidate for marketing automation?
  • How should a company prepare to make sure they get the most from marketing automation?
  • Where do companies fall short with marketing automation?  What are the pitfalls to avoid?
  • Realistically, what are the necessary resources a company needs to be successful with marketing automation?
  • What’s the best way to choose a marketing automation solution? What should companies look for?
Jim Obermayer will address these questions with Howard Sewell, President of Spear Marketing Group

Howard has more than 20 years’ experience in high-tech sales and marketing.  He started his marketing career at software giant Oracle Corporation, before leaving to start his own direct marketing agency, CDI, growing the firm to be one of the nation’s top B2B agencies.  Howard authors Spear’s blog (www.spearmarketing.com/blog), where he writes on demand generation, lead nurturing, and marketing technology.  For the last 3 years running, Howard has been named one of the “50 Most Influential People in Sales Lead Management” by the SLMA.

Company Bio

Spear Marketing Group (www.spearmarketing.com) is a full-service demand generation agency that helps B2B high-technology companies generate, nurture, and convert leads to revenue.  Spear’s unique, holistic approach to demand generation blends strategic expertise, creative flair, and a deep understanding of marketing technology to achieve measurable results across every stage of the lead lifecycle. The firm serves high-tech clients nationwide from its offices in Silicon Valley and Seattle, WA.  

Connect with him on Twitter: @hjsewell and LinkedIn: /hjsewell
1
Jul

How to stop wasting marketing dollars on non-revenue tactics

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Michelle Jacobs and Matt Hertig of Alight Analytics discuss how multi-channel marketing analytics can help companies be more efficient with every marketing dollar. Marketing management today has pressure to spend money on things that work and leave the rest for their competitors. Michelle and Matt share how they use ChannelMix Big Data Warehouse to increase sales online and offline for their customers.


About Michelle Jacobs, Co-Founder, Alight Analytics
Michelle Jacobs is the Co-Founder and Managing Partner of Alight Analytics, and continues to lead and develop their marketing analytics and measurement practice. Her passion for delivering insightful, actionable marketing analytics is a key pillar of the company's success. She is responsible for helping clients like Helzberg Diamonds, AMC Theatres and Hill's Pet Nutrition maximize their digital marketing efforts through intelligent use of multi-channel analytics. Before Alight Analytics, Michelle directed Web analytics, marketing and advertising strategies for companies such as H&R Block, American Century Investments, Saatchi & Saatchi, and Toyota.

About Matt Hertig, Co-Founder, Alight Analytics
Matt Hertig is the Co-Founder of Alight Analytics, an independent marketing analytics firm based in Kansas City, Missouri. Under his leadership, Alight has developed an industry-leading marketing analytics platform, ChannelMix, which has established Alight Analytics at the cutting edge of multi-channel marketing analytics.  Prior to founding Alight Analytics, Matt built an extensive background in CRM, database marketing, web strategy and business intelligence by serving as an executive leading multi-million dollar database marketing systems and multi-channel web strategies at companies such as AMC Theatres, American Century Investments and Payless ShoeSource.


About Alight Analytics
Alight Analytics delivers global marketers powerful, actionable marketing analytics. As a pioneer in the space, Alight has been offering its holistic analytics platform and services since 2007. With a talented team of dedicated experts, a proven process, and the industry’s best platform, Alight reveals omni-channel insights to enable marketers to optimize all their marketing channels. These insights significantly increase marketing ROI across their entire marketing portfolio – both online and offline. As the only marketing analytics firm to provide a full-service solution, Alight integrates its clients’ own marketing data in its cloud-based ChannelMix Big Data warehouse, builds custom dashboards, delivers regular, proactive insights and creates powerful attribution and predictive models to ensure future success.Alight Analytics was named the 2014 Best Business Analytics Solution Provider by Innovation Enterprise, a 2014 25 Under 25® award winner by Thinking Bigger Business and Alight’s Co-Founder, Michelle Jacobs, was named one of Ingram’s 2014 40 Under Forty honorees. Alight Analytics is a Google Analytics Certified Partner, a Google Analytics Authorized Premium Reseller, a MarketLive Integrated Partner, an Amazon Web Services APN Consulting Partner, a Tableau Software Technology Partner and part of the SAP HANA Startup Program.
4
Feb

CMO Salaries and Integrated Marketing Summit Review

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Host Jim Obermayer discusses with Paul Roberts of OC Talk Radio, about the compensation programs for CMOs. Plus as a bonus, Obermayer brings interviews from the Integrated Market Summit Conference (January 30-31st in San Diego). He interviews Shawn Ellridge, Shawn Flaherty of ITX Corporation, Mac McIntosh from Acquire B2B, Jennifer Allen from Victor Marketing, and Julie Newmark from Outward Media Inc.

Obermayer said that this summit was unusual in its choice of topics. There was a keynote by the venerated Don E. Schultz interesting presentations by Shelly Kramer of V3 Integrated Marketing, Michelle Killebrew of IBM Social Business. Aaron Bolshaw of Act-On Software, Audie Chamberlain of Realtor.com., Nicholas Muldoon from Twitter, Eric Holtzclaw of Laddering Work’s, Matt Hertig and Michelle Jacobs of Alight Analytics, Tim Ash of SiteTuners (Your baby is Ugly) Roy Pun from Adobe, Amanda Kahlow of 6Sense Insights, Pam Didner of Intel. If you missed IMS, it will appear in Atlanta, Minneapolis, Cincinnati, Raleigh-Durham and Austin kin the coming months.

27
Jan

LIVE INTERVIEWS from RevTalks in San Francisco

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James Obermayer is at RevTalks: The Revenue Marketing Summit and will be interviewing a variety of speakers that will include a number of the following folks:James Obermayer is at RevTalks: The Revenue Marketing Summit and will be interviewing a variety of speakers that will include a number of the following folks:  

Tune into hear interviews with:

  • Valerie Fawzi, Cloudshare
  • Jim Lenskold, Author of Marketing ROI
  • Amnon Mishor, LeadSpace
  • Mark Organ, Influitive
  • Jeff Pedowitz, The Pedowitz Group
  • Maria Pergolino, Apttus
  • Debbie Qaqish, the Pedowitz Group
  • Will Spendlove, InsideView
  • Steve Wood, Obliterase

Maria Pergolino, Vice President of Marketing, Apttus

Maria Pergolino leads marketing at Apttus and works every day to make herself, and those she works with, better marketers. Prior to this, Maria was Senior Director of Marketing at Marketo. Maria has worked in marketing for over ten years, specifically in online marketing for the past six years, including CRM, social media, search marketing, and lead generation and nurturing. She is a Salesforce.com Certified Administrator and user group leader, and a speaker at numerous marketing events.

Maria holds a Marketing Degree and MBA from the School of Business at Rutgers University.

REVTalk: Promoting Revenue Marketing with Fun and Emotion!

Valerie Fawzi, Chief Marketing Officer, CloudShare

Valerie is Chief Marketing Officer for CloudShare, a provider of virtual lab infrastructure for the development community. Before joining CloudShare, Valerie served as VP of worldwide marketing for EVault, a Seagate company that delivers cloud storage application services. Prior to EVault, she held marketing leadership roles at start-ups Corticon & DecisionPoint Software, which she positioned for ultimate acquisition by Teradata. Valerie also led the global product marketing function for Autodesk's AutoCAD design software and related products.

Valerie holds a bachelor's degree from University of California at Berkeley, and an MBA in International Marketing from San Francisco State University.

REVTalk: A Winning Formula for Sales and Marketing Alignment –and Why Marketing Must Own It

 

Debbie Qaqish, Chief Strategy Officer, The Pedowitz Group

Debbie Qaqish is Chief Strategy Officer and a principal partner at The Pedowitz Group and is responsible for developing and managing client relationships. She is a nationally recognized speaker, thought leader and innovator in the demand generation field, with more than 30 years of sales and marketing experience applying strategy, technology and process to help B2B companies drive revenue growth.

Debbie is a pioneer in marketing automation, first as a beneficiary, and now as an advocate and expert. She is a frequent speaker and writer on topics related to driving revenue through demand generation techniques, marketing automation technologies and the integration of sales and marketing. Debbie was named one of the Most Influential People in Sales Lead Management for the last two years, as well as one of Top 20 Women to Watch. Her first book, "Rise of the Revenue Marketer", was published in October 2013.
REVTalk: The Rubber Band Theory of Leadership

Mark Organ, Chief Executive Officer, Influitive

Mark Organ is the founder and CEO of Influitive, helping companies mobilize their advocates to produce massive increases in referral leads, reference calls, social media participation and more.

Mark first revolutionized B2B marketing as the founding CEO of Eloqua (ELOQ), the world leader in marketing automation software, which was recently acquired for $871M. In between, he was a go-to-market consultant for SaaS companies in North America and Asia. Mark has also helped over a dozen software companies successfully go to market in asymmetrical or disruptive ways as a consultant and entrepreneur.

REVTalk: Alignment with Advocacy

 

9
Dec

How is Google+ Different Than LinkedIn for Business Users?

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Or: Why LinkedIn Users are Slow to Embrace Google+

We covered the reasons people are so comfortable on LinkedIn and why they find exploring Google+ uncomfortable, or unnerving, due to the fact it is organized differently with Circles, profiles and all of the other tools that are largely under utilized. We also discussed how when you dive into G+ it can be overwhelming due to all of the notifications that find you everywhere unless you go into settings and tone it way back.

REMEMBER:
Google+ profiles are about PEOPLE. If your profile is set up under your company name, you may want to change that RIGHT AWAY. Some "profiles" are being flagged when they are a company, rather than a person. PAGES in Google+ are for COMPANIES - similar to LinkedIn and Facebook - Profile - person, Page - company, brand or organization.



Mari Anne Vanella of the Vanella Group brought some very real examples of why she prefers LinkedIn and is hesitant to dive into Google Plus. She's had a successful, well formed group, Telesales 2.0, on LinkedIn for years. She is in the B2B arena exclusively.Greg Cooper covered additional scenarios of what may hold people back from dipping a toe into Google+; and Ronnie Bincer - The Hangout Helper as well as Mark Vang offered Mari Anne and the rest of you some great suggestions for getting started in Google+. It's not about bringing everyone over from LinkedIn, it's about finding some new connections through similar interests and areas of expertise.

We all acknowledged how powerful content is when posted to G+, YouTube through Hangouts on Air and using your authorship tags Google provides to build your reputation as an expert in your field and increase your rank in search engine results.

A wonderful post that goes with this is Mark Vang's article on Circle Management.

23
Sep

Is the traditional sales compensation program for B2B dead?

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SLMA Radio Host Jim Obermayer will ask Daniel Perry of Sales Benchmark Index the tough questions. 

  • Is the traditional sales compensation program of salary plus commission obsolete?

  • Are commissions dead as a motivator?

  • How much should the base salary be as a percentage of the whole package?

  • Is it time to change commissioned sales reps to just a salary?

  • Are draws again commission still used?

  • Are companies paying for sales lead follow-up? 

About Daniel Perry
Dan Perry is an industry thought leader with more than 25 years of experience in B2B field sales, sales management, and sales operations. Dan has delivered domestic and international results for companies such as: 
  • Hewlett Packard
  • Yahoo!
  • Epicor 
  • Terremark Worldwide
  • Dow Jones
  • Kronos
  • Intuit
  • CDS Global 
  • Ceridian 
  • Monster.com 

Prior to joining Sales Benchmark Index, Dan held executive sales leadership positions 'making the number' at Aramark, Corporate Express, Lavi Industries and 3 Day Blinds. In these roles, he held global responsibility for sales strategy, market segmentation, demand creation, sales process, channel design, organizational structure, sales force capacity planning, and served as a member of the executive management committees.

Dan is an is adjunct professor at Pepperdine University for their MBA program specializing in Sales Management. He earned a BA in Economics from Illinois Wesleyan University.

Sales Benchmark Index 
Sales Benchmark Index provides sales consulting services to leading organizations across the private and public sectors. These companies are seeking to increase their rate of revenue growth. Unlike traditional sales improvement approaches, such as software implementations or skills training, SBI offers superior value because it relies on the benchmarking method to deliver results. This method of sales consulting allows for results to be delivered quickly with little organizational disruption and it is accomplished through the use of best-in-class diagnostic tools and solutions that are supported with verifiable truth. Each project is executed by the most experienced team of advisors in the industry.
27
Aug

Part 1 Is this the best you can do? What’s expected from a marketing manager today?

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This hour of the Sales Lead Management Association’s Radio program is devoted to the question, “Is this the best you can do? What’s expected from a marketing manager today?

SLMA radio host Jim Obermayer asks, Eric Lundbohm, “Are marketing managers responsible for lead generation? Must they match sales quotas with sufficient sales inquiries? Are marketing managers in charge of generating only qualified leads? Is lead management the responsibility of the marketing manager? What happens if lead follow-up is poor on the part of salespeople, is marketing management culpable for this also? Whose responsibility is it to generate wealth in the company, marketing management or sales management? Maybe both together?

It will be an interesting hour. Both Obermayer and Lundbohm are outspoken, opinionated and have strongly held, sometimes opposing views. 

About Eric Lundbohm
Eric Lundbohm is a B2B marketing professional with over 25 years’ experience in the trenches bringing products to market and growing their revenues. He brings a range of experience garnered from Fortune 500 down to start-up situations across technology, healthcare, information and automotive industries. Eric's main focus is on go-to-market strategies, creating messaging that works and lead generation that can be tracked. He enjoys helping companies hone their marketing strategy and execution to begin or accelerate growth.

His experience includes 9 years growing a network security firm from $4 million to $60 million, a dot-com startup and a dozen years in marketing roles in Fortune 500 firms. He holds a Bachelors in MIS from the University of Rhode Island and a MBA in Marketing from The Ohio State University.
Eric blogs regularly on marketing, business and management on his blog at http://ericlundbohm.com/ and you can follow him on Twitter @lundbohm.
24
Jun

7 Things Digital Agencies Need to Do to Remain Relevant

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SLMA Radio host Jim Obermayer interviews Rob Eleveld of Optify about the software for digital agencies.
Rob Eleveld is the CEO of Optify. Rob brings more than 15 years of B2B technology experience to Optify.
Most recently Rob was an executive consultant on go-to-market strategy and execution. Rob was previously CEO of SaaS online scheduling provider Shiftboard and was also co-founder/CEO of Vykor, Inc. Earlier in his career, he was in enterprise sales at Onyx Software in the CRM space. Rob was a submarine officer in the US Navy for 5 years. He is a graduate of Dartmouth College and has both an MBA and MSE from Stanford University.

About Optify

Optify delivers a digital marketing software suite that is the industry standard for digital marketing agencies.  It’s complete cloud-based digital marketing platform empowers agencies to easily create and manage multiple lead generation programs, nurture the hottest prospects, prioritize the highest performing programs and streamline reporting of client results – all from one login. Optify is headquartered near Pioneer Square in the heart of Seattle, Washington. To learn more about Optify, please visit the Optify website or the digital marketing blog.

13
May

Why Right Brain Marketers need Left Brain Metrics or the creative won’t matter.

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jeanne-hopkins.jpgHost Jim Obermayer interviews Jeanne Hopkins CMO of SmartBear on this volatile topic.    In this fast paced interview, they discuss why creative right brained marketers must become more analytical and left brained in their approach to marketing metrics and measuring the ROI for their programs.    Jeanne says marketers have to leave the arts and crafts mentality and realize that marketing has to produce measurable sales or creativity is next to useless. 


About Jeanne Hopkins

Hopkins comes to SmartBear from HubSpot, a marketing software leader and pioneer in inbound marketing, where she was vice president of marketing. Her marketing leadership helped HubSpot become the second-fastest growing software company in the Inc. 500 by generating 45,000 new leads each month. Hopkins previously was CMO of MEC Labs, owner of MarketingSherpa, MarketingExperiments, and InTouch, and senior director, marketing programs & communications, for Symmetricon, a leader in precision time and frequency technologies.

Hopkins, a firm believer in the top-of-the-funnel lead-generation capabilities of inbound marketing, is coauthor of the book Go Mobile, a step-by-step introductory look at starting mobile marketing efforts that has been the #1 best-selling mobile marketing book on Amazon.com. She is also one of the top 10 Sales Lead Management professionals for 2011.

30
Apr

Anderson Crosby of Relecom, Inc. talks about reporting tools

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anderson-crosby.jpgSLMA Radio interviews Anderson Crosby president of Relecom, Inc.   Host James Obermayer asks Anderson why he developed a reporting tool when so many are available within CRM and Marketing Automation programs.   Who uses the tool more, advertisers, agencies or publishers?  How easy is to use?  What is the cost?  What is the benefit of the benefit when using Relecom reporting?

More about Anderson Crosby, CEO, Relecom, Inc.:

With over 18 years of experience working with Fortune 500 marketing teams, Anderson has developed and managed direct and digital marketing strategies and programs.

Anderson is a recognized expert in Digital Marketing Metrics and an active speaker at trade show events on topics ranging from Digital Marketing Best Practices to Digital Marketing Metrics. His work has been featured in BrandWeek and Communications World, and his work has also won various industry awards including the DMA International ECHO Award, MarCom Creative Award, and the Web Marketing Association’s Website Award.

About Relecom:

Relecom provides digital marketing measurement services to advertisers, agencies, and publishers. Their online reporting system provides an independent, real-time view of your marketing activities throughout a variety of digital channels. Actionable information is provided to you in up to daily reports, allowing you to spend your marketing dollars wisely.

Overview video

Anderson has spoken at a variety of local and national events: •    San Diego AMA-  Metrics Matter: Moving Beyond the Click-Through Rate (May 2010) •    Orange County AMA •    Frost & Sullivan Marketing World Events •    Los Angeles Direct Marketing Association •    University of California Irvine •    California Poly •    Digital Media Center

27
Nov

Why Marketing Automation: Facts, Figures and Cost from Carlos Hidalgo

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carlos-hidalgo200.jpgSLMA Radio host Jim Obermayer has asked Carlos to make an unbiased presentation to the membership (and visitors) on the subject of:

Why Marketing Automation?  Facts, Figures and Cost!

SLMA Interviews Carlos Hidalgo, Executive Director of the Marketing Automation Institute.

About the MAI: The MAI is a Community for All Things Marketing Automation

The Marketing Automation Institute (MAI) is the community for marketing automation end users who want to maximize the ROI from their marketing automation investment. The MAI provides the highest level of vendor-agnostic curriculum, training and certification, as well as opportunities for automation professionals to network, advance in their career and learn from their peers and industry leaders.

The Marketing Automation Institute’s mission is to help end-users advance their careers and organizations achieve a higher return on their investments by being the resource for vendor-agnostic curriculum, training and certification for the marketing automation industry. Our priority is to promote innovative ideas and best practices that both expand the industry as a whole, and serve to develop a rich community of marketing automation end-users, vendor partners and services providers.

By joining the MAI, marketing automation professionals can exchange information with their peers, interact with world-class experts, attain the only agnostic industry certification for end-users and advance their careers in the automation profession.

About: Carlos Hidalgo

Carlos is a known thought leader in B2B marketing for his keen insights on the development and implementation of lead management process, and is also a recognized expert in marketing automation. Most recently, Carlos was named a 2011 Who’s Who in BtoB Marketing. Additionally, Carlos has been recognized three years in a row (2009 – 2011) by SLMA’s 50 Most Influential People in Sales Lead Management. He is a frequent speaker, blogger and guest contributor of many articles on B2B marketing. Prior to The Annuitas Group, Carlos was responsible for global SMB marketing at BMC Software. In this role, Hidalgo managed all aspects of marketing and customer relations for the SMB line of products including the creation of strategic messaging, go-to-market strategies, management of all customer communications and demand generation activities. He was also responsible for implementing global marketing best practices and processes, and ensuring all global direct marketing needs were being met. Prior to BMC, Carlos held similar roles at other various B2B companies including McAfee and Staffware, as well as Bertram, McKee & Associates, an independent marketing firm, where he was instrumental in delivering strategic marketing, lead management, generation and database design.

27
Sep

Why Marketing Automation needs Outbound Telemarketing!

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ddacosta_DMP.jpgThese two independent disciplines are becoming as interconnected as yin and yang.    One without the other, some would say, is almost unthinkable.  Outbound telemarketing can stand on its own, but can Marketing Automation?

Debra da Costa of Direct Marketing Partners makes a case why outbound telemarketing is the lynchpin for marketing automation.

Da Costa is an SLMA  “2010 20 Women to Watch” winner, and voted in 2010 as one of the SLMA’s 50 Most Influential People to Watch in Sales Lead Management.

As the founder of Direct Marketing Partners she has guided her company towards serving B2B customers sales lead funnel management needs. In that pursuit, she has researched new approaches and spoken at industry organizations like the SLMA, to evangelize new lead management process developments.

  • Founder CEO of Direct Marketing Partners, a 20 year firm steeped in B2B prospect development and lead management services.
  • Speaker on the SLMA Radio program on the topic of "The Evolution of B2B Lead Qualification"
  • Competitive cyclist
  • Voted in 2010 as one of the “50 Most Influential People in Sales Lead Management.”
  • Named as one of SLMA’s 20 Women to Watch in Sales Lead Management in 2011.”

About Direct Marketing Partners

18
Sep

Why are salespeople so p.o.’d at marketing?

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iStock_000019479689Medium.jpg

Why do salespeople complain so much? Why is marketing so aggravated with salespeople?

Will Crist and Jim Obermayer get into the definition of a sales lead from a salesperson’s perspective. What do salespeople most want from marketing? What’s wrong with most leads? Why are 75% of all sales leads not followed-up? Why hasn’t marketing fixed their most vexing issue? Do salespeople really want telemarketing to prequalify leads? How fast should salespeople follow-up a lead? What must be on every lead for a salesperson to take it seriously? Should marketing lead generation be tied to sales quotas? How do you get salespeople to follow-up sales leads? Should marketing only deliver sales ready leads?

Marketing is represented by Obermayer. Sales by Crist. Bring seat belts. Turn down the volume.

7
Aug

Best of SLMA Radio: Shawn Naggiar Act-On

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shawn-neggiar.jpgShawn is responsible for everything related to creating, managing, and growing revenue at the company. He joined Act-On in early 2008 as employee #7, and was a key architect in creating the company's go-to-market strategy. He built the revenue and service sides of the business from the ground up, helping make Act-On one of the hottest SaaS companies in the online marketing technology space.

Prior to joining Act-On, Shawn spent six years in sales and business development at WebEx Communications. Prior to WebEx, Shawn held various sales management positions with RedCreek Communications (acquired by SonicWall), WorldTalk Communications (acquired by Tumbleweed), Finjan Inc., and Rainmaker Systems.

Some of the questions asked Shawn included:

  • Marketing automation is hot right now, but why? It has been around for well over 10 years.
  • In your opinion there are 3 core capabilities that people are truly looking for from marketing automation. Why these?
  • Is it true that Email Marketing currently serves as a core technology for 90% of small business marketers, but only 3% of small businesses actually use a marketing automation tool. Why?
31
Jul

August 2: Carlos Hidalgo, Executive Director of the Marketing Automation Institute

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carlos-hidalgo200.jpgSLMA Radio host Jim Obermayer has asked Carlos to make an unbiased presentation to the membership (and visitors) on the subject of: Why Marketing Automation?  Facts, Figures and Cost!

SLMA Interviews Carlos Hidalgo, Executive Director of the Marketing Automation Institute.

About the MAI: The MAI is a Community for All Things Marketing Automation

The Marketing Automation Institute (MAI) is the community for marketing automation end users who want to maximize the ROI from their marketing automation investment. The MAI provides the highest level of vendor-agnostic curriculum, training and certification, as well as opportunities for automation professionals to network, advance in their career and learn from their peers and industry leaders.

The Marketing Automation Institute’s mission is to help end-users advance their careers and organizations achieve a higher return on their investments by being the resource for vendor-agnostic curriculum, training and certification for the marketing automation industry. Our priority is to promote innovative ideas and best practices that both expand the industry as a whole, and serve to develop a rich community of marketing automation end-users, vendor partners and services providers.

By joining the MAI, marketing automation professionals can exchange information with their peers, interact with world-class experts, attain the only agnostic industry certification for end-users and advance their careers in the automation profession.

About: Carlos Hidalgo

Carlos is a known thought leader in B2B marketing for his keen insights on the development and implementation of lead management process, and is also a recognized expert in marketing automation. Most recently, Carlos was named a 2011 Who’s Who in BtoB Marketing. Additionally, Carlos has been recognized three years in a row (2009 – 2011) by SLMA’s 50 Most Influential People in Sales Lead Management. He is a frequent speaker, blogger and guest contributor of many articles on B2B marketing. Prior to The Annuitas Group, Carlos was responsible for global SMB marketing at BMC Software. In this role, Hidalgo managed all aspects of marketing and customer relations for the SMB line of products including the creation of strategic messaging, go-to-market strategies, management of all customer communications and demand generation activities. He was also responsible for implementing global marketing best practices and processes, and ensuring all global direct marketing needs were being met. Prior to BMC, Carlos held similar roles at other various B2B companies including McAfee and Staffware, as well as Bertram, McKee & Associates, an independent marketing firm, where he was instrumental in delivering strategic marketing, lead management, generation and database

23
Jul

July 26: Tony Tissot of eTrigue Talks About the Marketing Automation Fear Factor

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tony-tissot.jpgSLMA Interviews Tony Tissot, Senior Director of Marketing at eTrique.

The host of SLMA Radio, Jim Obermayer will ask Tony about the “marketing automation fear factor” that seems to grip marketing management that is considering marketing automation.  Obermayer will ask how eTrique helps companies justify the cost for marketing automation.  Plus, SLMA Radio wants the inside story of how eTrique increased one company’s web visits by 64%.   Hype or reality?  Tune in to hear for yourself.

About Tony Tissot

Tony Tissot (@TonyTissot) is in marketing at marketing automation leader eTrigue (@eTrigue).  After racking up two million miles as a senior marketing leader at a global 50 company, Tony opted to dive into the world of startups 11 years ago.  All have succeeded, including an IPO and two acquisitions.

In 2003 Tony began deploying early marketing automation systems for his marketing teams. He considers them a valuable force-multiplier and a necessary tool for short-staffed marketing and inside sales teams, as well as for large organizations looking to run sophisticated marketing campaigns for generating qualified leads. Tony started his career wearing a tool belt (without exposing anything obnoxious), but was pulled into sales and marketing because he loved discussing how technology works.  Tony also plays rockabilly drums with Los High Tops (@LosHighTops), and now tries to avoid flying in aircraft with more than 4 seats.

About  eTrigue

Marketing and sales shouldn’t have to put up with groundhog’s day over and over. The eTrigue DemandCenter® marketing automation SaaS platform helps marketers build more successful demand generation programs that target, nurture and qualify prospective customers based on their "digital biography,” and give sales teams the real-time sales intelligence they need to identify, prioritize and effectively interact with prospective customers. eTrigue’s easy-to-use marketing automation products improve and accelerate the way marketing and sales teams generate qualified leads and close sales.