Demand Generation

According to a recent study, the most successful marketing organizations get a significantly higher budget than their less effective competitors – and they're investing that money in a variety of cutting-edge activities.

The study, Best Practices of the Best Marketers, involved an online survey that includes responses from 121 marketers representing 117 unique organizations.  It grouped respondents into three categories – leaders, medians and laggards – based on their organizations' effectiveness in six key categories.

SiriusDecisions unveiled an update to its proprietary Demand Waterfall, a model designed to unify sales and marketing teams and to establish closed-loop processes. The research firm shared the new model at the SiriusDecisions Summit, held last week in Scottsdale, Ariz. The new model focuses on managing leads sourced across a variety of channels, including sales, marketing and teleprospecting. Click here to learn more about the new Waterfall.

SiriusDecisions yesterday unveiled an update to its proprietary Demand Waterfall, a model designed to unify sales and marketing teams and to establish closed-loop processes. The research firm shared the new model at the SiriusDecisions Summit, held this week in Scottsdale, Ariz.

The new model focuses on managing leads sourced across a variety of channels, including sales, marketing and teleprospecting.

“The waterfall represents a shared process between sales and marketing,” said Jay Gaines, Group Director at SiriusDecisions. “When organizations create demand, there are so many things that happen. It’s like an assembly line, and if someone in the middle of that assembly line isn’t doing what they should do, then all the effort at the other end is wasted because people aren’t getting the information they need to do their job effectively.”

This June, DemandGen Report will once again honor leading organizations as part of its annual Sales & Marketing Integration Awards. Given the increased market pressure to develop strategies based on revenue performance and measurement, this special report will profile organizations that have achieved success in driving revenue by developing common goals and processes around lead generation and lead management.

Click here to access the 2011 Sales & Marketing Integration Awards Report and nominate your organization today!

Webcasting is a familiar tool for many B2B marketers. When software giant SAP partnered with ON24 for a recent webcasting initiative, however, it got a powerful reminder of the impact this technology can have on customer conversion rates and bottom-line revenue.

SAP is widely recognized as a leading enterprise software provider. Since its founding in 1972, the German-based company had grown to include more than 54,000 employees in 50 countries, serving a worldwide customer base exceeding 183,000. For SAP customers, partners, employees and independent experts, the company's SAP Community Network (SCN) represents a unique and valuable business resource.