How to Partner with Distributors on Up-sell and Cross-Sell Campaigns

May 10, 2013

Whether you are in the financial services, insurance or manufacturing (e.g. building products) verticals, planning joint campaigns with your distributed sales channels is a great way to generate new up-sell and cross-sell business. Because they already know and likely trust your business, existing customers are a prime audience for additional sales, but they may not be properly informed about the full scope of products or services in your portfolio. You may expect that your distributors are taking initiative to nurture up-sell and cross-sell business from their current customers, but they may need a little push. However, if you provide direction and make it easy for distributors to participate, you can both profit. Here’s how:

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Tags: Blog, Marketing Programs, financial services, insurance, marketing campaign, Distributed Sales Model, Building Products, MRM, marketing resource management, local marketing automation, sales and marketing alignment

Three Ways to Bridge the Digital Talent Gap

Mar 07, 2013

As we discussed in a previous post about the emergence of the Chief Digital Officer, there is a growing gap in what marketing, advertising and PR professionals have been trained to do and what they are ideally expected to do in their roles. New technologies demand new skills, and as businesses learn to harness those technologies in different functional areas, the job descriptions of marketers are evolving past traditional notions.

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Tags: Blog, digital marketing, ROI, talent gap, data analysis, chief digital officer, advertising technology, MRM, marketing resource management, local marketing automation

Four Steps to Marketing Productivity

Dec 20, 2012

Today’s marketing environment can be frenetic to say the least, and effective marketing management is all about strategy. Your budget and resource constraints limit the number of activities your team can reasonably support in any given week or month, and making time to accomplish the most important activities demands expert prioritization. Here are four steps for boosting marketing productivity.

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Tags: Blog, MRM, marketing strategy, marketing productivity, marketing resource management, local marketing automation

How to Change Marketing Technology Vendors

Aug 21, 2012

Last week, we shared 7 signs that could mean your marketing technology vendor isn’t measuring up. If you’re facing any of those challenges you may have decided it’s time to roll up your sleeves and change marketing resource management technology vendors. Here are some guidelines to help ensure a successful transition.

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Tags: Blog, marketing technology, personalization, marketing resource management, local marketing automation

7 Signs It May Be Time Change Marketing Technology Vendors

Aug 14, 2012

In our previous blog, The #1 Reason Marketing Technology Implementations Fail, we discussed how marketing service providers can stand in the gap between your marketing technology solution and your biggest challenge – finding time and resources to manage the solution you deployed. However, if your marketing technology vendor isn’t able to go the extra mile in the trenches to help you realize the full benefits of your marketing technology solution, then it may be time to change vendors. Here are 7 warning signs that something is amiss.

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Tags: Blog, MRM, marketing technology, marketing resource management, local marketing automation

The #1 Reason Marketing Technology Implementations Fail

Aug 09, 2012

Just like a new political candidate on the campaign trail, marketing technology solutions make many promises and often don’t deliver. We want to believe in what the solution promises, but the reality is that the solution cannot be decoupled from its environment. If your marketing organization is already stretched thin, marketing technology alone won’t fix that, and you need to understand in advance all of the components required to manage a successful end-to-end marketing technology implementation. Here are some guidelines to help you make your marketing technology fly.

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Tags: Blog, MRM, marketing technology, marketing resource management, local marketing automation

How to Ace Your Marketing Technology Implementation

Jul 19, 2012

Just as in the Olympic Games, marketing technology implementations don’t always go as planned. A spectacular dive might be ruined by a big splash on entry, or a rough landing on a triple axis might compromise an otherwise perfect performance. Likewise, marketing technology solutions that seem great at first don’t always deliver. Your ROI could be negated if you end up growing your staff to support the technology or spend more than expected in incremental support costs. Whether searching for a marketing technology solution for the first time or looking to replace a solution that has fallen short, here is a checklist of considerations you need to address up front to avoid marketing technology pitfalls.

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Tags: Blog, MRM, marketing technology, marketing resource management, local marketing automation

Marketing’s New Role in Sales Enablement – Part 2, Engaging Sales in Marketing Technology

Jul 16, 2012

In part one of this series, we discussed how marketing resource management systems can be used to enable Sales to demonstrate thought leadership and help nurture leads through to close. In part two, we discuss strategies for getting your distributed sales channels engaged in using marketing technology systems to their full potential.

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Tags: Blog, MRM, marketing technology, marketing innovation, marketing resource management, local marketing automation, sales and marketing alignment

How to Strategically Reduce Marketing Costs

Jun 21, 2012

In marketing strategy, sometimes the difference between good and great marketing

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Tags: Blog, QR Codes, MRM, marketing strategy, marketing resource management, local marketing automation

Three Steps to Agile Marketing

Jun 12, 2012

This quote from a recent MarketingProfs article pretty much sums it up: "We are operating in an increasing social and real-time environment where things are happening faster and traditional approaches to marketing planning just can't keep up." —Frank Days, vice-president of marketing, Correlsense

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Tags: Blog, MRM, marketing strategy, social media, marketing resource management, local marketing automation

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