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Direct Marketing – B2B

salesforce.com, Inc. Launches $100 Million Venture Fund

salesforce.com, inc. (NYSE: CRM) launched a $100 million venture fund to invest in companies developing mobile apps related to the Salesforce products.  The San Francisco-based customer relations and cloud services company didn’t disclose initial investment amounts. The fund has so far invested in I.am+, a brand created by Black Eyed Peas music group member William Adams to create consumer products that combine ... Read More »

How Big Should Your Campaign Budget Be?

At the ClickZ Live conference in New York, Michelle Killebrew presented an interesting case study of an IBM campaign called Rethink Business. It got me thinking (or, should I say, rethinking?) about campaign budgeting. My question is: How do you set a budget for a multi-touch, multi-target B2B digital campaign like the one Michelle was describing? The short answer is: Spend as much as ... Read More »

Business.com Launches New B2B Digital Media Platform

Business.com launches a new platform that transforms the way B2B marketers connect with buyers, accelerating the company’s mission of providing executives the ability to acquire the knowledge, products and services they need to run their businesses. The new platform and site uses a state of the art data platform, combined with a powerful content delivery system, to deliver high quality ... Read More »

Veda Acquires KMS Data in NZ Delivering on its Growth Strategy for Marketing Services

Veda announced the acquisition of New Zealand data and analytics company KMS Data.  The investment is part of Veda’s growth strategy for its Marketing Services division, Inivio, and provides a platform to extend Australian solutions to the New Zealand market. KMS Data will be re-named Inivio New Zealand. KMS Data is a key player in the New Zealand consumer marketing ... Read More »

Infogroup’s Salesgenie Unveils Sales and Marketing Solution for SMEs

Salesgenie, the cloud-based sales and marketing solution from Infogroup announced a substantial expansion of its platform to include lead management, dialer and email marketing capabilities.   Infogroup claims that it is the first fully integrated sales and marketing tool for small businesses on the market.  Salesgenie customers, which range from small mom-and-pop operations to FORTUNE 100™ corporations, can leverage a single solution ... Read More »

Experian Unveils Entity Linkage Service

New tool helps companies increase customer retention and segmentation, and improve marketing spend Experian® launched Entity Linkage Service, a new tool designed to help companies acquire qualified commercial accounts by identifying business owners and company decision makers within their current consumer customer base. By leveraging their existing consumer portfolios, companies using the new service can maximize the full potential of ... Read More »

B2B Marketing is Falling Down on the Job – The List of Oft-forgotten B2B Marketing Imperatives

Ruth Stevens, BIIA’s Director, recently commented on failings in B2B Marketing: I heard a horror story the other day from a consumer packaged goods executive ranting about a meeting with a vendor.  “I gave the guy an appointment, and he spent the whole time presenting his product,” she said.  “[He] never asked me a thing about my situation, and what ... Read More »

5 Steps to Customer Data Hygiene: It’s Not Sexy, But it’s Essential

Are you happy with the quality of the information in your marketing database? Probably not.  A new report from NetProspex confirms: 64% of company records in the database of a typical B2B marketer have no phone number attached.    Pretty much eliminates phone as a reliable communications medium, doesn’t it?  And 88% are missing basic firmographic data, like industry, revenue or employee ... Read More »

D&B Launches Significantly Enhanced D&B360 Data Cloud Connector for Oracle Eloqua

D&B (NYSE:DNB) introduced D&B360TM for Eloqua 2.0, a redesigned version of its award-winning integrated solution for Oracle Eloqua Marketing Automation. Customers of Oracle Eloqua can use D&B360 to integrate business insights into their workflows, enabling sales and marketing teams to pinpoint better opportunities and drive revenue growth. The enhanced D&B360 solution is the latest addition to the Oracle Eloqua AppCloud, an ... Read More »

Beware of Dubious Data Providers: A 9-point Checklist

Are you hounded by email pitches offering access to all kinds of prospective business targets?  I am, and I hate it.  As a B2B marketer, I am always interested in new customer data sources, so I feel compelled to at least give them a listen.  But when I ask a few questions—like where their data comes from—answers come back like ... Read More »

Why Do Marketers Fail to Provide Warm Leads?

Many B2B companies with limited resources are struggling to meet growth demands. They are all asking themselves the same question: what marketing activities should we prioritize when we have neither the time nor the finances to do everything? Vendemore (a Bisnode company) has identified a successful marketing mix to provide warm leads for B2B market­ers within the IT-industry companies that ... Read More »

InfoGroup to Pay $13 Million to Settle Suit Over Buyout

InfoGroup Inc. agreed to pay $13 million to resolve investors’ claims that directors sold the database-marketing company on the cheap to bail out founder Vinod Gupta. InfoGroup will hand over $13 million from insurance to settle the class-action lawsuit brought by the New Jersey Carpenters Pension Fund, according to a Delaware Chancery Court filing.  Gupta browbeat InfoGroup’s board into selling ... Read More »

Harte Hanks Reports Q4 2013 Revenues Declined 3.5%

Harte Hanks (NYSE: HHS) reported fourth quarter 2013 revenues of $152.2 million compared to $157.8 million in the same quarter last year, a 3.5% decrease.  The decline in revenues was primarily driven by a 13.6% decline in our Retail vertical due to clients making mail format changes.  In addition, several of client segments in the technology industry continue to struggle, ... Read More »

Dun & Bradstreet Announces Simplified Organizational Structure

D&B announced a simplified organizational structure that includes six direct reports to Bob Carrigan, each of whom has global responsibilities: Josh Peirez has been promoted to Chief Operating Officer and will lead the new Global Operating Team, which includes Content, Product, Technology, Alliances, Strategy, and Mergers & Acquisitions, as well as the Worldwide Partner network; Mark Geneste has been promoted to Chief ... Read More »