InfoCenter: Intelligent Demand Generation Resources
The eTrigue InfoCenter provides a variety of case studies, webinars, podcasts, and research articles focused on intelligent demand creation, lead generation, and more.
Upcoming Webinars
eTrigue DemandCenter in Action
See a fast-paced, 30-minute live demo of eTrigue DemandCenter marketing automation.
Webcasts
Interview
Business-Software
Jim Meyer of eTrigue speaks about the way that evolving technologies have changed the marketing world.
White Papers & Reports
Demand Generation Survey: Cross the Chasm
The following report is based on a Web survey conducted in late 2008. With input from over 440 sales and marketing decision makers, this report examines best practices and growing trends.
Next-Gen Demand Generation: A retrospective roadmap to today's technologies
This retrospective and vendor selection score card will help you navigate through today’s demand generation mix.
5 Core Principles for Empowering Sales Reps with Demand Generation Tools
Companies that use a demand generation technology reported 181% higher average close rates over companies not using a demand generation technology.
Articles
4 Ways Pipelines Can Break Down Without the Right CRM Integration
In a recent survey of B2B sales and marketing executives, four easy to resolve issues accounted for a majority of integration breakdowns. Find out how you can avoid costly integration blunders.
5 Tips to Keep the Pipeline Pumping While You're Away
Marketing automation tools enable marketers to change the notion of downtime because they know campaigns are still being sent to targeted prospects, new inquiries are being channeled to the right salesperson and internal reports are continually made available to management—no matter where they are.
8 (More) Ways to Accelerate Sales in a Down Economy
Generating more qualified leads with fewer people and less budget is the key to survival.
The Four Ms for Go-to-Market Success
Building an effective go-to-market plan is one area where many B2B organizations struggle due to a lack of synergy between the sales and marketing functions.
Marketing Analytics Move Closer To Revenue As Focus Shifts From Leads to Opportunities
In this sneak peek, Andrew Gaffney (Editor of the DemandGen Report), focuses on how many advanced marketers are beginning to look beyond ROI metrics like Cost Per Lead and are digging at deeper analytics like Cost Per Opportunity.
7 Ways to Accelerate Sales in a Down Economy
The answer involves more than just "always be closing."
Worksheets
Lead Scoring Simplified: 5 Steps to Get Started with a Scalable System
In order to help companies get started on a simple and successful path to lead scoring, we have put together the following five tips to prime both sales and marketing for success.
15 Tips for Accelerating Sales in a Down Economy
The following tips can provide you some insights into taking your demand generation to the next level to ensure you do much more than just survive — in fact, these tips may help you thrive during challenging times.
5 Star Email Content Checklist
If you like to make sure your email content is interesting and—most importantly—read, this document will provide a common sense email copy checklist for you and your team.
8-Step Checklist for “Intelligent Demand Generation”
Using an intelligent demand generation program will put to rest the recurring dispute between sales and marketing.
5 “Must Haves” for Integrating Marketing Automation and Salesforce CRM
Discover simple requirements you can use to evaluate your current or future marketing automation platform.
Featured Content & Webinars
“5 Marketing Automation Capabilities Top Performers Can't Live Without”
Gleanster Deep Dive Research
Research shows that Top Performing organizations are almost four times more likely than everyone else to adopt marketing automation.
Get an exclusive view of why Top Performing organizations embrace marketing automation and the capabilities these organizations identify as critical to success.
- Why 84% of Top Performers leverage marketing automation
- The top 5 capabilities that payoff for marketers
- How Top Performers gain a 300% increase in click-through rates
Download “5 Marketing Automation Capabilities Top Performers Can't Live Without”
“How to Get Your Campaign Groove On”
This 29 page e-book looks at seven types of campaigns that can help you build successful demand generation programs.
Campaigns are an integral part of any successful marketing automation lead generation activities. This e-book covers a range of campaign types, gives useful examples and touches on specific elements of:
- Segmenting audiences and building nurture campaigns
- Streamlining personalization by automating follow up
- Automating repetitive business tasks
“Skype – Maximizing Your Return on Online Events”
View a recorded webcast featuring Skype's Barry Castle describing best practices for developing, promoting and conducting successful online events. Online events and webcasts are key to reaching and communicating to large audiences. This webcast features Skype’s Barry Castle discussing his experiences conducting successful webcasts:
- Invitation
- Registration
- Delivery
- Follow-up
“Taking the Leap to Demand Center Marketing”
Digital marketing has transformed how most organizations market today. Marketers at even the smallest companies are now equipped to leverage new marketing channels, such as Social Media, and collaborative marketing tools. The concept of a “demand center” has emerged at the core of successful marketing organizations.
- What’s driving organizations to implement demand centers
- How to transform your marketing organization from a cost center to revenue-engine
- How to align demand generation with strategic agendas
- How a demand center can accelerate the buying process
Review “Taking the Leap to Demand Center Marketing” (267 KB)
“Coffee With eTrigue”
Archived Recordings
Coffee with eTrigue - Jim Meyer discusses the concept of marketing automation in these quick 30 minute recorded sessions.
“Overcoming Automation’s Fear Factor”
Taking the leap to a marketing automation platform shouldn’t be an intimidating process. Whether you’re new to online marketing or taking your program to the next level, these five tips for automating your lead generation program provide a sensible low risk approach to adopting a platform that will help your marketing team deliver more qualified leads.
- Make sure a platform is right for your organization
- Align expectations with resources for achievable results
- Lay the groundwork by mapping your content
- Easily quantify and justify your investment
“How to Determine if Your Marketing is Worth the Cost” - Evaluating the Cost of Influence
You don't have to be a dedicated student of current events to know that businesses are scrutinizing expenses more than ever. In an environment where staff cuts are commonplace and budgets are shrinking, marketing has quickly become one of the favorite targets for cost cutters. Scott Olson of MindLink Marketing provides simple guidelines to help you evaluate and communicate the true value of your marketing programs:
- Measure the results of all marketing programs
- Generate deal influence reports
- Evaluate “cost to influence” instead of ROI
- Measure the results of all marketing programs
- Target a holistic marketing ROI
Review “How to Determine if Your Marketing is Worth the Cost” (582 KB)
“Real Revenue Gains from Marketing Automation” - How Sales & Marketing Can Share Lead Success
Hear Andrew Gaffney, Editor, DemandGen Report as he shares insights from a recent study by ResearchCorp.org demonstrating the real world gains companies realize with Marketing Automation. Jim Meyer, Vice President and GM of eTrigue Corp. joins Andrew with practical perspectives from eTrigue customers.
See how Sales & Marketing Can Share Lead Success.
This webinar features new research data which shows:
- 181% higher average close rates from the use of Marketing Automation systems
- 2-4x higher Lead Conversion Rates for companies using lead scoring
- Bid-Win ratios 150% higher for organizations that deliver real-time lead alerts to sales
- Sales teams with database filtering tools reported 200% higher average revenue growth in 2008
Watch “Real Revenue Gains from Marketing Automation” (30 min)
The Need for Nurturing to Match the New BtoB Buying Processes
Sneak Peek: “The Need For Nurturing To Match The New BtoB Buying Processes” by Andrew Gaffney, Editor of the DemandGen Report, focuses on how sophisticated BtoB organizations have realized that the buying process has changed dramatically over the past five years and lead nurturing is a necessity.
Review "The Need for Nurturing to Match the New BtoB Buying Processes" (85 KB)
7 Tips to Get the Most from Your Sales and Marketing Databases
Tighter budgets and fewer bodies doesn't have to lead to less-effective marketing. Smarter, more effective marketing efforts can be the great equalizer in difficult economic times. If you're faced with the challenge of doing more with less, this checklist can help you realize:
- How to focus your CRM system and sales reps on the "right" prospects
- More targeted programs to Prospects, Leads, and Contacts
- Maximize the value of your database by identifying content preference
- How to clean and polish your data for more professional communications
This practical guide gives you easy-to-implement actionable ideas to get the most out of your databases in an effort to generate more leads and close sales faster - even with shrinking budgets, diminishing staffs, and increasing competition for each sale.
Review "7 Tips to Get the Most from Your Sales and Marketing Databases" (57 KB)
“Realizing the Rewards of the Recovery”
The first quarter of the New Year has brought quite a few signs that the economy and overall spending is ready to rebound. There is still some debate about whether an official recovery has begun, but the following trends in specific industries show business opportunities are opening up:
- Cisco Systems recently pointed to increased spending for their 23% jump in quarterly profit and 8% gain in revenue
- Commerce Department reported business spending on equipment and software rose at the fastest growth since early 2006
- Google and research company OTX found that more than 60% of BtoB marketers believe their businesses will start to recover in 2010
- Forecasts for cargo volume are 25% higher during the first half of 2010 compared with the same period a year ago
“10 Resolutions to Rev Up Revenue”
Savvy B2B marketing organizations are working feverishly to improve ROI, accelerate the sales cycle, and ultimately win more deals! The following refresher will provide you some ideas to cash in on the expected economic rebound in 2010. These insights will help show you how you can take your demand generation to the next level to ensure you do much more than just survive - but thrive during challenging times. You'll find actionable tips to help you get the most from your marketing programs and drive more revenue in the year ahead:
- Why web-based marketing initiatives will drive more than 70% of inbound leads by 2015
- How to deal with the 2.1% of your database that becomes "dirty" every month
- Why real-time web visit alerts increase connect rates by up to 10 times
- Why 81% of top performing organizations use lead management tools
Case Studies
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IntegrantGlobal custom software development services company Integrant communicates with laser precision using marketing automation. |
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SoftmartFor global IT provider Softmart, marketing automation brings the personal touch to email communication, real-time alerting and effective engagement with accounts. |
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CoradiantRead how eTrigue helps user monitoring firm easily identify Hot leads from inbound and outbound campaigns. |
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Silver Peak SystemsSee how leading WAN acceleration provider executes highly targeted demand generation campaigns to deliver more hot leads to their sales teams and partners. |
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TenerosTeneros fuels their sales team with qualified leads by executing multiple outbound campaigns. |
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WaveLightSee how WaveLight uses eTrigue as an efficient way to message to all ophthalmologists who might benefit from its lasers. Follow their process to track the resulting campaign activity and fill the sales pipeline. |
