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On February 29, 2016 I spoke at the #MarketingLeap conference put on by FunnelCake. I was able to share my experience building a Revenue Operations…

Influencing Buyer Decisions Running Demand Generation at a company that offers the leading Video Marketing Platform means I have to include video as a major…

Everyone and their brother/sister are now singing the praises of A/B and multivariate email testing.  But as a marketer I like to differentiate myself so…

Fluff in marketing content is dead – or at least it should be.  This article serves as a reminder (and hopefully an example) of this. …

It’s been a while since I’ve posted – and for several good reasons: It’s summer! The Demand Generation agency I’m with, Verticurl, was successfully acquired…

Summary One particularly painful challenge that Eloqua users often face is contact routing between programs.  Eloqua is extremely flexible and built to manage routing effectively. …

I lead an extremely unstructured life.  Chauffer to two busy kids, husband to my wonderful wife, conference calls at all hours of the day and…

Over the years I’ve been involved in several projects that have been nominated for Markie Awards.  This year was no exception with my client, FIS…

Lead Scoring has long an important piece of demand generation and will likely continue to grow in complexity and value. india covid ivermectin   I’ve…

Summary Traditional lead scoring allows us to score on profile data from within our marketing automation system and even from outside platforms such as CRM…

Overview Eloqua Experience 2012 North America is almost upon us!  This year Eloqua’s annual user conference promises to be bigger than ever.  Although previous events…

Content is king and the fuel for your revenue engine.  Unfortunately, it’s also one of the hardest pieces to master.  Content marketing is a rapidly expanding discipline with a…

Eloqua Product Manager, Egan Cheung, recently posted a great chart on the ‘It’s All About Revenue’ blog highlighting the growth of Eloqua and Marketing Automation…

Several people have recently asked me when the best time to nurture a lead is.  My answer is “all the time”.  If you have access…

Summary One of the most commonly pitched features of Marketing Automation is lead scoring.  This gives MA users the ability to score the quality of…

Summary This article examines some common causes of failed marketing automation implementations and presents solutions to help mitigate these risks. The Problem Over the past…

This Revenue Engineer article features guest writer Richard Hill, a Practice Leader at Quarry Integrated Communications. As resident marketing automation advocate, Richard is responsible for…

B2B companies all experience similar problems when implementing lead management processes and technologies.  However, few problems are as universal as how they define a lead. …

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This post highlights my experience with the start of the marketing automation market, my view on one cause of marketing automation failure, and my advice…

History The traditional revenue engine is growing. It started with a sales stage. Then a demand generation stage was stacked on top. Now another stage…

What are you? Let’s start with what I’m not.  I’m not a best practice consultant, I don’t claim to be an industry expert, and I…

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