Are you missing out on Account Based Marketing (ABM)?

The business-to-business (B2B) strategy known as Account Based Marketing has existed for more than a decade now…but still; it seems widely misunderstood and under-utilised by many. This is a great shame. Perhaps we are just tiring of all the marketing buzzwords constantly...
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Linkedin is Necessary but not Sufficient!

We love Linkedin Back in Geometry, one of the statements we’d use was “necessary but not sufficient”.  It was a condition required for a statement to be true, but it was not the only condition required.  For example, saying a polygon has four sides (i.e. it is a quadrilateral) is...
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How To Nurture Your Leads For Maximum Conversion Rate

It’s not unusual to hear, “Content is king.” Well, that is true to some extent… Sitting comfortably on the content throne is however, almost pointless if you don’t convert your hard-earned website visitors into paying customers! Absorbing content is just one facet of the...
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The Big Data era is ending ; welcome to the one of Fast Data !

No single company is now immune from what we call Uberisation. A start-up or a company coming from a completely different sector of activity can, at any point, call into question situations that seemed to be have been established for decades. More agile, relieved of the burdens...
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CRM solutions : An overview

The CRM solution has been a recurrent issue for all B2B companies these past years: everyone talks about it, everyone is starting to use it (if they weren’t already doing so), everyone is renewing it, but many would prefer to just not hear about it! CRM is most often considered...

Digital Transformation & Competitive Advantage

Back in May, Forrester Research published a report titled ” The 2016 Guide To Digital Predators, Transformers, and Dinosaurs” which evaluated the digital competitiveness of businesses. Predators are the firms that compete on the digital plane. Their go-to-market...
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What impact does Big Data have on decision making ?

The impact of Big Data on decision making is not necessarily linked to its volumetric nature, thus calling for the shift to Smart Data. A survey undertaken by The Economist on behalf of Capgemini in 2011, entitled “The Deciding Factor: Big Data & Decision Making”, concluded...

Account-Based Marketing : a new form of B2B marketing?

What if, in order to innovate, you used a marketing technique that was more than 30 years old? And what if, with the power of today’s marketing tools, you could rejuvenate this technique in order to make it more efficient than all the latest trendy B2B strategies? This is exactly...

Without Big Data, there is no 360° view of the customer!

At a time when all CEOs are declaring loud and clear that the customer is now at the centre of their strategy, the reality is much less flattering. Customer information is diffused within companies and remains incomplete and difficult to correlate. Big Data finally offers a way...
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The keys to scoring for your marketing automation

Behavioural scoring is probably the feature that will most (pleasantly) surprise marketing automation novices, whether they are marketers or sellers! But before directly discussing our topic, let’s use a simplified analogy. Let’s imagine that you have just moved and that your son...