Lead Management & Demand Generation

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Marketo, Inc.: Marketing and Sales in a Brave New World

Phil Fernandez, president and CEO, Marketo, Inc., discussed how buyers are turning to online resources and social networks for information, which has resulted in the death of the “sales cycle” and the birth of the “revenue cycle.”

Marketo, Inc.: Marketing and Sales in a Brave New World

Phil Fernandez, president and CEO, Marketo, Inc., discussed how buyers are turning to online resources and social networks for information, which has resulted in the death of the “sales cycle” and the birth of the “revenue cycle.”

Xerox: Building Brand Awareness in the Healthcare Industry

Laura Ramos, VP, enterprise industry marketing, Xerox Corporation, discussed the launch of Xerox’s “Freedom to Care” campaign, which used several channels to raise awareness and connect with prospects in the healthcare field.

Xerox: Building Brand Awareness in the Healthcare Industry

Laura Ramos, VP, enterprise industry marketing, Xerox Corporation, discussed the launch of Xerox’s “Freedom to Care” campaign, which used several channels to raise awareness and connect with prospects in the healthcare field.

Let's Build A Smarter Planet - 2012

As IBM reached its Centennial, ensuring strong results was essential, so the task for communications was to Turn Mindshare into Market Share.

The Five Pillars of B2B Marketing

Scott Harris, senior director of enterprise campaign and demand marketing for Adobe Systems presented how his team created five pillars of B2B marketing success via industry best practices as well as from internal practices.

The Five Pillars of B2B Marketing

Scott Harris, senior director of enterprise campaign and demand marketing for Adobe Systems presented how his team created five pillars of B2B marketing success via industry best practices as well as from internal practices.

Research Report: Q2 Member Benchmarking Survey Results

This report is based on questions posed by ANA members. It covers the following key topics: production management, business-to-business, digital marketing, agency relations, social media, marketing technology, sponsorship, and marketing organization.

Business-to-Business Marketing: Adapting to the New World

This collection of ANA resources on B-to-B marketing includes case studies from Custom House, Sun Microsystems, and Thomson Reuters, as well as data on how marketers can help convert B-to-B prospects into clients via the web.

PowerPresentation: Q2 Member Benchmarking Survey Results

This collection of data charts represent findings from the ANA's 2011 Q2 Member Benchmarking survey. The most popular use of social media/word of mouth marketing includes building and managing pages/profiles on Facebook, MySpace, or other social networks (75%), managing branded Twitter profiles (72%), and monitoring online word of mouth regarding their brand(s) (72%).

Achieving Customer WOW! How Understanding Your Customer Will Achieve Loyalty and Advocacy

Susan L. Kelley, VP, enterprise marketing services, Xerox Global Services, discussed the process Xerox undertook to analyze, improve, and streamline all of their consumer touch points.

Precision Marketing: A Path to Improving Marketing ROI

John Petralia, head of marketing operations, Bloomberg L.P., spoke about his time as the CMO of Iron Mountain and the marketing automation system implemented there.

IBM: Creating a Demand Acceleration System

Eric Andrews, VP, demand programs, strategy & management systems, IBM, discussed IBM's new demand acceleration system.

List Management: Mine the Hidden Gold in Your Existing Client List

William Blundon, EVP, Extraprise, shared tips for finding new and existing decision makers within B-to-B companies.

Building Relationships for Revenue Growth: The Marketing Perspective

This presentation explores the importance of establishing and maintaining personal relationships as a part of your marketing plan.

Woodland Creatures

Our challenge: elevate IBM green/energy efficiency solutions to the top of the IT agenda as well as demonstrate IBM’s leadership in these areas.

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