• Marketing Lead Management,  News,  Vendor Selection

    Marketing Event Management is now more about Marketing than Events.

    Planning a marketing event calendar for the next year is probably going to be one of the more strategic programmes for many B2B CMOs and marketing directors over the next months. Many in marketing used to see events as nice-to-have vanity driven exercises of corporate PR. Now, for most, it is an integral part of an overall customer engagement strategy.

    In the era of digital marketing, marketing plans include both physical and digital events as standard in customer engagement programs; to collect market/customer insights at scale and to maintain a buyer/customer relationship over a longer period than just a buying cycle. A B2B CMO I’ve met recently talked about plans as more of a ‘media strategy’ than a marketing strategy. Furthermore, I know of several large tech vendors that already have concrete plans into 2024 for large scale, multi-media, highly branded events accommodating thousands of delegates and providing an outstanding conference, networking and banqueting experience for business partners and customers alike.

    Virtual marketing events will become part of a new marketing channel, scheduled, and atomised across the whole calendar and much more numerous, impactful, and measurable than before. Savvy marketing organizations will even augment that with an on-demand microsite using something like the Netflix or BBC iPlayer metaphor for their own content.

    Marketing Event Management (MEM) refers to a wide range of processes involved in the management of all customer events such as lead generation events, trade shows and conferences. MEM software solutions help enhance the quality of virtual and physical events and meetings, as well as providing enhanced management visibility for the event organizers. The applications can streamline the planning, scheduling, and overall event organization. 

    The global market for MEM software has moved from its previous boom economy, with businesses buying multiple MEM platforms to experiment with; to a consolidation state as companies now reduce their inventory of MEM vendor licenses to just a few strategic suppliers. Over half of the companies surveyed this year have more than 6 vendors they work with, counting all tools supporting virtual meetings, video conferencing, conferences and events, and trade shows. There has already been a significant consolidation of vendors in the past two years, with the proportion of firms with over 10 vendors reduced by two-thirds and the cohort with 6-10 vendors down 40%.

    Which means that my new Vendor Selection Matrixtm research on MEM, to be published next week, is going to be more useful than ever for potential buyers of software for that process. As usual, as the report reflects the view of the market, 1500 business decision-makers reported their opinions and ratings for the MEM vendors they know. That is quite different than the standard research reports from my old colleagues (remember, I am ex- Gartner and ex-Forrester) that focus on an analyst’s rating of the product, based on briefing presentations by the vendors invited to speak with them. 

    Here is a list of the Top 15 vendors as selected by the 1,500 users we surveyed, based upon their rating of product, company, and service quality (listed alphabetically): BIZZABO*CADMIUMCD*CERTAIN*, CIRCA, CVENT*, HUBB, KALTURA*, MEETYOO*, NOTIFIED, ON24*, RAINFOCUS*6CONNEX*, SPLASH*, SPOTME*, and ZOOM. These vendors* are the Market Leaders as they scored over 4 out of 5 in both the Strategy and Execution categories.  

    Always keeping you informed! Peter O’Neill

  • ABM,  Marketing Lead Management,  News,  Vendor Selection

    Martechopia exhibits event vendors

    On my first business trip since years, I attended B2B Marketing’s Martechopia event in London earlier this week. As usual, it was a mix of insightful presentations and discussions by the rich team of experts that the organization is always able to collect for their events. Also, my latest Propolis research report for B2B Marketing entitled ”Riding the Wave of Martech Change” was launched at the event.  

    But I was even more intrigued by the sponsors that exhibited. This was traditionally a mix of a few marketing automation platform vendors, various other software vendors, plus a few agencies – typical providers that target B2B marketing executives as prospects. Well, the big names were not there but a new rising star, the Californian analytics and account engagement platform vendor, 6sense, was present in recognition of their new office in London. Spoiler alert: the day before, I had recorded a video/webinar for them about Account-Based Marketing in Europe to be published in the next weeks.   

    The intriguing thing was that there were THREE marketing event management (MEM) vendors with booths – I also met event attendees representing two further MEM vendors during the day. It looks like I was right in my prediction in the December 2021 Vendor Selection Matrixtm on Marketing Event Management – that investments for marketing event platforms is going to become part of the B2B marketing budget in the next years.  

    In their stage presentation, MEM vendor Cvent even admitted that they had totally ignored Marketing as a target buyer till now, they were only focused on event managers (who are not in marketing). That is true; when I contacted them for the MEM research last September, they declined to brief me because I (only) write for marketers. Well, now they are playing catch-up to address exactly that audience. 

    The other two MEM vendors displaying at Martechopia were in the Top Five in my December report:  ON24 and SpotMe. My colleagues at B2B Marketing are now even using SpotMe as their event platform – I had shared my research with them last year, of course. Another spoiler: there is a webinar with ON24 and myself in the works. 

    My perception was that the staff at both vendors were very good about talking about marketing topics to the delegates instead of event management stuff like registration processes and ticketing. I see MEM becoming an integral part of the customer engagement lifecycle monitored and orchestrated by marketers – from initial kicking-the-tyres curiosity through to offering a Netflix-style library of videos and webinars, most of it collated out of the event calendar. As I write in the report:

    • The crisis has accelerated the inevitable. Large Virtual Events are now SOP and many businesses will plan these as routine in their marketing calendars. Webinars are now an accepted marketing tool across most sectors and geographies.
    • Over one half of companies used between six and ten vendors this year – most did not have a centralized procurement strategy for this topic. Expect his to change for 2022.
    • Nearly three quarters of companies have serious difficulties monetizing their events efficiently. Over half have issues with supporting international audiences, managing presentation content, event registration and ticketing.  

    I suspect the vendors probably did not collect that many “leads” this year, but they have certainly put their stake into the ground and will be top-of-mind when the strategic MEM projects get budgeted this and next year.

    Always keeping you informed!  Peter

  • Marketing Lead Management,  News,  Vendor Selection

    MAP Research Nearly There

    I am almost finished with my next Vendor Selection Matrixtm on Marketing Automation Platforms (MAP) – the draft is with the vendors for fact checking. Here are some highlights that will, hopefully, make you more curious about the full report. 

    Our method of asking business managers to name software vendor(s) they associate with a certain topic collects the list of all vendors that are currently top of mind on the practitioner side. In this case we provided a definition and asked about their “Marketing Automation Platform” and the vendor landscape discovered will surprise some people and vendor staff will see new competitors they had not yet considered. Perception is reality. Most vendors were also scored highly, a sign of a mature market, but the survey results also

    make it clear that expectations from marketing executives of MAP vendors have now changed dramatically.

    More and more companies are now focusing on digital marketing programs as society and business reacts to the COVID-19 crisis. In parallel, the focus of digital marketing itself is moving from the simple realization of new business leads to a more engaging and relationship model, raising questions on MAP functions now needed, questions such as: is lead management or engagement management the main function required now? 

    Nearly three quarters of companies are using the MAP more than previously with over half of those companies are leveraging it for more products and services than before and/or for greater market coverage. The crisis has accelerated the inevitable and the increased dependency on digital marketing has exposed weaknesses in many MAP installations. So, it is no surprise that our survey found that 83% of the companies who have a MAP are actively reassessing the suitability of their current installation. 11% are already replacing their MAP. Another 24% of the respondents know they must migrate to something new and 50% know this will be the case for them soon. 

    63% claim that they are not getting the promised return from their MAP (46% citing that as a BIG problem). 91% have issues integrating the MAP to other systems with, again, the share citing that issue as a BIG challenge is well over 40%.

    The re-assessment wave varies across the key regions of the world with North American enterprises already well into the replacement phase. Although there are 12 market leaders, ONLY 13% of companies are satisfied with their current MAP functionality – or just 10% in North America and in Europe.

    Two thirds of companies lack the time/resources to use their MAP effectively while a similar proportion complain about lack of support, or over-promising, from the vendors (40% call this is a BIG challenge). 

    So, watch this space at the end of this month for more data and insights. 

    Always keeping you informed!  Peter

  • ABM,  Marketing Lead Management,  News,  Vendor Selection

    I asked about Marketing Automation Platforms and Got These Answers

    My research production cycle has me working on many projects at once, so, even though I’m still 

    … I am already looking at the data from a new survey on Marketing Automation Platforms (MAP). Plus, I am now approaching the vendors to arrange briefing so that I can publish in February 2022.  

    The MAP report is planned as an update to my previous reports on Marketing Lead Management. I’m seeing so many marketing organizations maturing from being a mere supplier of leads to Sales to a more strategic orchestrator of full lifecycle customer engagement, that I thought MLM was no longer suitable as the process title for this research. “MAP” was always the alternative term for MLM, though traditionally used only in N America and in the tech industry (I remember at Forrester we used the term “Lead-to-Revenue-Management”).  

    But … what is a Marketing Automation Platform nowadays?

    You may be perhaps surprised to hear I used “MAP” in the survey because I always stress that my research is about how businesses automate a marketing process or family of processes – as opposed to a product category. Well, in my many interviews, marketing people always talk about their “marketing platforms”, but I have noted they often mean different things in terms of which technology and processes. So, I was curious to see what marketers mean by MAP and which vendors turn up in the vendor landscape from our global survey of 1,500 business buyers. Well, here is that list of vendors (unprompted) that were associated with MAP by the survey respondents:

    • ACT-ON SOFTWARE, ADOBE, CREATIO, DEMANDBASE, EMARSYS (SAP), HUBSPOT, INFOR, MARKETO, ORACLE, PEGASYSTEMS, RIGHT ON INTERACTIVE, SALESFORCE, SAS INSTITUTE, SELLIGENT, and SUGAR MARKET
    • For completeness, also named in the survey, but not included in the report are ACTITO, ACTIVECAMPAIGN, ADESTRA, KEA, MAILCHIMP, UPLAND SOFTWARE, and ZOHO         

    So, the usual suspects but also a variety of product categories, as the classical industry analyst would say: Traditional MAP plus MRM, ABM, Low-Code Generation, and even some “Marketing Cloud” (whatever that is) providers. 

    But HERE IS THE MORE IMPORTANT POINT ….

    Expectations of a MAP have changed in the last 18 months. Look at these highlights from the survey questions:

    • 87% of the respondents said they were re-assessing their current MAP
    • One of the top drivers for MAP investment was “Measuring marketing ROI and performance”
    • 46% said “not getting the promised return from our MAP” as a BIG challenge (not just a challenge)

    There is much more data like that for me to chew over in the next weeks. The respondents also scored the vendors they know about based on criteria around product, satisfaction, innovation, vision, etc.  After the briefings, I get to add my POV for some criteria and then profile them in the context of meeting the needs of a MAP project. 

    I am looking forward to my briefing meetings with all the vendors over the next months. As usual, feel free to contact me if you’d like to hear more about this research. It will come out in February 2002. 

    Always keeping you informed!  Peter

  • Channel Marketing and Enablement,  Marketing Lead Management,  Partner Management Automation,  Sales Enablement Management,  Vendor Selection

    Wettbewerbslandschaften in 2020

    Im Laufe des letzten Jahres habe ich in Rahmen meiner Arbeit mit Research in Action viele verschiedene Anbieter-Wettbewerbslandschaften aufgedeckt – DIESE WERDEN IM FOLGENDEN AUFGELISTET. Ich habe Tausende von Marketer zur Automatisierung ihrer Geschäftsprozesse befragt und mit fast 200 Marketing-Software-Anbietern gesprochen. 2020 wurde ich von deutlich mehr Anbietern gebrieft als im Vorjahr, als ich meine Tätigkeit als unabhängiger Analyst anfing. Dies ist sehr erfreulich aber verlängert dadurch auch die jeweiligen Projekte.

    Die Marketing-Fachleute einiger Anbieter trafen häufig Aussagen oft wie: „Merkwürdig, dass Anbieter auf ihrer Liste sind, welche ich selten wahrnehme und gegen welche ich meiner Meinung nach nicht konkurriere“. Dies begründet sich darin, da ich zu Beginn des Interviews einen Marketingprozess beschreibe und die Teilnehmenden dazu befrage, mit welchen Anbietern sie bei diesem Prozess zusammenarbeiten. Ich versuche hierbei Kategorie-Begriffe zu vermeiden, welche von anderen Analysten oder Produktmanagern erfunden wurden, da Vermarkter in der Regel nicht in diesen Kategorien denken (dies ist eher eine IT-zentrische Eigenschaft). Wir befragten weltweit Unternehmen vom Mittelstand bis zum Großunternehmen, während einige Anbieter ein sehr spezifisches Zielmarktsegment haben. 

    Die Herausforderung für Software-Vermarkter bleibt jedoch bestehen: Fokussiert man sich auf hervorragende Leistung in einer Kategorie oder darauf, von Marketing Fachleuten gefunden zu werden, welche Lösungen für Fragen der Automatisierung suchen. Manchmal können sich diese Ziele und Taktiken sogar gegenseitig behindern. 

    Im Folgenden werden die Vendor Landscapes (Anbieter-Wettbewerbslandschaften) dargestellt, welche im Rahmen meiner globalen prozessorientierten Umfragen gefunden wurden. Allerdings, habe ich auch ab und zu, den deutschen Markt auch untersucht. Die Anbieter sind nach ihrem jeweiligen Ranking in der Grafik “Vendor Selection Matrix” aufgelistet.  

    Channel Marketing und Enablement (Nov 2019). “Channel” bedeutet in diesem Fall Geschäftspartner, nicht Marketingkanal. Basierend auf dieser Liste habe ich auch Berichte zu den Themen Partner Relationship Management (PRM) und Through-Channel Marketing Automation (TCMA) verfasst. Dieses Thema wird häufig auch Local Marketing gennant. Das dramatischste Feedback, welches ich für diesen Bericht erhielt war die Drohung eines Anbieters, mich zu verklagen. Dieser wehrte sich dagegen nicht auf Platz 1 gelistet zu sein und behauptete, dass er mir (oder seinen 124 Kunden) nicht die Erlaubnis gegeben habe, über ihn zu sprechen/schreiben.

    IMPARTNER (#1 Overall, #1 Price/Value), BRANDMAKER ( #1 Customer Satisfaction), TIE KINETIX (#1 Customer Satisfaction), ZIFT SOLUTIONS, CHANNELEXPERTS, BRANDMUSCLE, ELATERAL, ANSIRA, SPROUTLOUD, BRIDGELINE DIGITAL, NETSERTIVE, CHANNELKONNECT 

    Marketing Lead Management (März 2020). Oft einfach als Marketing-Automation genannt, MLM Prozesse werden in Marketing- und Vertriebsabteilungen angewandt, um die Sammlung von unqualifizierten Kontakten zu unterstützen. Darüber Hinaus beschreiben Sie die Möglichkeiten von diversen Marketing Werkzeugen wie direkter Post oder Email Antwort, Datenbank Marketing Programmen, anderen mehrkanaligen Marketingkampagnen, Offline Interaktionen wie Seminare oder Messen, Kontakte aus Sozialen Medien und Web-Seiten. 

    MARKETO (#1 Overall, #1 Customer Satisfaction), ACT-ON (#1 Price/Value), HUBSPOT (#1 Customer Satisfaction), CREATIO (#1 Price/Value), ORACLE, SAP, ADOBE, SALESFORCE, RIGHT-ON INTERACTIVE, PEGASYSTEMS, EVERGAGE, SALESFUSION, SUGARCRM, ZOHO, CRM NEXT  

    Sales Engagement Management (Mai 2020). Marketing spielt eine zunehmend aktive Rolle in der Befähigung des Vertriebspersonals, welche durch die robusten Werkzeugen einer All-in-one Plattform möglichst produktiv mit kompetenten Käufern und Kunden interagieren können.

    SEISMIC (#1 Overall, #1 Customer Satisfaction), CLEARSLIDE (#1 Price/Value), SHOWPAD, BRAINSHARK (#1 Price/Value), HIGHHSPOT, SALESPHERE (#1 Customer Satisfaction), BIGTINCAN, SAP, , MEDIAFLY, PITCHER, SALESLOFT, APPAROUND, ZOOMIFIER, PROLIFIQ, ACCENT TECHNOLOGIES

    Digitale Marketing-Service-Provider (Aug 2020). Wir wollten befragen Marketing-Fachleute nach den Dienstleistern, mit denen sie bei ihren digitalen Marketing-Projekten zusammenarbeiten. 

    …aber wie nennen wir dieses Ungetüm? Marketing-Agentur … Marketing-Berater … Marketing-Systemintegrator (SI) … Media-Agentur … Full-Service-Agentur … Digital-Agentur … Digital Experience Agency …

    Dann erinnerte ich mich an einen Forschungsbericht, den ich im Jahr 2011 veröffentlichte mit dem Titel “The Emergence of the Digital Marketing Service Provider (DMSP) – Der Aufstieg der Digitalen Marketing Service Provider“. Dieser basiert auf einem Beratungsprojekt, welches ich gerade durchgeführt hatte. Meinen Forrester Kollegen gefiel diese Terminologie zum Teil nicht, jedoch erhielt ich daraufhin viele Anfragen und Aufträge von Marketing-Agenturen, welche mehr IT-Fertigkeiten in ihrem Angebot anstrebten und traditionellen Systemintegratoren, welche ihr kreatives Angebot erweitern wollten. Die Bezeichnung DMSP reichte für diese Befragung aus und lieferte zufriedenstellende Ergebnisse – wir lernten jedoch auch, dass diese DMSP’s wenig oder gar kein eigenes Marketing betrieben, so dass der Bericht vergleichsweise wenig Resonanz erhielt. Außerdem ist zu erwähnen, dass ich besonders erfreut war zu sehen, dass der Anbieter VALTECH, auf welchen ich den Forrester-Bericht von 2011 stützte, die Umfrageergebnisse anführt (VALTECH kenne ichseit sie in den 1990er Jahren ein HP-Hardware-Reseller waren).

    VALTECH (#1 insgesamt), R/GA, HUGE, MERKLE, 10PEARLS, CAPTECH, ICFNEXT, MPHASIS, EPAM, PROXIMITY, PUBLICIS SAPIENT, CRITICAL MASS, MULLENLOW PROFERO, PERKUTO, LEADMD, KIN & CARTER, CI&T, PEDOWITZ GROUP, THOUGHTWORKS, DIALEXA

    Übrigens – Die obige Recherche ergab: Das Selbstmarketing von DMSP’s ist noch sehr dürftig und ausbaubar.

    Digitale Marketing-Service-Provider – Deutschland (Sep 2020). Hier ist die Liste aus den deutsche Erhebung

    SINNERSCHRADER (#1 insgesamt), INTIVE, VALTECH, NAMICS, R/GA, PLAN.NET, EPAM, TWT DIGITAL, MPHASIS, PUBLICIS SAPIENT 

    Marketing Resource Management (Okt. 2020). Marketing-Führungskräfte sollten, wie alle Führungskräfte, stets den vollen Überblick über die Planung und Effektivität aller von ihnen eingesetzten Unternehmensressourcen haben. Der Marketing Ressourcen Management (MRM) Prozess verwaltet alle Marketing-Assets (Vermögenswerte) und hilft bei der Entwicklung von Plänen und Budgets für Marketinginitiativen. Da dieses Thema noch nicht vollständig ausgereift und implementiert ist, entdeckten wir eine Wettbewerbslandschaft mit einer Mischung aus verschiedensten Anbietern. Manche Anbieter verwalten einige Typen von Vermögenswerten, andere verwalten Ressourcen für bestimmte Projekte und eine dritte Gruppe von Anbietern verwaltet das gesamte Spektrum an digitalen Vermögenswerten, Talenten, Budgets und Projekten.

    BRANDMAKER (#1 Overall, #1 Customer Satisfaction), PERCOLATE BY SEISMIC (#1 Price/Value), APRIMO, WORKFRONT (#1 Price/Value), CONTENTSERV, ALLOCADIA, BRANDMASTER, SITECORE (#1 Sitecore), ELATERAL, WEDIA, INFOR, SAS, BIZIBLE, SAP, BRANDMUSCLE

    Kundendaten-Management (Dez. 2020). Die Wettbewerbslandschaft für Kundendaten (Customer-Data) Management (CDM) besteht aus einer bunten Mischung von Anbietern mit den unterschiedlichsten Behauptungen zum Nutzen ihrer Dienstleistungen: Datenkonsolidierung, Sammeln ganzer Clickstreams, Erstellen eines “Golden Record” durch Identitätsauflösung, Ermöglichen von intelligentem Engagement und Identitäts-Tagging. Zudem unterscheiden sich die Herausforderungen eines effektiven Kundendaten-Managements vom B2C- zum B2B-Spektrum, was in dem Bericht ausführlich analysiert und beschrieben wird. 

    TEALIUM (#1 Gesamt, #1 Preis/Wert), AQUIA (#1 Kundenzufriedenheit), EVERGAGE, SITECORE (#1 Preis/Wert), CXENSE, ACTIONIQ, ADOBE, REDPOINT GLOBAL, EULERIAN, BLUECONIC, COMMANDERS ACT, SALESFORCE, NGDATA, ORACLE

    Zögern Sie nicht mich zu kontaktieren, Feedback und Kommentare gerne an poneill@marchnata.eu

    Always keeping you informed! Peter 

  • ABM,  DAM,  Marketing Lead Management,  Sales Enablement Management,  Vendor Selection

    Data (ABM) now drives B2B Marketing

    My work on several projects in the last months has led me to this one clear conclusion. I recently issued a report on Customer Data Management profiling the Top 15 vendors automating this process for marketers in many different types of companies, including B2B organizations. I have also done extensive surveys and practitioner interviews for B2B marketing for their Propolis community on martech, marketing operations and customer experience. And next month, I’ll publish my report on Account-Based Marketing (ABM). Heh! I’ve been so active that Onalytica now list me as a data analyst

    It is clear that technology can now “read” a marketplace and name exactly those companies that are “in market” for a certain topic (ie. have a budget and firm intent to invest). And it can produce a profile of all decision makers in each company (account), documenting exactly that person’s decision criteria and/or preferences plus, perhaps, their recent research history (what other offers are they considering, how much information do they have). 

    That does make me shudder a little – that was exactly what I did as a field marketer personality, always in contact with vendors and users alike, working for HP Germany during the 1990s.

    It now looks like data now rules the roost in B2B marketing. Success no longer depends on creative events or content, or persuasion by charismatic sales people, marketing success is now data-driven. 

    Here is what my ABM report will say……

    ABM has spread across all B2B sectors

    ABM technologies were first adopted in the software industry but are now being deployed in financial services, healthcare and now, increasingly, in the health care and manufacturing sectors. The trend towards digital marketing, tooled by technology advances in website and general data analytics, and now accelerated by the COVID-19 business environment, has motivated all these B2B businesses to collect as much behavioral and profile data about individual buying decision makers as possible, and then to:

    • Post localized contextual content marketing programs to profiled visitors
    • Send personalized/specific digital marketing content to individual prospects
    • Capture prospects who may have left the website unsatisfied by re-targeting 
    • Gather and calculate “propensity to buy” data and provide this data to sellers 
    • Aggregate digital behavior across a buying team to provide guidance to marketing and sales.

    ABM platforms help marketing to play its role in revenue success. Leading-edge CMOs now favor an ecommerce model and focus on customer experience, all of which requires an ABM approach. Even digital advertising has become fundamental for B2B marketers, and ABM software supports ad-targeting by either providing native advertising capabilities or at least enabling integrations with partner solutions.

    ABM is how B2B marketing should be

    B2B sellers work at an account level and most B2B projects involve large and complex buying centers and decision processes. So mature B2B CMOs now focus on account-based work, developing and maintaining engagement with important contacts in target accounts. Account-based marketing and selling is how B2B marketing should work, mixing digital and human communication. 

    ABM platforms could become the new marketing backbone system

    ABM continues to be the most-used promotional acronym by marketing software vendors with well over 90 software vendors claiming to provide ABM-specific functionality and it is a highly-active playing field for venture capital investors. The leading ABM platform vendors have product roadmaps to expand into a wide range of engagement channels, including direct mail and campaign personalization. Currently, most users connect ABM systems to the (older) incumbent marketing lead management (MLM) platform to cover that. But most MLMs have been slow to embrace ABM so, as martech budgets tighten, ABM urgency could drive MLM vendors out of their market. 

    The ABM nomenclature will fade out in the near-term. 

    B2B marketing will end up being 100% account-based in its digital marketing, informed and optimized by data collected about those accounts. This will remove the need for the ABM label – the new system of engagement is, essentially, the (ABM-based) B2B marketing cloud with data as the hub: an account-based go-to-market platform. 

    We plan to publish the report on April 12th. I can reveal now that the global survey of 1,500 practitioners scored these vendors as Market Leaders (a score of over 4/5 on both the Strategy and Execution axis): 6SENSE, DEMANDBASE, KWANZOO, JABMO, MADISON LOGIC, MRP, TECHTARGET, and TERMINUS.

    Contact me if you’d like to hear more about this ABM research, including the other ABM vendors selected and scored in our global survey of 1,500 practitioners.  

    Always keeping you informed !  Peter

  • ABM,  BCM Research,  Brand Content Management,  Channel Marketing and Enablement,  DAM,  Marketing Lead Management,  News,  Sales Enablement Management

    2020 Vendor Landscapes

    Through the last year in my work with Research in Action, I have discovered many separate vendor landscapes – ALL LISTED BELOW FOR EVERYBODY TO READ. I interviewed thousands of marketers on their business processes automation and talked to nearly 200 marketing software vendors – as discussed in this blog. I was briefed by many more vendors in 2020 than in 2019, when starting out as an independent analyst, which was gratifying but also made the projects longer. 

    The vendor-marketers often remark something like: “strange, there are vendors on your list that I do not see in deals or think I compete with”. Well, that’s because I first describe a marketing process in my interviews and ask respondents which vendors they work with on that process. I try to avoid category terms invented by other analysts or product managers because the chances are: marketing people don’t think in categories (that’s more of an IT-centric trait). We also survey companies from mid-market to enterprise and across the globe, while many vendors are very specific about their target market segment. 

    But the challenge for marketing software marketing professionals remains: Do you focus on shining in a category; or do you ensure you are found by marketing professionals when they seek an answer to their automation challenges. Sometimes, these objectives and tactics may even be mutually exclusive. 

    Here are the vendor landscapes discovered in my global process-oriented surveys. I have taken the liberty of listing the vendors in order of their ranking in the Vendor Selection Matrix graphic.  

    Channel Marketing and Enablement (Nov 2019). ”Channel” being business partners not marketing channel. I also wrote reports focused on Partner Relationship Management (PRM) and Through-Channel Marketing Automation (TCMA) based on this list. This topic is often also called Local Marketing. The most dramatic feedback I had for this report was a threat to be sued by one vendor who, firstly objected to being lower than #1 and, secondly, claimed that they had not given me (nor their 124 customers) permission to talk/write about them.

    IMPARTNER (#1 Overall, #1 Price/Value), BRANDMAKER ( #1 Customer Satisfaction), TIE KINETIX (#1 Customer Satisfaction), ZIFT SOLUTIONS, CHANNELEXPERTS, BRANDMUSCLE, ELATERAL, ANSIRA, SPROUTLOUD, BRIDGELINE DIGITAL, NETSERTIVE, CHANNELKONNECT 

    Marketing Lead Management (Mar 2020). MLM processes are deployed in marketing and/or sales operations departments to support the collection of unqualified contacts and opportunities from various sources such as: Direct mail or email responses; Database marketing programs; Other multichannel marketing campaigns; Offline interactions such as seminars and tradeshows; Social media contacts; and web pages.

    MARKETO (#1 Overall, #1 Customer Satisfaction), ACT-ON (#1 Price/Value), HUBSPOT (#1 Customer Satisfaction), CREATIO (#1 Price/Value), ORACLE, SAP, ADOBE, SALESFORCE, RIGHT-ON INTERACTIVE, PEGASYSTEMS, EVERGAGE, SALESFUSION, SUGARCRM, ZOHO, CRM NEXT  

    Sales Engagement Management (May 2019). Marketing plays an increasingly active role in enabling the sales team, collaborating with their colleagues in Sales Operations with a robust set of sophisticated tools in an all-in-one platform in order to engage productively with knowledgeable buyers and customers.

    SEISMIC (#1 Overall, #1 Customer Satisfaction), CLEARSLIDE (#1 Price/Value), SHOWPAD, BRAINSHARK (#1 Price/Value), HIGHSPOT, SALESPHERE (#1 Customer Satisfaction), BIGTINCAN, SAP, , MEDIAFLY, PITCHER, SALESLOFT, APPAROUND, ZOOMIFIER, PROLIFIQ, ACCENT TECHNOLOGIES

    Digital Marketing Service Providers (Aug 2020). We wanted to ask marketing practitioners about the service providers they work with on their digital marketing projects. But what do we call this beast?

    Marketing Agency … Marketing Consultant … Marketing Systems Integrator (SI) … Media Agency … Full Service Agency … Digital Agency … Digital Experience Agency …

    Then I remembered posting a research report back in 2011 called “The Emergence of the Digital Marketing Service Provider (DMSP)” based on a consulting project I had just done. My Forrester colleagues didn’t like the term, but it led to many new engagements with both creative marketing agencies, who wanted to add more IT skills to their offering, and traditional IT-centric SIs wanting to expand their creative offerings. It worked for the survey and produced great results – but we also learned that these companies do little or no marketing about themselves, so the report had little traction. I was particularly pleased to see the provider that I based that 2011 Forrester report upon (I’ve known Valtech since they were a HP hardware reseller back in the 1990s) topping the survey results. 

    VALTECH (#1 Overall), R/GA, HUGE, MERKLE, 10PEARLS, CAPTECH, ICFNEXT, MPHASIS, EPAM, PROXIMITY, PUBLICIS SAPIENT, CRITICAL MASS, MULLENLOW PROFERO, PERKUTO, LEADMD, KIN & CARTER, CI&T, PEDOWITZ GROUP, THOUGHTWORKS, DIALEXA

    BTW – the above research revealed this: DMSP are absolutely awful at marketing themselves (“cobblers children”).

    Marketing Resource Management (Oct 2020). Marketing executives, as with any business executive, should have full visibility for the planning and effectiveness of all the business resources they deploy. The Marketing Resource Management (MRM) process manages all marketing assets and supports plans and budgets for marketing initiatives. As the topic is not fully deployed, we found a vendor landscape with a mix of vendors managing some asset types, those that manage projects resources, plus those vendors who do manage the full range of digital assets, talent, budgets and projects.

    BRANDMAKER (#1 Overall, #1 Customer Satisfaction), PERCOLATE BY SEISMIC (#1 Price/Value), APRIMO, WORKFRONT (#1 Price/Value), CONTENTSERV, ALLOCADIA, BRANDMASTER, SITECORE (#1 Sitecore), ELATERAL, WEDIA, INFOR, SAS, BIZIBLE, SAP, BRANDMUSCLE

    Customer Data Management (Dec 2020). The vendor landscape for Customer Data Management (CDM) is a broad mix of vendors with a wide variety of claims: data consolidation, collecting entire clickstreams, creating a “golden record” through identity resolution, enabling intelligent engagement, and identity tagging. The CDM challenge is different across the B2C and B2B spectrum, which we analyzed in the report at length. 

    TEALIUM (#1 Overall, #1 Price/Value), AQUIA (#1 Customer Satisfaction), EVERGAGE, SITECORE (#1 Price/Value), CXENSE, ACTIONIQ, ADOBE, REDPOINT GLOBAL, EULERIAN, BLUECONIC, COMMANDERS ACT, SALESFORCE, NGDATA, ORACLE

    Feedback and comments to poneill@marchnata.eu please.  

    Always keeping you informed! Peter 

  • Marketing Lead Management,  News,  Sales Enablement Management,  Vendor Selection

    Messung der Tendenz zum Anbieter-Wechsel

    Der digitale Marketing Service Provider Accenture Interactive hat vergangenes Jahr interessante Forschung zum Thema SERVICE IS THE NEW SALES veröffentlicht. Sie weist darauf hin, dass 44% der B2B Käufer in den letzten 12 Monaten den Vendor (Anbieter) gewechselt haben und stellt fest, dass die stärksten und differenziertesten B2B Beziehungen durch Erfahrungen gekennzeichnet sind, welche Mensch und digitale Mittel verbinden und dadurch ein tiefere und personalisiertere Art von Dienstleistung erschaffen. 

    Die Forschung identifizierte einen Bruch zwischen Käufer-Erwartungen und durchschnittlichen Käufer-Erfahrungen, welcher den Trend zum Vendor-Wechsel untermauert. Diese Entkopplung bedeutet auch, dass Käufer häufig Wege finden bestehende Vendor-Beziehungen einzusparen und neue Beziehungen zu eröffnen, welche ihre Bedürfnisse effizienter abdecken. Die Hauptgründe für Wechsel waren: nicht wettbewerbsfähige Preispolitik, lange Vorlaufzeiten für Lieferung und Erfüllung des Auftrags, verpasste Liefertermine, Mangel an Integration zwischen Vertriebs-Kanälen und notdürftige Commerce-Funktionalität. 

    Die globale Accenture Studie deckte verschiedene B2B Kategorien ab, allerdings höre ich häufig auch sehr ähnlichen Erkenntnissen in meinen Diskussionen mit Marketing Fachleuten zu ihren Software Vendors. 

    Ich habe über die letzten 18 Monate hinweg in Kooperation mit meinem Geschäftspartner von Research in Action einige Vendor-Wettbewerbslandschaften im Rahmen von Vendor Selection Matrix Berichten aufgedeckt. In diesen Projekten interviewten wir tausende Marketing-Fachleute zu ihrer Optimierung von Geschäftsprozessen und, seit Beginn diesen Jahres, ob sie die verwendeten Vendor weiterempfehlen würden – ganz einfach: ja oder nein. Wir nennen den daraus resultierenden Indikator: Der Research in Action Recommendation Index (RI). 

    Im Laufe der Zeit beobachten wir, wie unser Recommendation Index ein bedeutender Indikator für die Kundenzufriedenheit und der Tendenz zum Vendor-Wechsel darstellt. Ich werde die aktuellen RI Werte für die genannten Vendors der letzten 6 Monate auflisten und regelmäßig aktualisieren. 

    Anbieter. Ich denke dass ein RI von 95% oder mehr zufriedenstellend ist, bei einem RI zwischen 90-94% sollten Alarmglocken läuten, da Kunden eventuell zu einem Vendor-Wechsel tendieren und ein RI von unter 90% deutet klar auf einen Alarmzustand hin. 

    Käufer. Nichts hält sie auf, die Daten in einer ähnlichen Art und Weise zu interpretieren. 

    Die nachfolgenden Daten zeigen deutlich, dass klassische Marketing-Automatisierungs-Vendor in unserer Marketing-Lead-Management Wettbewerbslandschaft meistens durch eine Tendenz zum Vendor-Wechsel bedroht werden, mit Ausnahme der Firma Marketo. Diese Vendors werden durch neue innovative Anbieter gefährdet, welche von CX, Kunden Engagement oder sogar ABM sprechen und die MLM Funktionalität mit Routineuntersuchungen absichern.

    Viele der Vertriebs-Engagement-Management-Vendor (Sales Engagement Management) haben zudem kaum langfristige Kunden. Tatsächlich lassen sich eine Vielzahl von Wechseln zu geeigneteren SEM-Lösungen beobachten. Lediglich Brainshark, Clearslide, Seismic und Showpad besitzen eine treue Gefolgschaft an Kunden.

    Hier ist der Auszug aus meinem aktuellen Bericht zum Thema Marketing-Ressourcen-Managment. Die Tabelle zeigt nur eindrucksvollen Scores der Recommendation Index Werte in den 90ern.  

    Always keeping you informed! Peter 

  • Marketing Lead Management,  News,  Sales Enablement Management,  Vendor Selection

    Measuring The Propensity to Switch Vendors

    The Digital Marketing Service Provider, Accenture Interactive, published some interesting research last year entitled SERVICE IS THE NEW SALES. It points out that 44% of B2B buyers have switched sellers in the past 12 months and suggest that the strongest, most differentiated B2B relationships are driven by experiences that connect human and digital means to provide a deeper, more personalized level of service.

    The research identified a rift between buyers’ expectations and average seller experiences, underpinning the cited and unprecedented seller-switching trend. This disconnect means buyers are often finding ways of obsoleting existing vendor relationships and welcoming new disruptors in order to best serve their needs. The major reasons for switching were: uncompetitive pricing, long lead times for delivery and fulfilment, missed delivery dates, lack of integration between sales channels, and even poor commerce functionality. 

    The Accenture survey was global and, while their survey was across many different B2B categories, I also hear many of these comments from marketers when talking about their software vendors. 

    Over the past 18 months, I’ve discovered many separate vendor landscapes in my own Vendor Selection Matrix reports with my business partner Research in Action. In these projects, I’ve interviewed thousands of marketers on their business processes automation and, since earlier this year, we have been asking the marketers whether or not they would recommend the vendor they have provided feedback about to their peers. We call the resulting indicator: the Research in Action Recommendation Index (RI).   

    Over time, we see our Recommendation Index becoming a significant leading indicator of customer satisfaction and also propensity to switch. So I thought I would list out the current RI values for vendors mentioned in the last 6 months and provide an update on a regular basis in the future. 

    Vendors. I think that any RI 95% or over is satisfactory, an RI between 90-94% should raise some alarm signals about your customers’ emerging propensity to switch, while below 90% is a state of alarm.

    Buyers. There is nothing stopping you interpreting the numbers in a similar manner. 

    The data below shows clearly that the classical Marketing Automation vendors listed in our Marketing Lead Management landscape are mostly threatened by a propensity to switch, with perhaps the exception of Marketo. These vendors are being threatened by new innovative vendors who talk about CX, customer engagement or even ABM and cover the MLM functionality as a routine orchestration component.  

    Many of the Sales Engagement Management vendors also have a precarious customer standing. There is, indeed, a lot of churn in this market as businesses replace their initial investment with a more suitable SEM solution. But Brainshark, Clearslide, Seismic and Showpad have a more loyal following.

    Here is even a sneak preview of my next report, on Marketing Resource Management which is coming out later this month. The table shows an impressive scoring of all Recommendation Index values in the 90s.  

    Always keeping you informed! Peter 

  • ABM,  Brand Content Management,  Channel Marketing and Enablement,  DAM,  Marketing Lead Management,  Partner Management Automation,  Sales Enablement Management,  Vendor Selection,  Web Experience Management

    2019 Wettbewerbslandschaften

    In meiner Forschung zur Vendor Selection Matrix von 2019 habe ich viele Wettbewerbslandschaften von verschiedenen Anbietern entdeckt, welche im folgenden beschrieben wird.  (Blog auf Englisch)

    Während diesen Projekten habe ich tausende Marketing Fachleute zur Automatisierung ihres Marketing-Prozesses befragt und mich mit etwa 120 Marketing Software Anbietern unterhalten, meist über deren Analyst Relations und Produkt Marketing Manager, wie in diesem Blog erläutert wird.  

    Die Anbieter-Marketer trafen häufig Aussagen wie z. B. : „Merkwürdig, dass Anbieter auf ihrer Liste sind, welche ich selten wahrnehme und gegen welche ich meiner Meinung nach nicht konkurriere“.  Das liegt daran, da ich zu Beginn der Befragungen immer einen bestimmten Marketingprozess beschreibe und die Teilnehmer dazu befrage, mit welchen Anbietern Sie in diesem Prozess zusammenarbeiten. Ich versuche hierbei Kategorie-Begriffe zu vermeiden, welche von anderen Analysten oder Produkt Manager erfunden wurden, da Marketing Fachleute in der Regel nicht in diesen Kategorien denken (dies ist eher ein IT-zentrisches Merkmal). 

    Mein erster Bericht in 2020 ist bereits fertig, zum Thema Marketing Lead Management (MLM). Die Studie ergab eine neue Anbieter Landschaft mit einer interessanten Mischung aus Email Service Providern, Marketing Automatisierung Anbietern und sogar einigen selbstbezeichneten Customer Data Platform Anbietern. In einigen Unternehmen ist vermehrt ein Wechsel vom MLM Prozess zu einem Customer Engagement Prozess zu beobachten, welcher die diverse Zusammensetzung der Anbieter Landschaft erklärt. 

    Dadurch ergibt sich folgende Herausforderung für die Anbieter: Fokussiert man sich auf hervorragende Leistung in lediglich einer Kategorie oder darauf, von Marketing Fachleuten gefunden zu werden, welche Lösungen für Fragen der Automatisierung suchen.

    Im Folgenden werden die 2019 Vendor Landscapes (Anbieter Wettbewerbslandschaften) dargestellt, welche im Rahmen meiner globalen prozessorientierten Studien gefunden wurden.

    Marketing Lead Management (Nov 2018). MLM Prozesse werden in Marketing- und Vertriebsabteilungen angewandt, um die Sammlung von unqualifizierten Kontakten zu unterstützen. Darüber Hinaus beschreiben Sie die Möglichkeiten von diversen Marketing Werkzeugen wie Post oder Email Antwort, Datenbank Marketing Programme, anderen mehrkanalige Marketingkampagnen, Offline Interaktionen wie Seminare oder Messen, Kontakt aus Sozialen Medien und Web-Seiten.

    ACT-ON (#1 Overall, #1 Customer Satisfaction), ADESTRA, ADOBE, APRIMO, BPM’ONLINE (#1 Price/Value), CRMNEXT, ENGAGIO, HUBSPOT (#1 Customer Satisfaction), IBM, IMPARTNER, MARKETO, ORACLE, PEGASYSTEMS, RIGHTON INTERACTIVE, SALESFORCE, SAP, SALESFUSION, SUGARCRM, WEBMECANIK, ZOHO

    Brand Content Management (Dec 2018). BCM beschreibt das Management aller digitalen Inhalte, um die Markenkommunikation auf allen Ebenen des Unternehmens zu regulieren, von Unternehmensmarken bis hin zur individuellen Kommunikation eines Produkts. Unternehmen, welche in einem weit verteiltem Marketing Umfeld agieren, wenden BCM Prozesse an, um Inhalte über alle interne Organisationen, Tochtergesellschaften und/oder allen Geschäftspartnern hinweg zu steuern und abzustimmen. 

    ADOBE, ANSIRA, BRANDMAKER (#1 Overall), BRANDMUSCLE (#1 Customer Satisfaction), BRANDSYSTEMS (#1 Customer Satisfaction), BYNDER, CAPITAL ID, CELUM, CENSHARE (#1 Price/Value), CODE WORLDWIDE, EPISERVER, IBM, MARCOM CENTRAL (#1 Price/Value), NORTHPLAINS, OPENTEXT, PICA9, SAS INSTITUTE, VYA, WEDIA  

    Sales Engagement Management (Mar 2019). Marketing spielt eine zunehmend aktive Rolle in der Befähigung des Vertriebspersonals, welches sich durch die robusten Werkzeugen einer all-in-one Plattform möglichst produktiv mit kompetenten Käufern und Kunden beschäftigen kann. 

    ACCENT TECHNOLOGIES, APPAROUND, BIGTINCAN, BRAINSHARK, CLEARSLIDE (#1 Customer Satisfaction), CLIENT POINT, CUSTOMSHOW, DOCSEND, FILEBOARD, HIGHSPOT (#1 Customer Satisfaction), INSITE SOFTWARE, JOURNEY SALES, OCTIV, PITCHER, PROLIFIQ,  SALESLOFT, SAP, SEISMIC (#1 Overall, #1 Customer Satisfaction), SHOWPAD, MEDIAFLY 

    Web Experience Management (May 2019). WEM ist eine integrierte Reihe von Geschäftsprozessen für die Erstellung, Verwaltung, Lieferung und Optimierung von konzeptualisierten digitalen Erfahrungen auf Webseiten. Software, welche diese Prozesse automatisiert, muss sich mit der zunehmend komplexen, umfangreichen und stets vernetzten Technologielandschaft auseinandersetzen.

    ACQUIA (#1 Customer Satisfaction), ADOBE, AMPLIENCE, BLOOMREACH, CONTENTFUL, CROWNPEAK, COREMEDIA, EPISERVER (#1 Price/Value), E_SPIRIT, EZ SYSTEMS, IBM, KENTICO SOFTWARE, MAGNOLIA, OPENTEXT, ORACLE, PROGRESS, SDL, SITECORE (#1 Overall, #1 Customer Satisfaction), SQUIZ  

    Digital Asset Management (July 2019). Der DAM Prozess beschreibt das Speichern und Verwalten von digitalen Dateien, insbesondere digitalen Medien wie Grafiken, Videos, Sound und Textkomponenten, welche für die digitale Produktion von Inhalten benötigt werden. DAM katalogisiert die digitalen Inhalte für verschiedene Nutzer, welche beispielsweise im Marketing, Produkt Management, Verkauf, Service, Design oder in Produktionsabteilungen einer Organisation tätig sind. 

    ADOBE (#1 Overall, #1 Customer Satisfaction), APRIMO, BYNDER, CANTO, CENSHARE, CLOUDINARY, COGNIZANT, CELUM (#1 Customer Satisfaction), CUMULUS, DIGIZUITE, EXTENSIS, MEDIA VALET, MEDIABEACON, NORTHPLAINS, NUXEO (#1 Customer Satisfaction), OPENTEXT, PICTUREPARK, SITECORE (#1 Customer Satisfaction, #1 Price/Value), WEDIA, WIDEN

    Digital Asset Management in Deutschland (August 2019).

    ADOBE (#1 Overall, #1 Customer Satisfaction), APRIMO, BYNDER, CANTO, CAVOK (PEAK-14), ELUM, CENSHARE, CONTENTSERV, COREMEDIA, EIKONA-MEDIA, EYEBASE, NUXEO, OPENTEXT, SITECORE (#1 Customer Satisfaction, #1 Price/Value)

    Account Based Marketing (Oct 2019). Der ABM Prozess stellt eine bereits etablierte Marketing/Verkaufs-Methode für Unternehmensdienstleistungen dar, bei denen Erfolg sehr von persönlicher Empathie und Beziehungen abhängt. Das Aufkommen von digitalem Marketing, welches von technologischem Fortschritt in Webseiten- und Datenanalytik geprägt ist, erlaubt allen B2B Unternehmen einen ABM Prozess aufzubauen, welcher es ermöglicht die gesammelten behavioralen- und Profildaten von Unternehmen und deren Kauf-Entscheidern gewinnbringend zu nutzen. 

    6SENSE (#1 Customer Satisfaction), AGENT3, D&B DATAVISION, DEMANDBASE, ENGAGIO (#1 Overall), KWANZOO, INSIDEVIEW, JABMO (#1 Price/Value), LATTICE ENGINE, LINKEDIN, MADISON LOGIC, MARKETO, MRP (#1 Customer Satisfaction), RADIUS, ROLLWORKS, TECHTARGET, TERMINUS, TRIBLIO, TRUE INFLUENCE, ZOOMINFO

    Channel Marketing and Enablement (Nov 2019). Channel Marketing und Enablement Prozesse umschreiben die Aufgaben, welche ein Herstellers ausführt, um Produkte und Dienstleistungen durch eine Partnerorganisation über einen indirekten Kanal zu vertreiben. Nur wenige Anbieter können bisher den Marketing Fachleuten helfen, beide dieser Prozesse effizient zu automatisieren. 

    ANSIRA, CHANNELXPERTS, IMPARTNER (#1 Overall, #1 Price/Value), TIE KINETIX (#1 Customer Satisfaction), ZIFT SOLUTIONS

    Through-Channel Marketing Automation (Nov 2019). Als Teil des Channel Marketing Prozesses eines Herstellers, welcher Produkte und Dienstleistungen durch Partnerorganisationen über einen indirekten Kanal vertreibt, ist TCMA für die Marke und das Content Asset Management dort relevant, wo Programme und Promotionen in beiden Richtungen des Kanals verwaltet werden. TCMA wird auch als regional Marketing oder Vertriebsmarketing beschrieben.

    ANSIRA, BRANDMAKER (#1 Customer Satisfaction), BRANDMUSCLE, BRIDGELINE DIGITAL, CHANNELXPERTS, CHANNELKONNECT, ELATERAL, IMPARTNER (#1 Overall, #1 Price/Value), NETSERTIVE, SPROUTLOUD, TIE KINETIX (#1 Customer Satisfaction), ZIFT SOLUTIONS

    Partner Relationship Management (Nov 2019). Als Teil des Channel Marketing Prozesses eines Herstellers, welcher Produkte Produkte und Dienstleistungen durch Partnerorganisationen über einen indirekten Kanal vertreibt, stellt PRM eine Reihe an Prozessen dar, welche sich auf die Beziehung zum Geschäftspartner selbst fokussieren und sich durch folgende Elemente auszeichnet: Rekrutierung, Registrierung, Klassifikation, vertragliche Details, Informationsaustausch u. v. m..

    ANSIRA, CHANNELXPERTS, CHANNELTIVITY (#1 Price/Value), CHANNELKONNECT, IMPARTNER (#1 Overall, #1 Price/Value), MAGENTRIX, ORACLE, SALESFORCE, TIE KINETIX (#1 Customer Satisfaction), WEBINFINITY, ZIFT SOLUTIONS

    Feedback, sowie Fragen und Anregungen sind jederzeit Willkommen, hier oder direkt an poneill@researchinaction.de

    Always keeping you informed! 

    Peter O’Neill