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B2B Marketing

The 10 most Fascinating People in B2B Marketing in 2017

Top 10 lists are everywhere this year.  I even ran across a top 10 list of top 10 lists — hilarious! My list is about the most interesting people that I came across in B2B marketing during 2017. I find them fascinating not only as interesting people, but also for making valuable contributions to our business and our world. So meet this ... Read More »

Where is B2B marketing headed? 7 predictions for 2018

End-of-the-year predictions are a dangerous business. I will take the risk and just hope that at the end of 2018, no one looks back to call me on it! B2B sales and marketing are evolving quickly as buying behavior changes and new technologies take hold, so there’s a lot to talk about. But I will limit my predictions to just ... Read More »

Six Powerful B2B Marketing Tactics You May be Missing

There are so many great new techniques in B2B marketing today, it’s hard to keep up. I hereby offer a roundup of ideas that you may have overlooked: IP address identification, a customer-driven content marketing strategy, better lead qualification, a renewed focus on customer and prospect data, account-based marketing, and linking consumer data with your business records. If any of ... Read More »

How do you sell when your buyers can’t buy?  Mounting dysfunction in the B2B buying process

Everyone is aware that B2B buying is complex. It involves multiple parties over long decision-making cycles. In a large enterprise, this can take months, if not years, and involve dozens of individuals in the buying circle. But new research from CEB, now Gartner, suggests that things are even worse these days: it’s buying gridlock. I interviewed Brent Adamson, Sales Principal Executive Advisor on ... Read More »

HG Data App now on the Salesforce AppExchange

HG Data Announces Its HG Data App on the Salesforce AppExchange, the World’s Leading Enterprise Apps Marketplace HG Data is a new Lightning Data app that allows customers access to technographics in Salesforce HG Data, a global leader in company intelligence for B2B technology marketers, today announced the launch of its newly enhanced HG Data app on the Salesforce AppExchange, empowering businesses to ... Read More »

Global 5000 Database Update

Harry Henry, founder of the Global 5000 Database, has provided BIIA with an update: During the quarter we added 60 new companies to the database and deleted 62 records primarily due to M&A activity.  Also, during the quarter, 1,719 records we updated.  The currency level of the database remains at 99% — meaning over 99% of the records have been ... Read More »

Bertelsmann First Half 2017 Revenue Growth Up 2.1%

Bertelsmann Achieves First-Half Operating Group Profit Exceeding Half-Billion Euros for the First Time Revenues rise to €8.1 billion Growth businesses grow their revenues by nine percent Operating EBITDA of €1.1 billion continues stable, at a high level Investment activity again strengthened, to €643 million Progress on all strategic priorities Closing of Penguin Random House share increase scheduled for 4th quarter ... Read More »

Zoominfo Acquired by Great Hill Partners

Zoom Information, Inc. (ZoomInfo), a comprehensive B2B data provider, announced today that it has been acquired by Great Hill Partners, a leading Boston-based private equity firm focused on investments in high growth mid-market companies. Lazard served as financial advisor for the company. “We are enthusiastic about our new investment in ZoomInfo,” said Christopher Gaffney, managing partner at Great Hill Partners. ... Read More »

Acxiom Q4 Revenue Flat – Full Year 4%

Acxiom® (Nasdaq: ACXM) announced financial results for its fourth quarter and fiscal year ended March 31, 2017. Q4 Revenue was $225 million or flat compared to the fourth quarter of last year. Strong growth in Connectivity and Audience Solutions was offset by revenue declines associated with the second quarter divestiture of Acxiom Impact. Full Year Revenue was $880 million, up 4% compared to fiscal 2016 driven ... Read More »

Netsun 2016 Revenues Up 84%

Shenzhen-listed Zhejiang Netsun reported it 2016 revenues of US$47 million, up 84% compared with the previous year. However, net profit dropped by 30% year-on-year, falling down to US$1.8 million. Diluted earnings per share in 2016 were RMB 0.05 (US$0.0072). The Hangzhou-based company attributed the increase in revenue to the strong performance of its online platform focused on the chemical industry ... Read More »

HG Data and Modern Analytics in Partnership

Modern Analytics Uses Technographics to Maximize Business Intelligence For years, Modern Analytics has offered fully automated, machine learning-based predictive analytics to support informed decision making in all facets of business.  While Modern Analytics offers the latest data science tools for modeling and computation, its customers still have a critical need for quality data to get better answers to their customer service, ... Read More »

Equifax Releases New Marketing Module on the BusinessConnect Platform

Providing Customers with Impactful Insights to Drive Successful Marketing Decisions Equifax Inc. (NYSE: EFX) today announced the launch of BusinessConnect™ for Marketing, a powerful new module on the BusinessConnect platform that allows organizations to boost their marketing productivity and overall performance by synthesizing organization-wide customer insights into a single, user-friendly resource. BusinessConnect for Marketing can help increase marketing performance and ROI through the ... Read More »

The Case for Customer Reactivation

As marketing advances, most professionals are well aware by now of the importance of retention and reactivation in optimizing the value of the customer base. The facts are clear: we know that it costs far less to reactivate a dormant customer than to acquire an entirely new one; we know that recent activity is a powerful indicator of customer lifetime ... Read More »

Dun & Bradstreet India Appoints Manish Sinha as MD

Dun & Bradstreet India — a global leader in commercial data and insights on businesses — on Tuesday announced the appointment of Manish Sinha as its Managing Director, effective May 8. “Based in Mumbai, Manish will oversee Dun & Bradstreet’s go-to-market strategy, business operations, and the delivery of business value and benefits to our customers in the region,” the company ... Read More »

To Get the Best Prospecting Data, Use A Broker

Marketers put a lot of effort into campaign planning, but sometimes their data selection comes as an afterthought. They may forget that the target audience is the single most important driver of campaign success. It deserves attention—and support of an independent partner, namely a data broker. In the data world, brokers represent the interests of the marketer and develop a ... Read More »

For Prospecting Success, Leave Your Data Order Till Later

Marketers looking to acquire new customers, or generate sales leads, typically rely on outside data providers for lists and contact data to give them access to new markets. But when they place an order for prospecting data—whether it’s email, telephone, or postal addresses—marketers often end up with data that isn’t exactly what they had in mind. What happens then? They ... Read More »

Gartner to join S&P 500 – Replaces Dun & Bradstreet which Drops to S&P MidCap 400

IT research firm Gartner (NYSE:IT) will join the S&P 500, replacing Dun & Bradstreet (NYSE:DNB), who drops to the S&P MidCap 400. S&P MidCap 400 constituent Gartner Inc. (NYSE:IT) will replace The Dun & Bradstreet Corp. (NYSE:DNB) in the S&P 500, Dun & Bradstreet will replace Gartner in the S&P MidCap 400, and INC Research Holdings Inc. (NASD:INCR) will replace CEB Inc. (NYSE:CEB) ... Read More »