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Kevin Joyce

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VP Client Services, The Pedowitz Group

158 points

CMO Market2Lead
CEO Rubicon Marketing Group
VP Marketing Unicru
Director of Sales IBM
Director of Product Marketing Sequent
Engineer at FPS

BSEE and MBA

Kevin Joyce recommends this answer by Scott Benedetti

Aug. 18, 2011

Should more companies look to outsource the operation of their marketing automation solution?

Carlos,
As always, a timely and poignant question. We are both in the business of helping companies outsource these services - and clearly know their are ramifications to such a decision.
I am fearful that many companies may think they already use marketing automation to the full ... more

Kevin Joyce recommends this answer by Edwin Thompson

June 6, 2011

What's driving those who are hating on Marketing Automation?

Great thread. As with anything, it's just easier to say no than to figure out how. But we're preaching to the converted here. We get it. Craig's point about building the market is critical. 200MM seems criminal for such a valuable set of tools.
We've had ... more

Kevin Joyce recommends this answer by Joseph Zuccaro

May 16, 2011

Does the "Revenue Performance Management" message actually work?

I have been a bit skeptical of the phrase in that it sounds a bit too clinical and financial for most Marketers, many of whom are classically trained in the "Four P's" and that's about it. Frankly, I've always believed that Marketers should have been ... more

Focusmarketingrt

Marketing Automation

Kevin Joyce recommends this answer by Carlos Hidalgo

May 12, 2011

How do marketing automation projects typically crash and burn?

Lauren:
There has been lots of research that shows why companies are not getting value from their automation solution.
1. Gartner, Sirius Decisions and Forrester have all shown research over the last 6-months that organizations that develop a solid lead management process and look to automation as ... more

Marketing Automation

Marketing Automation Solution

Kevin Joyce recommends this answer by Adam Metz

April 28, 2011

POLL: Does social media marketing work for B2B lead generation? (y/n)

There's probably no better source of net-new top-of-funnel leads than social media, because it's difficult to suss out consumer intent from other sources.
Here's a link to a list of 7-8 B2Bs who have seen results from social lead generation.
http://barnraisersllc.com/?p=2460
Also, there's a chapter about it ... more

B2B Social Media

Kevin Joyce recommends this answer by Richard Fouts

April 13, 2011

What are the top ways that sales can use marketing automation to its advantage?

Jon Miller of Marketo opened my eyes to this question with two key observations:
Marketing automation gives salespeople more time to sell. Jon reminded me that the best performing marketing organizations contribute about 25% of the sales pipeline. Shocking isn’t it? Who’s contributing the other 75% ... more

Marketing Automation

Marketing Automation Strategy

Kevin Joyce is now following Christopher Doran and 2 other people

April 12, 2011

Kevin Joyce recommends this answer by Steve Gershik

April 2, 2011

What are the reasons Salesforce.com has not acquired a marketing automation vendor?

The other variable to throw into the mix is that marketing automation is transactionally expensive.
What this means is that it costs a lot of database space to track every email send, every open, every clickthrough and every conversion while managing CAN SPAM compliance and every ... more

Kevin Joyce answered this question

March 29, 2011

Is it redundant to have an enterprise class web analytics tool and marketing automation?

No, they are not redundant. Although both systems offer web analytics, they offer two different perspectives on the data. Both perspectives are valuable to marketing.
1. The web analytics tools tend to report around how assets are faring - pages, downloaded docs, paths though the pages, ... more

Marketing Automation

Kevin Joyce and 3 other people answered this question

March 22, 2011

How can marketing automation improve sales effectiveness?

Effectiveness is defined as doing the right things. (Efficiency is doing things right). Sales effectiveness is increased when they spend more time selling, and less time cold calling and qualifying leads. Marketing automation provides the tools necessary for marketing to effectively generate and qualify leads ... more

Lead Nurturing Cookbook

Marketing Automation

Kevin Joyce and 1 other person answered this question

March 9, 2011

What has been your biggest missed expectation with marketing automation?

The biggest missed expectation for me was that Marketing Automation was easy to use. For right brain creative marketers Marketing Automation is a left brain oriented awakening. MA can bring tremendous advantages and productivity improvement to marketing organizations of all sizes but don't assume it's ... more

Kevin Joyce recommends this answer by Edwin Thompson

March 7, 2011

What's the difference between demand generation, lead management and marketing automation?

I agree with most of Carlos' points, but I define "Demand Generation" as encompassing the entire process from lead generation (the act of collecting the name initially), management, routing, scoring, and nurturing through the entire sales/buying process. Marketing Automation, as stated is one of the ... more

Demand Creation

Demand Generation

Kevin Joyce and 8 other people answered this question

March 1, 2011

Where do the balls get dropped most often with inbound leads/demand generation?

Joe are Carlos are right on. If there is not a measurable, repeatable, documented, lead management process, implemented in your CRM (and optionally MA system), with training for sales and marketing, then the balls will be dropped in the swirly mist between marketing lead generation ... more

Craig Rosenberg

Kevin Joyce and 4 other people answered this question

March 1, 2011

What are the top tips for creating a lead management strategy?

There may be multiple interpretations of what Lead Management means. My take is that it describes how leads are managed and assigned, how their quality is assessed, and how the overall lead flow is tracked. As such my top tips for creating a lead management ... more

General Management

Kevin Joyce and 1 other person answered this question

Feb. 8, 2011

Managed Services vs. In-House for Marketing Automation?

If hiring, training, and directing marketing automation experts is not core to your value proposition, then outsourcing the function can free you to focus on what you do best. It can also give your marketing campaigns a jump start because you get trained, skilled, experienced ... more

Human Resources

Marketing Automation

Kevin Joyce answered this question

Feb. 5, 2011

What are the features a small business should look for in a marketing automation platform?

Hi Karen,
A great way to approach this is to start with the capabilities of a good email platform, and ask what is the minimum set of things you need beyond that. You can organize your requirements into 5 areas, and I included some suggestions for ... more

Information Technology

Marketing Automation

Kevin Joyce recommends this answer by Cody Young

Jan. 20, 2011

What steps must be taken to ensure a successful marketing automation implementation?

I have an obvious bias about the importance of contact data and I am certain there are others who can provide a great end to end list of boxes to check during an MA implementation (our partners at The Pedowitz Group for example), but here ... more

Marketing Automation

Marketing Automation Solution

Kevin Joyce and 6 other people answered this question

Jan. 20, 2011

Why are all webinars an hour long when business people are busier than ever?

Woodrow Wilson said he needed two weeks to prepare a 10-minute speech, one week to prepare a one-hour speech, but could begin without notice to deliver a two-hour speech. So does that mean presenters of 1 hour webinars value their time more than that of ... more

Kevin Joyce and 1 other person answered this question

Jan. 20, 2011

What does a sales operations person do?

Hi Courtney,
1. Be the primary contact at HQ for field based Sales reps, to do what every they need done
2. Help with proposals, presentations
3. Facilitating events and customer visits
4. Manage the SFA/CRM on behalf of Sales
5. Prepare periodic sales reports and presentations for Sales Management
-Kevin more

Sales Enablement

Sales Operations

Kevin Joyce and 5 other people answered this question

Jan. 20, 2011

Will marketing automation kill the ESP/email software market in b2b?

Hmmm, let's see, the ESP/Email software market has somewhere between half a million and a million clients, and all Marketing Automation Vendors combined have about 2000 clients....and let's imagine they are doubling that number every year....calculating...ask me again in 8 years. The bigger question is ... more

Email Marketing

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