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Prugh Roeser

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President, The Devereux Group, Inc.

206 points

The Devereux Group (TDG) was founded in 1986 as a strategic marketing company focused on bringing bottom-line results to online and offline marketing activities. We've developed and managed marketing programs in multiple channels for over 50 clients in a ...

The Devereux Group (TDG) was founded in 1986 as a strategic marketing company focused on bringing bottom-line results to online and offline marketing activities. We've developed and managed marketing programs in multiple channels for over 50 clients in a number of fields: high technology, retail sales, financial services, petroleum retailing. All of our programs incorporate results tracking and ROI accountability to improve marketing decision-making.

In 2002-2003, we developed LeadMaker® – a web-based lead management, nurturing and qualification system – to bridge marketing and sales by preparing raw leads for Sales follow-up. Most recently, we've redesigned the proactive, multi-touch LeadMaker process to run on virtually any marketing automation solution.

Our focus on Lead Relationship Management® over the past 8 or 9 years has evolved from our previous work in loyalty and frequency marketing; and we have developed specialized expertise in the following areas:
* Lead generation, management and qualification
* Marketing automation consulting and implementation
* Loyalty marketing

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WEB: http://www.leadmaker.com/

May 22, 2012

Prugh Roeser and 3 other people answered this question

Is a $1,000 "inbound" lead more valuable than a $1,000 "outbound" lead?

This is a fascinating discussion that circles back to a question about whether Sales prefers early or qualified leads.
At the time, most answers opted for qualified leads which seem to me to be analogous to inbound leads in this discussion. Of course, qualification may ... more

Inbound Marketing

Feb. 29, 2012

Prugh Roeser asked a question

What does sales want more: qualified leads or early leads?

Demand Generation

Dec. 1, 2011

Prugh Roeser and 4 other people answered this question

What should B2B marketing’s top priority be: acquiring leads or engaging with customers?

Hi Everybody,
Thanks for taking the time to respond about marketing priorities. I must admit I’ve been surprised by the emphasis on engaging with customers.
Referrals and opportunities to cross-sell and upsell the customer base are great results from customer engagement, but what happens when we ... more

Customer Service

Customer Experience Management

Oct. 19, 2011

Prugh Roeser and 18 other people answered this question

Why isn't marketing more automated yet?

I think Justin is on the right track.
The main delay I see in marketing becoming more automated is due to the need for a type of marketer who has both creative and process know-how. They exist only in very small numbers.
MA currently favors marketers ... more

Lead Management

Oct. 18, 2011

Prugh Roeser asked a question

In the marketplace, what are we really competing for: leads or customers?

Sept. 28, 2011

Prugh Roeser asked a question

Should all lead gen responses be nurtured, or just those judged not ready for in-person follow-up?

Lead Management

Sept. 23, 2011

Prugh Roeser asked a question

When you measure ROI for MA software, what counts more: its savings or its sales/revenue potential?

Lead Management

Marketing Automation

Sept. 16, 2011

Prugh Roeser and 4 other people answered this question

Do you manage lead relationships?

Hi Everybody,
Thanks for your responses.
I asked this question to try to get at why more companies don’t address the quality of the experiences they offer to leads. An overarching – and agreed-upon – lead management process is absolutely necessary, but it seems that many ... more

Customer Service

Sept. 12, 2011

Prugh Roeser and 4 other people answered this question

Is the concept of Revenue Performance Management (RPM) dangerous?

Thanks for your responses so far.
When I asked this question, I was trying to get at the issue of whether Revenue Performance Management is the right next step beyond Marketing Automation. I realize that a lot’s been invested in it and that it opens ... more

Lead Management

Aug. 29, 2011

Prugh Roeser asked a question

How do you decide what kind of content to post on each social platform: LinkedIn? Facebook? Twitter?

Social Media Marketing

July 28, 2011

Prugh Roeser asked a question

How important is when, where, and how you touch target audiences?

Email Marketing

Marketing Management

Social Media Marketing

July 6, 2011

Prugh Roeser asked a question

What's the difference between analytics and metrics?

June 29, 2011

Prugh Roeser and 9 other people answered this question

Is it possible to have inbound marketing without some kind of marketing outreach?

Hi Everybody,
Thanks for your thoughtful and insightful responses. Joe’s reference to inbound marketing being a mindset more than a toolset is a nice succinct way of summing it up. And Dharmesh’s mention that Hubspot regards optimization and promotion activities as part of the inbound marketing ... more

Inbound Marketing

Outbound Marketing

June 1, 2011

Prugh Roeser and 10 other people answered this question

In your marketing process, do you recommend doing lead nurturing first, or lead scoring?

I’m in complete agreement with everyone about the benefits of lead scoring to facilitate and enable organizations to zero in on what constitute the right types of qualified leads for them. But I think there’s a risk starting with scoring.
In the absence of sales ... more

Lead Management

May 25, 2011

Prugh Roeser asked a question

Do you think the B2B buying cycle has really changed?

Sales & Marketing

May 17, 2011

Prugh Roeser asked a question

What's your take on the new lead nurturing framework unveiled at Sirius Decisions Summit 2011?

Marketing Automation

March 25, 2011

Prugh Roeser and 4 other people answered this question

Are you using "tele" as part of your lead nurturing strategy?

Hi Carlos,
There’s no doubt that “tele” should be part of any lead nurturing strategy.
The real question, I think, is when and how to use teleservices in lead nurturing. When they’re used too soon or too aggressively, results and ROI suffer, and people begin to think ... more

March 22, 2011

Prugh Roeser and 2 other people answered this question

Is RPM an extension of marketing automation or a whole other category?

Sorry to be late to this thread.
I like Jim’s analogy of Revenue Performance Management (RPM) to Supply Chain Management (SCM) since it provides a useful context for both “managements” and how they really boil down to rationalizing processes and procedures already at work – ... more

March 3, 2011

Prugh Roeser and 7 other people answered this question

Is it better to nurture leads with email body copy, or describe and link to content?

Thanks for the tips, Corenne.
Ironically, our particular approach to lead nurturing right from the beginning in 2002 has always been series of proactive, multi-touch lead contacts with escalating offers. In fact, we developed a process for it called LeadMaker®. (I didn’t mention it earlier ... more

Email and Messaging

Marketing Automation

Feb. 18, 2011

Prugh Roeser and 7 other people answered this question

What are the top benefits of adopting marketing automation?

When we present to prospective clients, we usually break out the top benefits of marketing automation (MA) into those for Sales and those for Marketing:
Sales
* Improved productivity among reps due to higher lead quality
* Greater lead readiness for in-person follow-up
* Response-based lead ranking
Marketing
* Reduced ... more

Marketing Automation

Feb. 10, 2011

Prugh Roeser and 10 other people answered this question

What steps can be taken to ensure a better overall return on investment in marketing automation?

Hi Craig,
Tyler and Carlos make great points, but I think Carlos touches on the real key to Marketing Automation profitability and ROI when he mentions having the right people resources in place.
In our experience, successful Marketing Automation is comprised of 2 core components:
Technology
Know-how
As many ... more

Marketing Automation

Marketing Automation Software

Feb. 3, 2011

Prugh Roeser and 16 other people answered this question

Is Marketing Automation "Floundering"?

As Adam points out, it’s not the marketing automation market that’s floundering, but marketers’ skills. In a more historical context, marketing automation seems to be reaching a point that happens in many technology markets; namely, the technology has currently outstripped the abilities of its intended ... more

Feb. 1, 2011

Prugh Roeser and 5 other people answered this question

Will marketing automation help align sales & marketing?

Hi again everybody,
There seems to be an assumption underlying many of the comments that successful Sales and Marketing alignment translates into Marketing becoming a kind of Sales support. This isn’t necessarily a bad thing, but I think we should be aware that that’s what we’re ... more

Jan. 21, 2011

Prugh Roeser and 17 other people answered this question

What are/will be the biggest impediments to the marketing automation market reaching its potential?

Hi Everybody,
I always seem to be arriving at these discussions late, after many of the points have already been made. At the same time, though, it gives me a chance to roll up what many of you have said and offer a differing perspective.
When I ... more

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