Category Archives: marketing automation

The Risky Business of Exclusive Reselling

By Robert Lesser | Published October 7, 2010

Last month, Eloqua terminated its reselling relationship with The Pedowitz Group, a marketing automation reseller. Rob Brewster, SVP Business Development at Eloqua explained in a blog post that The Pedowitz Group’s decision to partner with some of Eloqua’s competitors jeopardized Eloqua’s IP (Intellectual Property) and caused Eloqua to make the change. Steve Woods, CTO of Eloqua, in an online discussion noted [...]

Also posted in channel, cloud computing | Tagged , , , , , , , , , , | 5 Comments

An Identity Crisis for the Sales Lead

By Robert Lesser | Published September 24, 2009

Do you find it startling that many sales and marketing teams still cannot agree on the definition of a sales lead? The irony of course, is that the deliverable for sales is crystal clear – the sale. The contract is signed and the PO received. The heavy lifting from sales is finished and that of [...]

Also posted in CRM, database marketing, lead generation, sales and marketing alignment, sales leads | Tagged , , , | 12 Comments

Having a blast with B2B email?

By Robert Lesser | Published June 24, 2009

When you think email, do you think email blasts? You know – a humongous email broadcast – the digital equivalent of a large mail drop. Otherwise known as Batch & Blast email, B2B marketers have viewed this type of email as best for retention marketing, rather than acquiring customers. In the early days of email [...]

Also posted in email, lead management, sales enablement, Uncategorized | Tagged , , , | 3 Comments