Demand Generation Solutions

Optimizing Demand Generation is absolutely vital if your organization is going to thrive over the rest of this decade — it’s the “main battlefield” in the competition for ever-scarcer new busine$$. Demand Generation is not a single activity, rather it includes and integrates multiple actions, applications, analytical tools, and processes. A few of the key elements include:

• Online Lead Generation via SEO/SEM/PPC, Email and Social Media activities
• Lead Nurturing through autoresponders and direct engagement tactics
• Dynamic Lead Scoring via cookie coding
• Web and Social Media Analytics
• Salesforce.com CRM 

Econiverse has observed that the strongest (and smartest) growth companies with the deepest understanding of technology are using a three-level approach to online Demand Gen, that has (at its base) three sources of “raw leads” — SEO/SEM/PPC, Social Media, and E-mail campaigns. At the middle layer they use powerful marketing automation apps (like Marketo), Social Listening tools (like Radian6), and analytics including Google, Omniture, WebTrends, etc., and then — when leads become strong opportunities — they pass those leads on to Salesforce CRM, at the top of the Pyramid.

There are innumerable best practices at every level, but two things stand out: first, growth leaders *fully integrate everything* up and down the line. So, for example, Marketo cookies the machines of visitors to your landing pages (that they reached via your PPC ads), and builds dynamic profiles that are synched with Salesforce CRM. In the meantime, Radian6 pulls data from the social Web and combines it with Google and Omniture analytics, slicing & dicing right down to the level of *which tweets drove the greatest numbers of conversions*(!)

Second, growth leaders understand that their salespeople LIVE IN SALESFORCE, and have zero tolerance for poor quality leads . . . so they nurture and “score” all contacts progressively, over time, and follow the strong opportunities via social media, so that only when a lead is vetted and verified as something “real” does it appear in a salesperson’s queue, in Salesforce CRM. This is the paradigm for intelligent leads management and Demand Gen, circa 2011.

Econiverse has created and managed powerful, profitable leads channels since the 1990s, for major clients such as IBM, Accenture, PricewaterhouseCoopers, and other fast-growing firms. We offer a free "health check" on your application of best practices across the entire Demand Generation Pyramid, combined with the skills to optimize any problem areas. Call 1-800-795-7144 (9-6 PST, M-F) to schedule a checkup!