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November 19, 2012
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News for business-to-business marketing professionals  |

  Top Story 
  • Dell buys Gale Technologies, organizes for enterprise push
    Dell continued its movement away from consumer sales and toward enterprise solutions by purchasing infrastructure automation software maker Gale Technologies. The Gale software will work in conjunction with Dell's Active Infrastructure products and help "turn components into integrated solutions, including in virtualized and cloud environments," says Matt Baker, executive director of strategy for Dell's Enterprise Solutions Group, under which Dell is starting an Enterprise Systems & Solutions division. (U.S.) (11/16), TechCrunch (11/16) LinkedInFacebookTwitterEmail this Story
  Eye on Marketing 
  • Transition to inbound campaigns should be a careful shift
    How do you balance push- and pull-marketing efforts? The first step is to "do no harm" to successful push marketing lead-generation campaigns by expecting an instant replication of results. Instead, choose a reasonable goal for new pull efforts, gradually shifting marketing budgets toward the more effective and cost-efficient pull efforts until the total cost-per-lead is at its lowest, Christopher Ryan writes. (11/15) LinkedInFacebookTwitterEmail this Story
  • Applying micro-market analysis to multiple channels
    More channels mean more customer analysis, writes Jasper Bell, strategy consultant at Amaze. But instead of stalling in analysis paralysis, B2B marketers should prioritize micro-market analysis. One chemical company found sales teams had been dispatched to U.S. counties with few growth prospects and rectifying that grew new account sales 15% to 25% in one year. "Micro-market analysis principles could just as easily be applied to using data to optimize your best performing marketing channels," Bell writes. (11/16) LinkedInFacebookTwitterEmail this Story
  • Other News
  Tech Edge 
  • Lenovo says SAP's new 360 Customer sped CRM processes
    SAP's HANA-platform-based 360 Customer solution converts insight into real-time one-to-one customer engagement. Lenovo is among the companies already on board, claiming "30 times faster performance in key processes during the customer validation phase" and improvement in other customer-facing programs, according to Lenovo Vice President of Global Application Development Xiaoyu Liu. Enterprise Innovation (Asia) (11/19) LinkedInFacebookTwitterEmail this Story
  • Google introduces brand-friendly 300x600 units to AdSense market
    Google is acceding to customer demand for larger ad units by offering half-page, 300x600 units through AdSense. Though that size ad represents only 1% of impressions, their popularity grew 37% in 2011. Google expects the visual appeal of the larger units to suit eye-catching brand advertising, in contrast to smaller, interactive units designed for retail response. MarketingVOX (11/16) LinkedInFacebookTwitterEmail this Story
  • Can your innovators spot the gorilla suits?
    Studies have shown that preoccupied people have a blind spot for the unexpected, to such an extent that someone wearing a gorilla suit might as well be invisible, writes Tom Agan. That can make it hard to spot potentially valuable innovations, so it's important to schedule time to take stock of your company's situation, Agan writes. Fast Company online (11/16) LinkedInFacebookTwitterEmail this Story
  • Resolve to have these skills for next year
    A positive personal brand, up-to-date skills and increasing productivity are key for nabbing a promotion in 2013, experts say. "When you are at your job, do you volunteer for projects? Are you looking for creative ways to help your organization? The way to really differentiate yourself is to be proactive," says Paul McDonald, senior executive director of Robert Half International. The Wall Street Journal (11/18) LinkedInFacebookTwitterEmail this Story
  Hot Topics 

Top five news stories selected by Business Marketing SmartBrief readers in the past week.

  • Results based on number of times each story was clicked by readers.
  Association News 
  • For B2B marketers targeting C-level execs, it's all about them
    "How do B2B marketers get noticed by the C-suite, whether internal to the organization or not, as being relevant and trusted enough to get (and keep) a seat at the table? The answer is much simpler and less frustrating than you think or have been led to believe. First of all, senior leaders, executives, decision makers and corner-office types with the panoramic view are just human beings. Classic example: I have been a C-Suite executive with a Fortune 100 organization with the full package -- a car and driver and access to the company jet. Yet, when I got home in the evening, I still had to do soccer drop-off, change dirty diapers and take the garbage out. Despite our title or the position of power we yield, we're all regular people checking tasks off of our daily lists." Read more from Robert Murray. LinkedInFacebookTwitterEmail this Story
  • BMA Carolinas -- Chapter sponsorship
    Looking to connect with business-to-business marketers in the Carolinas region? The Carolinas Chapter of the BMA hosts educational marketing events including panel discussions, industry expert guest speakers, and social and networking opportunities. There are ground floor sponsorship opportunities for businesses looking to reach highly successful and dynamic B2B marketing professionals. Read more. LinkedInFacebookTwitterEmail this Story
Learn more about BMA ->Home  |  About BMA  |  Chapters  |  Events  |  Join BMA  |  Resources

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Nothing is too small to know, and nothing is too big to attempt."
--William Cornelius Van Horne,
Canadian railway executive

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