Lead Generation

March 26, 2012 | 0 Comments | Branding, Lead Generation, Virtual Events
Before diving in, ISVs need to understand that they are much different than in-person trade shows, and should therefore be treated as such. For example, it’s essential to realize that attendees can quickly navigate a virtual trade show with their mouse, and thus accomplish much more, in a shorter period time, than they can at an in-person trade show.
 
March 3, 2012 | 0 Comments | Content Marketing, Lead Generation, VAR Partnerships
Fed up with inactive resellers of his company's solutions to Dynamics GP customers, one ISV is taking a stand: if you aren't helping us make the sale, you aren't getting a cut of the revenue. And to take it a step further, they are putting more effort into controlling their own destiny with more direct sales efforts.
 
August 9, 2011 | 0 Comments | Branding, Lead Generation, Virtual Events
t the end of a virtual Dynamics conference, you will likely experience different feelings. You may well feel let down that you can’t shuffle through a thick set of business cards. There certainly won’t have been a lot of hand shaking and eye contact with people strolling past your booth. It’s only when you access your data portal that you truly comprehend the key difference between having a booth at an on-site conference and at a virtual conference. While you’ll likely struggle to make sense of visitor information from the on-site conference, you’ll find a treasure trove of data in your virtual conference data portal.
 
March 6, 2011 | 0 Comments | Lead Generation
If you like raspberries, you know it's best to eat them while they are fresh, since they don't keep real well. After just a few days, they're usually squishy and sometimes even moldy. Sales leads aren't much different. They need to be "consumed" quickly, because after some relatively brief amount of time, they tend to lose their promise.
 
February 11, 2011 | 0 Comments | Content Marketing, Lead Generation, Messaging
Ever more ISVs are using content--white papers, case studies, and articles--to helps sell their products. The process is sometimes referred to as" content syndication." But while content syndication can be a very powerful tool, it's not a simple or slam-dunk marketing technique.
 
January 12, 2011 | 0 Comments | Lead Generation
What do you most want from your company's marketing programs in terms of lead generation--quality or quantity? Of course, you want both, large numbers of high-quality sales leads. But the sales lead tooth fairy rarely operates that way. She's either generating large numbers of poor-quality leads or many fewer high-quality leads.
 
January 4, 2011 | 0 Comments | Branding, Content Marketing, Lead Generation, Marketing Automation, Messaging, Social Media
Marketers can’t escape the call of the online marketing gurus – inbound marketing, outbound marketing, working the funnel, demand generation, social media b2b marketing, and so on. With the New Year upon us, there’s inevitably an itch to get moving, especially when you consider the possibility you might be missing out on an important new opportunity.
 
November 15, 2010 | 0 Comments | Lead Generation, Marketing Automation, Virtual Events
One of the top items on every ISV’s wish list in these tricky economic times is how to generate more sales leads. While everyone seems to want more leads, do you know what you’d do if you were deluged with sales leads?
 
October 10, 2010 | 0 Comments | Content Marketing, Lead Generation, Messaging
Content-based marketing is a well-established technique for software companies to showcase their expertise. Typically, an executive writes an article about a particular business challenge that his or her company's software solves. The article showcases the company's expertise rather than a particular product.
 
September 7, 2010 | 0 Comments | Lead Generation, Marketing Automation
I wrote previously about how dangerous it is in this day and age for Microsoft Dynamics ISVs to rely exclusively on well-worn marketing techniques--that is, an inclination to stay with the tried-and-true marketing approaches, even when they've stopped being very "true." Here are four ways to get out of your marketing rut:
 

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