How to bring a predictive element into a data-first B2B sales and marketing strategy

To succeed and stay ahead of the curve in today’s business environment, organizations need seamless ways of compiling, organizing and operationalizing data across multiple systems. The past decade has witnessed sales and marketing technology proliferate throughout organizations. Each piece of sales and marketing technology houses critical signals about target accounts and their buyer journey, but […]

CommercialTribe CT Coach

CommercialTribe offers CT Coach to help B2B sales managers improve their reps’ performance

As B2B sales reps go through their annual performance reviews with managers, a startup called CommercialTribe has created a software-as-a-service tool that will grade them across 24 behaviors based on an analysis of more than 40,000 recorded sales interactions. Based in Denver, CommercialTribe formally launched CT Coach earlier this week, boasting HubSpot as an early […]

HubSpot Sam Hirbod

HubSpot’s inbound agency strategist points out some of the biggest (and most common) CX failures

A friend of Sam Hirbod, the principal inbound agency strategist at HubSpot, was waiting on hold with his online bank — for 20 minutes. This is a long time to leave anyone in limbo, especially in 2018, and in the course of that time, Hirbod friend’s started conducting searches on Google for a banks with […]

Forrester SiriusDecisions acquisition

Forrester’s CMO offers an inside look at its $245M SiriusDecisions acquisition

This week’s SiriusDecisions acquisition for $245 million by fellow research and adivsory firm Forrester will mean many more line-of-business executives learn about “the Sirius Way,” according to its CMO. Cambridge, Mass.-based Forrester announced its SiriusDecisions acquisition on Tuesday, citing opportunities to expand further into vertical markets such as finance and utilities, as well as geographies […]

Mark Opauszky

PathFactory CEO Mark Opauszky predicts two big trends influencing customer adoption as a growth metric

PathFactory’s CEO is betting the future of growth in B2B will come from adding more value through post-sale data and taking a more granular approach to customer advocacy programs. The Toronto-based company, which rebranded from its original LookBookHQ moniker earlier this year, recently landed on the Deloitte Canada Fast 50, a list of companies the […]

Zoho Zia customer support

Zoho brings Siri-like features to Zia tool as CRM Plus expands to serve customer support teams

Zoho on Thursday expanded its CRM Plus collection of software applications to include tools for customer service teams such as Zia, an intelligent assistant that uses voice recognition features much like Apple’s Siri to address critical questions or complaints. Although Zia (which stands for “Zoho intelligent assistant”) has been available to CRM Plus customers for […]

Affinity Alliances CRM LinkedIn

Affinity offers AI-based Alliances tool to scan e-mail and calendar data for top sales referrals

Customer relationship management provider Affinity is using artificial intelligence technology to sift through employees’ e-mail and calendar data in hopes of easing the search for “warm” introductions to prospects and customers. San Francisco-based Affinity described Alliances, which was released on Monday, as a tool that will create a “relationship graph” to help those in sales […]

Microsoft chief data scientist Ozge Yeloglu

Microsoft’s chief data scientist on ethics, bias and other enterprise AI considerations

As Microsoft’s chief data scientist, Ozge Yeloglu’s job is not to develop specific products but simply help further customer success with tools like artificial intelligence. There are some occasions, however, when she just has to say no. Speaking at last week’s Elevate Tech Fest in Toronto, Yeloglu — who works for the software giant’s Canadian […]

Not Impossible Labs SAS Analytics X

How Not Impossible Labs is financing a ‘revolution against the absurd’ by pairing technology with storytelling

A pair of smart glasses using duct tape and zip wires that allowed an artist with Lou Gehrig’s disease to draw again. An artificial arm made via 3D printing that brought mobility back to bombing victims in Sudan. A vibrating wristbrand that may be able to stop those with Parkinson’s from trembling. If you have […]

Adobe Stoke Pulse

How Adobe’s social team tied ‘Hack The Bracket’ to sales wins with Stoke Pulse

Adobe says it has been able to tie the results of enterprise social media activity like its recent ‘Hack The Bracket’ campaign directly to revenue for the first time thanks to a system designed by content marketing agency, Stoke. Speaking at Content Marketing World in Cleveland last week, Adobe’s head of social media for its […]

vic pascucci Lightbank

A VC asks the uncomfortable blockchain questions that break through the hype

There are startups marketing themselves as blockchain innovators, and there are established enterprises trying to innovate with blockchain. Vic Pascucci has a stock response to most of them: “Just use an f***n VPN.” The managing director of venture capital firm Lightbank was positioned as the resident contrarian at the recent Voice of Blockchain conference in […]

LinkedIn Sales Navigator Deals feature

LinkedIn tries to solve one of the oldest CRM challenges by adding Deals feature to Sales Navigator

LinkedIn says the addition of a Deals feature to its Sales Navigator tool will pull pipeline data directly from customer relationship management systems and make it easier to find additional contacts before a potential purchase decision goes awry. The Deals feature was one of several additions to Sales Navigator LinkedIn announced in a blog post […]

Is your B2B business at risk of disruption? Here’s a four-point checklist

The rise of today’s fastest-growing global brands would have seemed improbable, perhaps even impossible, to anyone following the Fortune 500 just 15 years ago. Virtually overnight, Facebook and Amazon invaded and conquered established industries with a small fraction of the resources once deemed essential for survival. What’s the secret to their success? The answer lies […]

SAP C/4HANA

SAP launches C/4HANA at CRM users taking a ‘Me2B’ approach to sales

SAP on Tuesday used its annual Sapphire Now user conference to announce a customer experience software suite dubbed C/4HANA that will include a what it called a “fourth generation” customer relationship management tool, along with the acquisition of a field service software firm called Coresystems. C/4HANA will include SAP’s Sales, Marketing, Commerce and Service Clouds, […]

Showpad

Showpad promises to accelerate account-based selling through personalized ‘Shared Spaces’

Showpad may have started as a way to arm sales people at conferences and events, but its latest tools are designed to extend their reach with branded microsites for specific customers and prospects. With a North American head office in Chicago, Showpad is based on the idea of salespeople using something other than a slide […]

PathFactory LookBookHQ

LookBookHQ rebrands as PathFactory as it launches an AI-based content insight and activation engine

LookBookHQ on Tuesday launched an application to help B2B marketers get more insight to improve their content marketing efforts called PathFactory Engine, the first word of which will also serve as the firm’s new name as part of a rebranding effort. The company will be showcasing PathFactory Engine and speaking at the Sirius Decisions Summit […]

Zoho

Zoho plans mass-marketing campaign to promote its integrated suite to business professionals

Zoho is getting ready to release TV ads in the U.S. and Canada as part of a broader marketing effort to boost adoption of its Amazon Prime-style approach to licensing a variety of business applications. Besides the TV spots, Zoho has been holding a series of events for customers and prospects that tout the integrated […]