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If you have come across the Software as a Service ( SaaS ), you may have heard of the term  Lead Velocity . This marketing metric is gaining a lot of traction with the  Lead Generation  &  Demand Generation  Organizations. Lead Velocity Rate: The lead velocity rate can be defined as the rate at which the  Qualified Leads  grow each succeeding month. In short, it means the number of potential customers you are currently working on to the customer conversion. According to  Jason Lemkin ,  Founder & CEO of  SaaStr , “Lead Velocity Rate is real-time, not lagging, and it clearly predicts your future revenues and growth. And it’s more important strategically than your revenue growth this month or this quarter. Hit your LVR goal every month… and you’re golden. And you’ll see the future of your business 12-18 months out, clear as can be.” How to measure Lead Velocity? It is calculated by subtracting the qualified leads of p...

Surveys are the underdogs in the lead generation process. They have always been looked at as a tool to gather feedback after the entire marketing or sales process has been executed. But no one really understood the importance of surveys, especially in  B2B  demand generation where the need of the customer is more important in comparison to selling a standardized product in the B2C market. Hence we have decided to discuss some details and tips on how one can use surveys, especially for B2B demand generation. The Role of Surveys in B2B  Demand Generation Using surveys to gather market intelligence: Most leads will only provide you a small quantum of information such as the name, email id and the company the person works in. But what about the information which actually matters the most? Such as the decision makers, what problems the company is facing which they want solved, what is the level of commitment in terms of looking out for a solution and when they are m...

What is Marketing Automation? Marketing Automation is software which seeks to achieve the goal of automation of marketing activities. Many marketers have to do repetitive tasks with respect to emails, social media and some other website-related activities. Marketing automation comes in handy in such situations and makes these tasks easier to handle. Generally, the marketing automation solutions are intelligently designed to nurture the leads until they have scored enough to be handed over to the sales team. Typically, the marketing automation solutions are intelligently designed to nurture the leads until they have scored enough to be handed over to the sales team. The scoring here is referred to lead scoring which is based on the implicit buying signals such as whitepaper downloads, page views, and participating in webinars etc. when the lead score reaches to a set limit; it is forwarded to the sales team for the closure. What is the difference between Email Marketing & Ma...

B2B (business-to-business)  marketing is the marketing of products and services to businesses for use in the manufacture of goods, for use in general business operations as well as for resale to other consumers, such as a wholesaler selling to a retailer. With the overall changing business environments and market trends, analyzing your marketing methods are often required to ensure you and your partners capitalize on new market opportunities making your business gradually a better one. Technology is rapidly changing, how B2B brands engage with their customers, and the ecosystem update according to the latest technology is crucial to get ahead of the business curve.  Customer Engagement  is so very essential in B2B marketing and its improvement within the organization is equally important. Listed below are five methods that are used to increase B2B customer engagement in business. Testimonials and brand promotion. Direct referrals and word-of-mouth are even more cr...

In the flow of business, the sales and marketing team is always hard at work in generating more leads and following up on them to close the sale. Yet, many fail to realize the importance of nurturing leads. For those who do not know  what is lead nurturing , it is the process in which a relationship needs to be developed with the potential buyers at every stage of the customer journey, throughout the funnel. This can be achieved through effective marketing and communications, such as addressing the received feedback and reverting it in the best possible manner. Key Ways To Nurture Leads & Customers To effectively be able to nurture the leads, one has to have a  lead nurturing strategy  in place. So here we have discussed some of the key ways to nurture leads that can help you strategize well. Understanding the lead journey: Generally, there are two types of leads that come up, sales leads and marketing leads. Sales follow up their leads, and marketing forwards...

As new technologies surface through innovations and inventions, it affects our daily way of life. This includes on the personal end as well as on the business end. As newer business technologies come up, processes have to be changed to incorporate the new changes and to ensure the business practices stay up to date. In such a scenario, the need of the hour is business process re-engineering, while many confuse it as business process management. So let’s have a look at what is business process re-engineering . What Is Business Process Reengineering? The process of changing the core functions of the business resulting in new processes and workflows is called business process reengineering (BPR). In BPR one does not just make changes to the existing practices to suit the needs of the modern business practices, but totally revamps the entire process from the ground up. It is a systematic process with business process re-engineering tools to be used to bring the new process in play. M...

What is Artificial Intelligence (AI)? And what is Artificial Intelligence aided marketing? Artificial Intelligence in simple words can be explained as “The machines having the capability of performing cognitive functions like learning and problem-solving.” Artificial intelligence has been there since long. But, it is taking off stupendously in the last few years. Artificial Intelligence is a disruptive form of technology which is changing not just the entire Technology Industry but even our day-to-day life. Artificial Intelligence is already changing the way the marketers implement their strategies. It can be defined as “ the method of leveraging customer data and AI concepts like machine learning to anticipate your customer’s next move and improve the customer journey.” With the evolution of big data analytics, the marketers have improved their Return on Investment (ROI) with no markedly extra efforts. The marketers get a clearer picture as to who is their target audience ...

What is Robotic Process Automation? A business process automation technology which is based on the notion of Artificial Intelligence (AI) or software robots is called  Robot process Automation technology . An application of technology monitored by business logic and structured input for automation of business processes is known as an RPA. With the aid of RPA, an organization can configure a robot to communicate with other smart systems, to manipulate data, and to trigger responses. The RPA tools can be used right from a simple response generation to an email to the deployment of hundreds of bots to automate jobs in a system. The Journey of RPA: Although the term ‘ RPA ’ was first coined in the early  2000s , it had been the work in progress even before then. The evolution RPA took place with the help of 3 key technologies namely  Artificial   Intelligence ,  Workflow Automation , and the  Screen Scraping . It is the  combination of thes...

Data has become the new currency in the business world. Earlier data would only mean operational data and various databases. The proof of this lies in the fact that if you Google the term database or data architecture, you will receive responses such as Hadoop, NoSQL, etc. But when you have data coming in from all sides of the ecosystem, it becomes that much tougher to manage all of the data, and hence the importance of a modern data architecture creeps up. What is Data Architecture? Data architecture is a system in place in which all the data policies are defined in terms of collecting, organizing and using of the data. The previous data architecture was capable of handling the data of the past but the new data types require a more sophisticated architecture, and hence the need for modern data architecture components. Today, data is available from multiple sources such as sensor data, social media, IoT, operational logs, etc. and they are not similar in nature, thus requiring a ...

GDPR is a regulation that makes businesses to secure the personal data and privacy of EU citizens for transactions that occur within EU member states and non-compliance could cost companies dearly.  New data regulations came into action on 25 May 2018 conditioning how businesses can manage their customer and prospective customers’ data. The majority of European businesses will be affected by the EU’s General Data Protection Regulation (GDPR), whether the UK remain part of the EU. The incoming General Data Protection Regulation (GDPR) launch is a trending topic at the moment. Being a massive change to data protection laws in years, including the deployment of substantial penalties for companies breaching the rules, i.e. the legislation is in such a way that if you get caught, you’re in a lot of problems. One of the significant problems with the GDPR is that many people don’t have a proper idea about what they require to do to assure that they’re in full compliance. That’s why we...

If you are an average internet user like I am, there is a good chance you must be experiencing a heavy influx of emails from different websites you use on a regular basis. And if not emails, then a pop-up on every website informing of changes in their privacy policy. Now you must be wondering somewhere at the back of your mind,  why is everyone updating privacy policy  all of a sudden? Well, there is a pretty good explanation to it. It is the European Union’s General Data Protection Regulation (a.k.a. GDPR). Why So Many Privacy Policy Updates? Now that is a very good question, the answer of which lies in the new GDPR policies enforced by the EU on websites serving the EU populace. According to the rules, every website which is catering to the EU’s population must have  GDPR compliant privacy policy  that states that no website is allowed to collect or use the data of EU residents without their prior permission. This has enabled the users to be in control of the...

Getting your software right means ensuring you are using the correct framework, and with the new entrant Reactjs, things have become interesting (actually quite confusing) as to which framework is the most optimum one to be selected. The result, an epic  Angularjs vs Reactjs  battle with a big question, which one should one learn in 2018? Today we shall go through all entities such as  Angularjs vs Reactjs performance , reliability, usability, etc. Difference Between Angularjs And Reactjs The popularity of JavaScript has soared recently since the launch of Angular 4 owing to its extension to the HTML vocabulary and a substantial support community. Angularjs is largely popular owing to its clear advantages in terms of user interface owing to the HTML extension and its ability to simplify the entire web development process. Secondly, Angularjs is flexible as it uses directives and filters. The directives enables functionality in HTML instead of DOM manipulation, where...

he officials in Brussels have insisted that the new data protection law GDPR does not apply to  European Commission  unlike to companies and governments. The Data Leak on EU’s Website It comes as a shocking revelation for us after an embarrassing leak of personal data of hundreds of EU citizens by the  European Commission (EU)  itself. In an embarrassing fiasco, the leak includes names, postal addresses, email details, and professions of almost  700 EU citizens . Along with this, in some cases, even postal codes and addresses of  British citizens  were revealed. It can be easily accessed online at European Commission’s official website  Europa.eu  in Excel spreadsheets uploaded in 2013. The Irony A data protection expert from a law firm based in London focussed on the  irony  of the European Union’s admission. He said that the breach has raised some serious questions about the  general level of compliance and wh...

Introduction The smart speaker is a relatively new tech product category in the boom. Even so, this industry is dominated by the two leading products in the market: Amazon Echo & Google Home. With a couple of years head-start, Echo has a more significant market share with better functionalities. But, Google is catching up fast with its unchallenged content and well-equipped platform. They are almost the same thing: a compact speaker with built-in Artificial Intelligent virtual assistants. Amazon Echo runs on  Alexa Platform , while Google Home runs on  Google Assistant. According to our research, Home is more likely to answer the randomly fired questions at it than Echo correctly, while Echo is a better option for retail search. Echo has a lower price, more customer base with Amazon Prime Subscribers while Home has an advantage with its accuracy. Price Earlier both Echo and Home used to cost the same. But now  Amazon Echo  is available for  $84 ...

Introduction As you know the current EDI (Electronic Data Interchange) system plays a vital role in the electronic transfer of business information. But here comes the next big thing Blockchain, referred to as the most important invention after the internet itself will be the Game changer will enable greater supply chain efficiency than ever before. What is Blockchain? The blockchain is a distributed database that holds records of digital data or events in a way that makes them tamper-resistant. The transactions are stored in an organized way known as blocks, while the following transactions are stored in a new block every time. The arrangement of several blocks in a logical sequence of transaction piles up to make a chain where every transaction has its own timestamp which is secured by a cryptologic process. To sum it up blockchain is a record-keeping mechanism Effect of Blockchain on Logistics Industry:- Blockchain will enable you to track all transactions more securely an...

A sales manager is the one who manages the coordination among sales operations and implements sales techniques that make a business grow consistently with improved sales targets. Therefore, effective sales management along with appropriate sales techniques is essential for a Business to flourish. Sales are said to be in charge of developing new business opportunities and bringing in new revenue to the business. In the earlier days of marketing, sales were way more different than today. Though it gradually changed with the advancement of time and technologies yet, there is a vast gap when the sales techniques are compared then and now: Continuous Website Development  – Businesses had “set it and forget it” type of website, i.e., there was no serious concern for their respective sites, the feedbacks, and activities on the site which lead to no new addition of customers to the sales pipeline and gradually concluded to a sales loss. Lead Generation  – Leads generation was e...