Lead Generation Events
Event Date Location

Game Marketing Summit

04/23/2014 San Francisco CA

Digiday Programmatic Summit

05/14/2014 - 05/16/2014 New Orleans LA

Internet Week New York

05/19/2014 - 05/25/2014 New York NY


Tech Marketing Guide to B2B

News, video, events, blogs about Social Media Marketing for high tech business-to-business from IDG Knowledge Hub.

Tech Marketing Guide to B2B

News, video, events, ideas and blogs about Digital Media Marketing for high tech business-to-business from IDG Knowledge Hub.

Tech Marketing Guide to B2B

News, video, events, ideas and blogs about Advertising and Marketing for high tech business-to-business from IDG Knowledge Hub.

Tech Marketing Guide to B2B

News, video, events, blogs about Mobile Marketing for high tech business-to-business from IDG Knowledge Hub.

Tech Marketer's Guide to B2B

News, video, events, blogs about Technology Business and Marketing for high tech business-to-business from IDG Knowledge Hub.

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Latin America: Leaning on Mobile Tech in 2014

IDG Connect 0811 Latin America: Leaning on Mobile Tech in 2014

Mobile technology and communications appear to offer some bright prospects for Latin America in 2014, helping the region to accelerate its business infrastructure capacity as well as serving to improve education, healthcare and other services.

Unsurprisingly for what is perhaps the world’s most geographically and socially diverse region, the modern picture is mixed. In 2009 for example, Latin American countries were some of the lowest-ranked performers in the OECD’s Programme for International Student Assessment (PISA), a survey of learning systems all over the world. The effect on output, argued Stanford University senior fellow Eric Hanushek, was that Latin America was bumping along the bottom of the economic growth rankings along with Sub-Saharan Africa.

But Latin America is already a growing market that is attracting more attention from the traditional giants and others.

“Increased activity in the Latin American market has continued throughout 2013,” says analyst Jeff Paschke of analyst firm 451Research. “Technology providers such as IBM and Uruguayan Antel will continue to expand their datacentre footprints in the region to address a clear supply/demand imbalance.”

One fast track to improvement will be mobile. In November 2013, mobile industry trade body the GSMA revealed that 3.7% of Latin America’s GDP is generated through mobile technology, contributing $211bn to the region’s economy.

The problem is that mobile telcos are facing 2014 with a disincentive to invest. The voice services market is near saturation in some Latin American countries, limiting the scope for market growth, according to analysts. One of the steady sources of income for Latin American operators, the termination charges made for carrying calls from other networks, was recently stifled. When regulators recently slashed mobile termination rates, they took away up to a quarter of the revenue of some telcos, limiting the amount of money they have to invest in growth.

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Business India 2014: A Bright Future?

IDG Connect 0811 Business India 2014: A Bright Future?

“A lot of people work night shifts in Bangalore;
IT people, BPO people or call centre people returning home at 2am or 3am,” Brinda S Narayan, author of Bangalore Calling, a novel about an Indian call centre, told IDG Connect in Autumn 2013. This will come as little surprise to anyone who is familiar with the waves of Indian outsourcing which have gone on over the last decade. But what did surprise Narayan, who grew up in Bangalore herself, was the sheer volume

of parents who felt they had to wait up for their grown up kids to come home.

“A large number of mothers and fathers [I spoke to whilst I was researching my book] said, ‘Oh I have to get up at 3am and I have to open the door

for [my son or daughter], heat up dinner, keep them company and chat with them.’ So I said, ‘why don’t you just give them a key?’ And they were really appalled that I was asking them that question.”

India is clearly at a cross roads, yet despite negativity from outside the country, there is remarkable positivity on the ground. Over the last few months IDG Connect has been speaking to thought leaders from a variety of companies
in order to build a picture of the business landscape. In the course of these conversations a remarkably consistent view has emerged of an India, which whilst not without problems, appears to have a lot of hope for the future.

Download the full report here

Screen Shot 2014 01 15 at 9.41.33 AM Business India 2014: A Bright Future?


Research: How to Drive Engagement Through Social Media 2014

IDG Connect 0811 Research: How to Drive Engagement Through Social Media 2014

In January 2006 Twitter didn’t exist, blogging was mocked, and Facebook was for students. Over the following five years social media took off, but still many people questioned the importance of social networks in the B2B space. Now in 2014, its usefulness has been proven over and over again and it continues to gain momentum. In fact, as content marketing gradually grows in importance, social media is playing an even more significant role.


New research conducted in November 2013 by IDG Connect shows that 86% of B2B Information Technology (IT) buyers are currently using
social media networks in their purchase decision process. Social media is not only important for companies, but it is now a necessary investment and crucial element of any go-to-market strategies. And findings suggest this is only set to increase over the next couple of years.

  • 86% of IT buyers are using social media networks and content in their purchase decision process
  • Social media is used most often in the general education stage of the buying cycle
  • 89% of IT buyers prefer educational content to promotional content in their favored social media channels
  • 62% of IT buyers are most interested in seeing e-seminars (virtual events) from social channels
  • Product/Service reviews are the content types that IT buyers prefer to see links from via social channels
  • In two years, social, peer-generated content will have greater weight versus editorial and vendor content in making IT investment decisions

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Screen Shot 2014 01 13 at 4.39.11 PM Research: How to Drive Engagement Through Social Media 2014

Marketing: Highlights 2013

IDG Connect 0811 Marketing: Highlights 2013


In our quest to deliver marketing insights from around the world, IDG Connect Marketers regularly publishes information on the latest trends, interviews with CMOs, regional viewpoints, along with opinion from our in-house analyst, Bob Johnson.

This has gained us two IMA ‘Outstanding Achievements’ in 2013 and an Honourable Mention at this year’s Content Marketing Awards.

Here are some highlights…

Leading Prospects from Content to Sales

IDGE Leading Prospects from Content to Sales

Are you looking to create an impactful content marketing strategy that results in high levels of engagement? This white paper explores the evolving role of content in marketing strategies and the IT purchase process — and how making the right moves directly impacts success.

This white paper will provide insight into:

  • The role content consumption plays in the purchase process for major technology products and services.
  • Creating distinctive and high impact content marketing campaigns that create high levels of engagement with IT decision-makers, driving awareness, trust, and, most importantly, sales.

And more…!

Download Whitepaper

WP COVER Page 1 294x380 Leading Prospects from Content to Sales

Who’s Heard of Green IT?

IDG Connect 0811 Whos Heard of Green IT?

The Cloud may invoke images of effervescence that leaves no trace, but in reality the Cloud means just another data center, along with the accompanying Carbon Footprint. The issue of being Green has never been higher on the agenda, but how do professionals feel about Green IT, and how does this vary either side of the Atlantic? This paper compares the enthusiasm for Green IT between the US and Europe.

A recent report, The Cloud Begins With Coal, calculated that the ICT ecosystem now approaches 10% of world electricity generation. “The zettabyte era already uses about 50% more energy than global aviation.” While in recent years, we’ve seen Greenpeace release the “How Clean Is Your Cloud?” & “How Dirty Is Your Data?” reports, along with a feature-length article in the New York Times entitled “Power, Pollution and the Internet”, which includes the startling quote, “A single data center can take more power than a medium-size town.”

Whether for or against, Green IT has gradually become a major topic within IT in recent years. But has a once passionate and polarised audience become apathetic after years of intense media attention? How does feeling on the subject vary either side of the Atlantic, and do those within IT feel enough is being done to promote the subject? To gauge the levels of enthusiasm and apathy towards Green IT, we surveyed 149 business & IT professionals from Europe and the US and compared the results. Interestingly, the number of US participants proved far lower than European, due to far less enthusiasm for partaking in the survey.

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Lead Gen Said Top Objective – and Challenge – for B2B Digital Marketing Programs

Marketing Charts

Lead generation ranks as the top objective for B2B companies’ digital marketing programs, according to a study released today by Webmarketing123. Presented with a list of 6 objectives, a leading 41% of B2B respondents chose lead generation as their top goal, while 27% pointed to sales and revenue generation and 17% to brand and product awareness. Not surprisingly, generating enough leads counted as the leading digital marketing challenge, for 21% of respondents, closely followed by producing enough quality content (20%) and converting leads to customers (19%).

The study notes that compared to last year, more B2B marketers cited revenue generation as a top objective, while fewer identified lead generation. That suggests that their digital marketing objectives are starting to more closely resemble those of their B2C counterparts.

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SMBs Lean on Content for Lead Gen


White papers, webinars are leading SMB content pieces used for lead gen

Small and medium-sized businesses (SMBs) are always on the hunt for new leads, and increasingly, content marketing is how they are finding those prospective customers. According to a May 2013 survey from Business.com, three-quarters of US SMBs actively worked on lead generation tactics, with a variety of different types of content used for this purpose.

As to which content marketing tactics respondents from SMB companies deemed most effective, nearly all content approaches received fairly high marks. Among the most valuable types of lead gen-oriented content marketing were white papers, webinars and case studies. More than 60% cited both white papers and webinars as at least somewhat valuable, with white papers especially likely to be considered extremely valuable. Videos were seen as the least valuable type of content marketing tactic. However, a still considerable 56.4% of respondents thought it was at least reasonably valuable.

163653 SMBs Lean on Content for Lead Gen

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B2B Lead Gen: Why You Need Partners and Multiple Channels

B2B Marketing

There’s been considerable debate in recent weeks about the use of partners, including telemarketing firms, in the B2B lead-generation business. TechTarget, one major B2B lead-gen provider, took an aggressive stance against the practice.

I’d like to explain why I disagree. Let’s start by considering the various forms of communication that are prevalent today. You engage in a “conversation” via email. You ask two simple questions of the person you’re corresponding with, and you get one answer. So you have to go back and ask the second question again.

Now, think of the challenge of relying exclusively on the accuracy of personal data that an individual enters into an online registration form. Are they really giving you their specific job title or their precise budget authority?

Compare that scenario with a live telephone conversation between two people in a business context. Yes, many people at work don’t answer their phones and many actively screen calls to avoid unwanted calls. But on the other hand, we maintain that in a B2B context, telephone contact lends itself to the delivery of branded marketing messages, whilst accurately verifying business data that is typically the key goal of a B2B telemarketing call.

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BtoB study finds lead-generation practices catching on


Marketers are well along in their adoption of lead-generation practices, according to a new study by BtoB. Seventy-one percent of respondents said they are at least moderate participants in some form of lead generation, while 47% are “very” or “fully” involved.

However, the study, “2013 Lead Generation: Optimum Techniques for Managing Lead Generation Campaigns,” also found that not all lead-gen practices are working as smoothly as they could be. Fifty-five percent of b2b marketers responding said the effectiveness of their lead-gen efforts was just average. And the means by which marketers gauge success remains relatively unsophisticated—76% of marketers said their prime definition of a lead is a prospect request to be contacted.

This indication of serious interest was much more appreciated as a hot lead than a request for a white paper (43%), attendance at a webinar (35%) or visits to a company’s website (30%), according to BtoB’s study, which was based on an online poll conducted in June and July of 282 b2b marketing professionals. Overall, marketers placed the least value on being followed or “liked” on social media.

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