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iMedia Breakthrough Summit: The Next Wave of Marketing

10/26/2014 - 10/28/2014 Stone Mountain Georgia

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12/07/2014 - 12/10/2014 TBA

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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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Tucon 2013: Is It Possible To Calculate The ROI Of Enterprise Social Networking?

IDG Connect

Speaking at Toucon 2013, Forrester & KPMG discuss ways around calculating the ROI of Enterprise Social Networking, and why instead you should focus on use cases.

“We’re accountants, we like numbers.” At KMPG, the bottom line is usually the most important. So what happens when they try to justify the value of something as intangible as the value of social collaboration to a bunch of accountants?

Speaking at Tucon 2013, Rob Koplowitz, Vice President, Principal Analyst at Forrester research was joined by Alex Chapel, Global Internal Social Collaboration Lead for KPMG to talk about the business value of Enterprise Social Networking (ESN) and how best to get people to understand what it can bring to a company.

Forrester has done some interesting research on the subject; according to Koplowitz’s research, it’s actually Baby Boomers, not Gen Y, that are driving demand for social collaboration. On an organizational level,  41% of the companies he talked to had implemented or were expanding their ESN system, 12% were planning on doing so in the next year, and another 12% in more than a year. However you cut it, ESN is hot news right now. But how to define where it adds value, pinpointing hard figures is still the hardest part of the puzzle.

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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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How To Measure ROI on your infographics

B2B Marketing

You need to decide how you are going to measure success, i.e. which metrics you will consider in order to judge the outcome of your campaign. Content marketing in all its forms is notoriously difficult to measure in terms of ROI; often coming down to a question of semantics. Examining and assessing ROI will differ dramatically from person to person, depending on the goals of the content development and the business culture you are working in.

In fact, your definition of ROI in the context of infographics will dramatically alter how you approach the measurement of business performance.

In most instances ROI is being defined as the gain from an investment minus the total cost. But when you’re unable to clearly measure business gains through a purely fiscal lens, this calculation becomes infinitely more difficult.

Approach to measurement
In order to judge the ROI of an infographic effectively, you need to decide how you are going to measure success, i.e. which metrics you will consider in order to judge the outcome of your campaign.

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Survey: 46% Of Marketers Have Content Marketing Strategy, Only 25% Track Social Media Results

Marketing Land

A new survey from content marketing provider Skyword found that nearly half of the respondents polled have a formal content marketing strategy, but only 25 percent are measuring the results of their social media content marketing efforts. Conducted by Unisphere Research, the survey included 217 participants from the readership base of CRM Magazine and EContent Magazine, reflecting a variety of industries and business sizes.

The survey covered a number of content marketing trends, focusing on how organizations produce and distribute content. According to the findings, the number one reason marketers are implementing content marketing initiatives is to engage customers and prospects, with 68 percent of respondents claiming it is their primary goal.

While 46 percent of the survey participants report their organizations have formal content marketing strategies, 37 percent claim they are working on developing content marketing programs.

For the organizations leveraging content marketing programs, 48 percent say their efforts are resulting in engagement with customers and prospects, and 41 percent are seeing an increase in brand awareness.

View charts and the rest of the article… 

Content Marketing 2013: What Can We Learn From Charles Dickens

IDG Connect 0811 Content Marketing 2013: What Can We Learn From Charles Dickens

The Content Marketing Report 2013 shows that 82% of organisations are planning on increasing their content production over the next 12 months, whilst Content Marketing is becoming one of the biggest buzz words today. But what does it all really mean for businesses and how can Charles Dickens help today’s marketers tap into an escalating demand?

Put simply, Content Marketing is the art of using really good information to promote brands, products and services. Yet beneath this neat wrapper it is not so simple…

Content Marketing is truly disruptive, flying in the face of conventional smash ‘n’ grab advertising and demanding different skillsets and longer term nurturing techniques to prove successful. And the challenge is growing, because as escalating volumes of content floods online, it is becoming ever more difficult to produce premium quality content that that stands out in a saturated space. Today, truly engaging an audience requires creative storytelling, journalistic fact checking, all coupled the promotional wiles employed by most marketers.

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Brands at ease on social ROI

NEW YORK: Major brands, such as Nissan and MasterCard, have been unable to correlate their social media activity with business outcomes but are continuing to invest in the channel.
“If brands are losing sleep at night wondering about ROI on their social investment, they’re investing too much in social,” Adam Broitman, MasterCard vice president of global digital marketing, told Digiday.

Broitman also likened social media to air: “We have no choice but to breathe it.”

His comments were echoed by Erich Marx, Nissan’s director of digital marketing, who said: “We don’t think about the ROI of social; we think about the cost of ignoring it.”

“I’m not dismissing ROI, because it’s always important, but we’re not about to cut back or dismiss social media because we can’t define it,” he added.

Can you find real online influencers?


Those of us who are active in social media are often invited to events because of the influence we’ve created among our communities. If you take away the free food, free drinks, and the potential of a fabulous swag bag, you might be left wondering: “Why am I here?”

The ability to identify influencers to align with a brand or a cause is not seen as an exact science; once influencers have been chosen, they are often not used to their maximum potential. Many companies rely on popular social influence scoring platforms as a means of identification, but renowned Canadian digital strategists Danny Brown and Sam Fiorella beg to differ.

As the authors of the recently released “Influence Marketing: How to Create, Manage, and Measure Brand Influencers in Social Media Marketing,” Brown and Fiorella present a new methodology for businesses seeking to close the gap between influence marketing strategies and measurable sales impact.

Well-researched and strategically chosen bloggers and active social media participants often act as ambassadors during the marketing communications life cycle of a brand.

Here are five ways companies can identify and make the most of influencers:


The Rise Of Social Media Analytics (And The Demand For Measurable ROI) [INFOGRAPHIC]

All Twitter

If you’re in the business of using social media for business then, like many, you’ll have faced a specific problem: how do you measure ROI? It’s proven to be a particularly difficult nut to crack, largely because the tried-and-tested methods of measuring return on investment that marketers and brands have used in the past (for example, sales and footfall) don’t necessarily apply well to social media channels such as Twitter and Facebook, which present a range of metrics that are somewhat unique to them, such as digital engagement, social proof and cross-channel impact (i.e., mobile). And as the demand to better understand and measure social media ROI has grown, so too has the need for bespoke social media analytics software, apps and tools.

This visual from Quintly looks at how the rise in the interest in social media analytics, which has quickly grown from a want to a need, can be measured over the past half-decade, on a platform-by-platform basis – Facebook, Twitter, YouTube, Google+ and Pinterest – and across countries, too.

Click here for the complete infographic

111 The Rise Of Social Media Analytics (And The Demand For Measurable ROI) [INFOGRAPHIC]



B2B Buyers Don’t Trust Vendors’ Online Content: CMO Council


Vendors certainly know the true value of what they are vending, but when they seek to convince business buyers of the value, the buyers become suspicious.

According to “Better Lead Yield in the Content Marketing Field,” a new study from the CMO Council and NetLine, business buyers belittle vendors and give much higher marks for content trustworthiness to professional organizations and industry groups, whose information is considered more usable and relevant.

“Buyers are not happy with vendors,” said Donovan Neale-May, executive director of the CMO Council, in an interview with CMO.com. “Their content [tends to be] overtechnical, product-centric, and self-serving”–and buyers sense this. Neale-May said B2B marketers annually invest $16.6 billion in digital content publishing, used primarily to produce leads.

The report surveyed more than 400 business buyers across a wide range of global industries and other disciplines. It found a critical need for marketing organizations to bring more discipline and strategic thinking to content specification, delivery, and analytics.

Continue reading….