Business To Business

Who's afraid of big, bad data?

Who's afraid of big, bad data?

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Big Data—it's here to stay and it's getting bigger every second. Might as well embrace it.

The reimaging of Xerox's brand

The reimaging of Xerox's brand

As CMO of Xerox, Christa Carone's main challenge is getting the public to recognize the company's vast role as a services provider in the B2B space.

B-to-b on the go

B-to-b on the go

With each individual able to carry their business around with them on a tablet or phone, b-to-b marketing has sought a number of ways to reach on-the-go executives.

Delivered: B-to-b direct mailers

Delivered: B-to-b direct mailers

What's in our mailbox this month: B-to-b direct mailers

B-to-b brands reshape online checkout

B-to-b brands reshape online checkout

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Several b-to-b merchants are taking their cue from consumer-oriented e-commerce sites to provide business customers with a friendlier, streamlined online buying experience.

Direct mail leaves a lasting impression with consumers

Direct mail leaves a lasting impression with consumers

Real-time marketing is the latest buzz word in the direct marketing industry. The term defines consumer expectations of marketing and response immediacy.

Staples revamps b-to-b e-commerce site, reports net sales increase

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Staples, Inc. launched a new e-commerce site for its b-to-b division, Staples Advantage, said Laura Brooks, VP of b-to-b e-commerce at Staples. The new site is designed to feature faster and easier search navigation, alternative product recommendations and enhanced site customization, among other changes.

Borenstein Group acquires Q2 Marketing

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Digital agency The Borenstein Group has acquired Q2 Marketing, a digital and direct marketing shop. Borenstein Group will incorporate Q2 into its brand by the end of this week, said Gal Borenstein, CEO and founder of the agency.

Salesforce.com makes Chatter free, purchases two Super Bowl spots

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When CRM company Salesforce.com does something, it typically does it bigger than everybody else. For example: after industry rival SAP got Al Gore to keynote its 2010 SapphireNow event, Salesforce.com got Mr. William Jefferson Clinton to keynote its 2010 DreamForce event.

Harte-Hanks expands IT database

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Direct marketing services provider Harte-Hanks announced this week that it has expanded its CI Technology Database to help business-to-business marketers segment and target US IT decision makers. The database now includes information about 4 million business locations.

The best engagement is cross-channel

The best engagement is cross-channel

As CEO of a fast-growing sales and marketing contact database, I scan TweetDeck and other social media business platforms each morning to find what exactly digital marketers are saying about us, our competition and the industry. It has become impossible to imagine running a business without this level of access and transparency.

Salesforce.com buys Jigsaw for $142M

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Salesforce.com acquired business data company Jigsaw on April 21, in a bid to compete in the data services arena. The $142 million deal is expected to close in the second quarter of fiscal year 2011, which begins on May 1 of that year.

New York Times takes on Journal in business-to-business campaign

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'The New York Times' launched a business-to-business campaign on March 15 to promote its reach among women, professionals and art enthusiasts in the New York market compared to the rival 'Wall Street Journal.'

RBI combines Mardev, DM2 marketing divisions

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Reed Business Information merged its international business-to-business marketing division, UK-based Mardev, with US counterpart DM2 on March 2. The combined division will operate under the name Mardev-DM2.

MeritDirect gets Neutron b-to-b list

Neutron Industries, a provider of cleaning products for businesses, awarded MeritDirect management of its mailing list on January 1. The previous manager was Direct Media.

Government credit hasn't dried up

Government credit hasn't dried up

Many business-to-business direct and multichannel companies are missing a huge opportunity to target government business.

Sports themes score for b-to-b

Sports themes score for b-to-b

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Business-to-business technology marketers have found that their audience of business decision makers responds well to entertaining messaging as a way to cut through the current economic malaise.

One-to-one marketing requires data commitment

One-to-one marketing requires data commitment

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Business-to-business marketer Janus Capital Group launched a Web site last month as part of a digital strategy to reach customers and prospects one-to-one.

Sinclair Oil, InfoPrint deal brings transpromo to b-to-b space

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In one of the first significant applications of transpromo techniques in the business-to-business arena, Sinclair Oil Corp. has chosen InfoPrint Solution Co.'s transpromo software to drive usage of a fuel and expense card for truckers. "This is significant to see relevant content being used in this way move into the b-to-b space," said Lee Gallagher, manager of direct marketing solutions at InfoPrint.

Problem Solver: How can b-to-b marketers stretch their marketing budget to generate leads in this economy?

Problem Solver: How can b-to-b marketers stretch their marketing budget to generate leads in this economy?

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With too few dollars in the ever-shrinking b-to-b marketing budget, marketers are hard-pressed to quickly generate qualified, sales-ready leads. M. H. (Mac) McIntosh, president and principal consultant of Mac McIntosh Inc., suggests eight tips for making the most of a minimal budget.

Harte-Hanks adds IT data to Demandbase platform

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Demandbase, a SaaS database marketing platform, has added Harte-Hanks' Market Intelligence Technology Database to its offering. Harte-Hanks' data, which includes IT professionals and business decision makers from about 600,000 companies, is collected and verified through telephone and Web-based interviews. Including 325,000 names from the Harte-Hanks data, Demandbase is adding 3 million new business contacts to its database.

Worldata bringing NetProspex database to market

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NetProspex, a user-generated directory of business contacts, has tapped Worldata as its list management company. Effective immediately, Worldata manages postal, e-mail and telemarketing lists for NetProspex. The lists are new to the market.

InfoGroup scoops up Experian's business database

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In a major move, two database industry competitors are now teaming up, DMNews has learned. InfoGroup has acquired Experian's National Business database and announced the deal to clients on July 7. The financial terms of the deal were not disclosed, but the partnership will involve Experian reselling InfoGroup's data.

Deluxe adds to customer base with acquisitions

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Deluxe Corporation, which provides customer loyalty and retention programs and other marketing services as well as promotional products and printed items to small businesses and financial institutions, has announced two acquisitions intended to expand its small business Web services customer base. Deluxe's Hostopia unit has signed a definitive agreement to purchase certain assets of Aplus.net and completed the purchase of search engine marketing firm MerchEngines. Deluxe will pay approximately $30 million for these companies.

How to target the wealthiest buyers

How to target the wealthiest buyers

While many financial institutions are struggling, one sector remains hot: wealth management. Targeting prospects with dollars to manage is critical to success and, at the same time, more difficult than ever because people are looking to new influencers and new sources of information to help them make investment decisions.

Inside search: Finding the C-suite

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CEOs and other high-ranking executives are some of the most active Internet search users at large companies, according to a study released last week by Google. The survey, done in conjunction with Forbes Insights, gathered responses from 354 executives at US companies with annual sales of more than $1 billion. Of the senior executives interviewed for the survey, 92% said that searching online was a valuable source of business information, and more than half said they preferred to do the searching themselves, rather than delegating the work to others.

Microsoft's click fraud suit applauded by Internet advertisers

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The impact of Microsoft's lawsuit against a trio suspected of carrying out a massive click fraud scam remains to be seen, but experts who follow online advertising welcomed the action and voiced hope that the case would deter people who routinely manipulate clicks on Web ads.

Financial industry group goes deeper into data

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The Bank Administration Institute (BAI), a research company serving the financial services industry, has tapped DataMentors for data processing services. DataMentors is providing BAI Research with its DMValiData and DataFuse software, which the firm will use to help create its diagnostics and reports for member banks.

New magazine targets frozen and dairy grocery industry

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Highlighting the continued strength of the grocery industry, a new magazine for buyers and sellers of frozen and dairy products will launch this summer. Frozen and Dairy Buyer, slated to debut in August, will target buyers of frozen and dairy foods at the supermarket HQ level and those involved with the sale of such products to consumers, as well as some manufacturers.

Echo awards judging features firsts in green marketing, award organization

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The first round of judging for the 2009 International Echo Awards, a body of awards from the Direct Marketing Association that celebrate creative, strategy and results across direct marketing media, began May 19. This is the first year Echos has had a vice chair from the client side. Another first this year is the Green Marketer Award.

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Founded in September 2009, Stirista is an integrated marketing agency that specializes in ...