Business To Business

One-to-one marketing requires data commitment

Carol Krol August 17, 2009

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

Chantal Todé August 10, 2009

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?

Carol Krol July 20, 2009

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

Lauren Bell July 14, 2009

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

Lauren Bell July 14, 2009

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

Carol Krol July 09, 2009

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

Chantal Todé July 09, 2009

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

Michael Gale, CEO, Strategic Oxygen July 01, 2009

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

Lauren Bell June 22, 2009

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

Lynne Miller June 18, 2009

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

Lauren Bell June 11, 2009

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.
 

Turbocharge your b-to-b lead gen programs

June 10, 2009

Today's marketers are being asked to do more with less. In the b-to-b space, it can become a daunting task to get your message in front of the right person inside an organization. This webinar will provide you with strategies on how to make the most of your lead generation programs and increase campaign effectiveness by identifying the right leads and working with sales for a more-meaningful, cohesive follow-up.
 

New magazine targets frozen and dairy grocery industry

Lauren Bell June 09, 2009

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

Cara Wood June 01, 2009

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.
 

BPA names new chair, adds to board

Lauren Bell June 01, 2009

BPA Worldwide has named Gaye Sussman its chairman for 2009-2010 and elected five new members to its board of directors. BPA president and CEO Glenn Hansen will report to Sussman, and she will oversee board meetings and sit on the executive committee of BPA.
 

Act prompty on leads for better conversions

Sergio Alvarez, COO and founder, Ai Media Group May 29, 2009

There has been a longstanding debate over whether to immediately act on leads or to nurture them before handing them off to sales. While it is understandable, there are, in practical terms, very few advantages to waiting before acting on a lead — especially in a down economy. I would like to share three quick reasons why calling leads immediately will better serve your company.
 

Borrell study predicts 39% drop in direct mail spend by 2013

Lynne Miller May 28, 2009

Advertising revenue from direct mail is expected to plunge 39%, from $49.7 billion in annual spending in 2008 to $29.8 billion, by the end of 2013, according to a new forecast from Borrell Associates. If the forecast turns out to be right, direct mail would fall from the No. 1 position for ad revenue to No. 4, behind the Internet, broadcast TV and newspapers, the report added.
 

MeritDirect offers online shopping

Lauren Bell May 28, 2009

MeritDirect has launched a new Web site that allows users to place orders, run counts and view data cards through an e-commerce platform. The redesigned site connects users to multiple divisions of the MeritDirect business, including list brokerage and customer acquisition and list management and also offers resources such as whitepapers.
 

Increase online revenues with b-to-b co-registration

Christina Bashark May 20, 2009

In the current digital marketplace, publishers and other marketers are looking for new ways to generate additional revenues from their existing Web sites and traffic. One largely untapped revenue stream for companies that capture visitor information on their Web sites is to participate in a business-to-business co-registration network. Co-registration refers to the practice of making multiple offers on a single transaction or landing page. This is a great way or affiliates to build a new prospecting database and target buyers when they are still in purchase frame of mind.
 

Haggin Marketing

May 18, 2009

Founded in 2001, Haggin Marketing sees the consumer relationship as the cornerstone of a successful brand. Because the agency is independent and not part of a holding company, it sees itself as able to better collaborate, be more integrated and be more organized than others in the space. Personalization and a one-to-one focus are key for Haggin. Click headline above to view Haggin's full profile, complete with capabilities and company history.
 

Rapp

May 18, 2009

Formerly known as Rapp Collins, last year Rapp dropped the Collins, as the agency evolved its brand from a direct marketing agency to a direct and digital marketing agency. Known for decades for its attention to CRM and data analytics as well as its media planning, Rapp has found the digital revolution to suit its business well. Rooted in direct marketing principles, the agency is taking its strengths in measurement and applying them to the digital world, making it one of the top direct agencies. Click headline above to view Rapp's full profile, complete with capabilities and company history.
 

Tribal DDB

May 18, 2009

Since its founding in 2000, Tribal DDB has grown from a group of 18 independent b-to-b businesses into a top global interactive agency. Though its broad focus is creative digital marketing, Tribal DDB offers specialized services in nine "Centers of Excellence" that include Health, Mobile, eCommerce and Gaming. Click headline above to view Tribal's full profile, complete with capabilities and company history.
 

Edith Roman wins Hearst Business Media Physician's database

Lauren Bell May 12, 2009

Edith Roman has won list management responsibilities for the Hearst Business Media Physician's Postal and E-mail Database. The list, which includes 775,785 postal addresses and 863,000 e-mail addresses, is new to the market.
 

National Law Journal relaunches with deeper DC coverage

Lauren Bell May 04, 2009

Incisive Media has combined two of its legal titles — National Law Journal and Legal Times — and relaunched them as a new, redesigned National Law Journal and Law.com Web site. The National Law Journal serves a select subscriber base of corporate and litigation lawyers across the US. With the addition of about 5,000 Washington, DC-based Legal Times readers to its subscriber list, The National Law Journal now serves 17,000 print subscribers weekly.
 

The keys to a successful outsourcing relationship

, Rick Jones, president and CEO, DJG Marketing LLC May 04, 2009

As the publishing industry confronts significant challenges, many companies are looking to take cost out of their businesses. Many look to outsource key functions, such as IT, HR, fulfillment, production, research and marketing or consumer marketing. As we have worked in this space for nearly two decades, I am often asked what the keys are to making outsourcing successful. While there is no one-size-fits-all solution, there are some things we think are very important.
 

For integration, agencies should come together, right now

Chantal Todé May 04, 2009

Merkle CEO Williams is full of ideas for firms that want to integrate their marketing.
 

Pharma start-up chooses Veeva Systems CRM

Lauren Bell May 01, 2009

Avidas Pharmaceuticals LLC, a start-up company focusing on pharma products for dermatology, women's health and endocrinology, has tapped Veeva Systems as its CRM provider.
 

VistaPrint teams up with FedEx office, launches e-mail services

Chantal Todé May 01, 2009

VistaPrint Limited and FedEx Office (formerly FedEx Kinko's) have teamed up in a multi-year strategic alliance that has VistaPrint providing business stationery and marketing materials for FedEx Office's customers. In addition, FedEx will be a primary express carrier for VistaPrint's orders coming from its production facility in Windsor, Ontario, to locations in North America.
 

Statlistics wins management of multi-title list

Lauren Bell May 01, 2009

Statlistics has won exclusive list management duties for Access Intelligence (AI), the publisher of multiple b-to-b magazines and Web sites, effective May 1. AI's global master file is around 910,697 names. AI's publications include Aviation Maintenance, Avionics, Chemical Week, Communications Technology, Film & Video Magazine, Studio Monthly and Via Satellite.
 

Pivotal CRM improves mobile functions

Lauren Bell April 30, 2009

CDC Software, a CRM provider, has started using Vaultus mobiScaler in order to better serve users of its mobile CRM product. MobiScaler encompasses three services: MobiServer, which automates applications and security; MobiClient handset software; and MobiMonitor, a Web-based dashboard for monitoring the system. All three functions will be applied to CDC's Pivotal CRM system.
 

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