Database/CRM

Why Everyone Hates Telemarketing, But Shouldn't

Why Everyone Hates Telemarketing, But Shouldn't

Think of telemarketing as a long-term activity, built on a solid database marketing approach, and you'll reap its greatest rewards.

As print declines, publishers dive into data

As print declines, publishers dive into data

Amid declining print magazine sales, some publishing companies are turning to database and CRM solutions to drive subscriptions.

Constant Contact acquires digital storefront provider SinglePlatform

Constant Contact acquires digital storefront provider SinglePlatform

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Online marketing services company Constant Contact has acquired SinglePlatform, a digital storefront provider that helps small businesses get discovered through mobile and Web searches.

Five companies to watch in 2012

Five companies to watch in 2012

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Groupon, Netflix, Sears, Draftfcb and Infogroup baffled and impressed us in 2011.

Santa Claus goes multichannel, selects digital AOR

Santa Claus goes multichannel, selects digital AOR

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Santa Claus has always relied on traditional methods to deliver holiday cheer. But with the help of his new digital AOR, St. Nick learns that "digital is the new Rudolph."

Q&A: Diane Berry, SVP of Coveo

Q&A: Diane Berry, SVP of Coveo

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Diane Berry, SVP of Coveo, a customer intelligence company, discusses how brands can align customer service, sales and marketing and how best to drive customer loyalty.

SDL to acquire Alterian

SDL to acquire Alterian

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Translation software and web management firm SDL will acquire London-based CRM firm Alterian for more than $107 million, according to several news reports.

Gupta files countersuit, claims Infogroup execs have 'no brains'

Gupta files countersuit, claims Infogroup execs have 'no brains'

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List company Database101.com filed a countersuit against data giant Infogroup alleging it used unethical business practices to sabotage the 14-month-old company. The countersuit is in response to a September lawsuit filed by Infogroup, accusing Database101.com founder Vinod Gupta of stealing confidential Infogroup information and using it to develop Database101.com's client base. Gupta also founded Infogroup.

Alterian to shutter Chicago office

Alterian to shutter Chicago office

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Alterian will close its Chicago office as part of a restructuring plan that began in September, said Adrian Duffield, partner at College Hill, Alterian's financial PR agency. Alterian employees were notified on Nov. 6 that the shuttering process would begin immediately, he said.

Salesforce.com promotes insider to COO

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George Hu was promoted to COO of CRM company Salesforce.com effective Nov. 7, the company said in a statement. Hu previously served as EVP of platform, marketing and operations and will continue to report to chairman and CEO Marc Benioff in the newly-created role.

Q&A: Rod Ford, president and CEO, CognitiveData

Q&A: Rod Ford, president and CEO, CognitiveData

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Rod Ford, president and CEO of Merkle subsidiary CognitiveData, a marketing services company, explains why digital will never be a standalone media and why marketing cadence is just as important as segmentation.

Oracle to acquire RightNow for $1.5 billion

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Database company Oracle announced it has agreed to acquire CRM company RightNow Technologies, for $1.5 billion, both companies said in a statement. The transaction is expected to close by late 2011 or early 2012.

Oracle agrees to acquire Endeca

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Database company Oracle entered into an agreement on Oct. 18 to acquire data management and Web commerce company Endeca Technologies.

Salesforce.com acquires Assistly, but stock falls after insider trading report

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Salesforce.com on Sept. 21 acquired the cloud services customer service company Assistly, to expand the reach of its cloud computing platform. Its stock price dipped after reports of alleged insider trading by its CFO.

Salesforce.com posts record revenue, small loss

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Salesforce.com reported $546 million in revenue in the second quarter of fiscal 2012, a 38% year-over-year increase. However, the company saw a slight net loss of $4.3 million during the period.

Infogroup names Das SVP of database technology

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Infogroup has named Purandar Das chief architect and SVP of database technology, a newly-created position, Direct Marketing News has learned. Das will be responsible for developing and implementing Infogroup's database innovation strategy.

B-to-b response data compares favorably to compiled data

B-to-b response data compares favorably to compiled data

The data available in response databases is generally quite similar in accuracy and completeness to compiled data.

Acxiom names Howe CEO; revenue up

Acxiom names Howe CEO; revenue up

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Marketing services company Acxiom Corp. named Scott Howe CEO and president on July 27, prior to its fiscal first quarter 2012 earnings call. The Little Rock, Ark.-based company reported a 6.9% year-over-year revenue increase to $288.9 million in the period.

Alterian turns to Davies to lead company

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Marketing technology services provider Alterian has hired Heath Davies as CEO and Phil Cartmell as non-executive chairman. Both will begin work at the UK-based company September 5. Davies will replace David Eldridge, who resigned in April when the company warned investors that revenue would fall 10% below market expectations for the fiscal year ending March 31.

Infogroup sells research unit to private equity firm

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Database company Infogroup sold its research branch, Opinion Research Company International (ORC), to Chicago-based private equity firm Lake Capital Management. Infogroup president and CEO Clare Hart said July 7 that the sale will allow Infogroup to concentrate on consumer data, list management and brokerage, multichannel marketing and sales enablement.

Tap into your knowledge assets: Five steps to insight-driven marketing

Tap into your knowledge assets: Five steps to insight-driven marketing

Building customer insights into every interaction, and listening to the response, is at the core of smart multichannel marketing.

Infogroup begins round of layoffs, more cutbacks possible

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Database services company Infogroup began a round of layoffs today across functions and across US offices, Infogroup CEO Clare Hart told Direct Marketing News on June 30.

Q&A: Clare Hart, Infogroup CEO

Q&A: Clare Hart, Infogroup CEO

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Clare Hart, CEO of Omaha, Neb.-based Infogroup, a data services provider, discusses the company's on-going rebranding initiative and whether the 2010 resignation of founder and former CEO Vinod Gupta still affects the business. Hart previously served as president of the enterprise media group at Dow Jones & Co. and president and CEO of business information company Factiva.

JoS. A. Bank increases catalog sales using database segmentation: DMA All For One

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JoS. A. Bank Clothiers generated a 19.5% increase in catalog response and 16.7% growth in catalog sales by using its customer database to better segment offers, said John Lewis, strategic services director of database marketing at the retailer on June 21.

Database modeling helps AAA Western New York increase membership

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When Julianne Hanes Jordan was brought on as director of marketing at AAA Western New York, she was discouraged by the results of the company's direct mail campaigns. AAA was conducting member acquisition mailings that she felt were not acquiring enough members - not to mention that the members who did join were churning after the first year.

Mardevdm2 repositioning highlights new capabilities

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Mardevdm2 is conducting a b-to-b campaign to promote its transition from a traditional list services company to a service provider offering a wider range of services. The firm, a subsidiary of Reed Business Information, enlisted the help of Branddeli, a UK-based ad agency, to emphasize the services the company had added in recent months.

Switch in list strategy reduces Eloqua's bouncebacks, improves response

Switch in list strategy reduces Eloqua's bouncebacks, improves response

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It's rare that a b-to-b company sees fewer email bouncebacks and higher conversion rates without implementing a new product and/or service provider. But that's exactly what happened when Eloqua, a Vienna, VA.-based revenue performance management technology provider, decided to supplement its old marketing models with a newer, more original technique.

Salesforce.com revenue, marketing expenses, up in fiscal Q1

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Salesforce.com reported $504.3 million in revenue in the first quarter of fiscal 2012, a 34% year-over-year increase. The company saw $254 million in sales and marketing expenses in the period, a 46% increase compared with fiscal Q1 2011.

ReachForce adds lead marketer, two other execs to management team

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ReachForce, a b-to-b data services company, has added Aprimo's former CMO to its executive team, and has hired leaders of product and partner development. Michael Emerson will join the Austin, Texas-based company as VP of marketing, effective immediately.

WPP Digital buys minority stake in nPario

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WPP Digital has bought a $5 million strategic minority stake in technology services provider nPario, the companies said May 17. The investment will help both companies develop services to help marketers improve audience insight and digital campaigns. NPario will integrate WPP's online and offline data into its platform.

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