True Influence® Identifies B2B Industry Intent Trends During COVID-19, Helping B2B Sales and Marketing Find Their Next Customer

True Influence | August 17, 2020

True Influence®, the technology leader of intent-based marketing, sales and demand generation solutions, announced that its helping B2B organizations get back to business by utilizing its True Influence Marketing Cloud™ to allow marketers to identify insights and trends in vertical markets, the individual buyers, and buying groups. Focusing intent monitoring on specific personas to identify individuals and buying group members that are in market allows marketers to watch the behavior of buyers that are in market and target them strategically. This is critical to businesses that are trying to build and maintain successful marketing and sales campaigns to endure during and after the COVID-19 pandemic.
“To successfully navigate through the crisis, it’s important to adapt and refocus your sales and marketing efforts based on what is happening to the target audience within your specific industry,” said Brian Giese, CEO of True Influence. “We are helping B2B companies to identify the intent signals that make it possible for them to focus their time and budget on relevant, timely communications with their customers and prospects, as well as identify industries that should not be targeted at this time.”

Spotlight

In a recent survey of more than 550 marketing and sales organizations, it was found that the vast majority (77%) practice sales enablement.In other words, everybody’s doing it. But is everybody doing it right? Not by a long shot. To find out how to truly enable sales in your organization, check out our latest research, The State of Sales Enablement: Eliminating Ambiguity.


Other News
CHANNEL PARTNERSHIPS

BlackBerry Hunting for EMEA Partners After Program Re-Launch

BlackBerry | August 05, 2022

BlackBerry is on the hunt for new EMEA partners. The recruitment drive follows the re-launch of its partner program in the region. Last year BlackBerry secured 92% of its EMEA sales through partners. Now it is looking to enlist new strategic partners and regional specialists to help customers prevent cyber breaches. Axel Conrad, head of EMEA channel at BlackBerry, said the company was “doubling down” on EMEA partners. Axel Conrad, head of EMEA channel at BlackBerry, said the company was “doubling down” on EMEA partners. “Our UK channel partner roster has grown by 40% over the last 12 months and we continue to welcome new additions. With new senior leadership hailing from channel organizations, partners will notice the determined focus on ‘enablement.’” Conrad said partners work side-by-side with BlackBerry sales teams. They can also access “a highly competitive rebate program at 12% independent of any discount.” Growing MSSP Business The BlackBerry 2022 Threat Report found SMBs at particular risk, experiencing 11-13 attacks every day. Amid the growing threat landscape, BlackBerry announced in June it had updated its partner program. This included new marketing incentives, a global hiring campaign to boost partner support and a revamped curriculum of training, tools and enablement resources. The updates also include ways to help managed security service providers (MSSPs) tap into demand from SMBs for 24x7x365 managed Extended Detection and Response (XDR) services. “This is a market that industry experts expect will grow globally from $22.45 billion in 2020 to $77.01 billion by 2030. We’re thinking differently on MSSP licensing models and making new, innovative offers available through BlackBerry channel partners,” said Conrad. This, he said, will help them “to stay competitive and secure customers.” Doubling Channel Team Headcount BlackBerry already secures over 500 million endpoints worldwide. Conrad said now it aims to “equip, educate and enable” its partners on BlackBerry’s Cylance endpoint cybersecurity suite. Earlier this year, BlackBerry relaunched its redesigned Partner Hub. It also opened the new Quantum Lab, where EMEA partners can bring prospects and customers into BlackBerry’s own cyberattack simulation suite. It has introduced a complimentary additional security layer to apply on top of existing solutions to partners. As well as preventing breaches and malware, this enables partners to upsell their base even if customers already have existing, non-BlackBerry solutions for Endpoint Protection Platform / Endpoint Detection and Response (EDR). BlackBerry has also committed to significantly increasing the size of its channel team. It aims to double employee headcount in roles such as partner management, customer success and channel enablement. This is “to ensure partners have the technical and sales support to compete and win in the crowded EDR/XDR market.”

Read More

MARTECH

Act-On Puts Marketers in the Driver’s Seat & Takes Aim at Legacy Goliaths

Act-On Software | June 27, 2022

Act-On Software, the only pure-play marketing automation platform, today announced an unparalleled focus on serving marketers who have been forgotten or abandoned by the biggest names in the marketing automation space. After a strong performance in 2021—characterized by a new funding round, an SMS product launch, and a new native integration with Zendesk Sell—Act-On is entering the second half of 2022, leaning into the company’s stance as a rebel in the marketplace. Whereas legacy marketing automation companies obsess over being the biggest and most well-known brands in the industry, Act-On uniquely “puts the marketer first so they can bring their biggest, boldest growth strategies to life.” Act-On has accelerated product innovation, removed platform complexity and solved pain points marketers face everyday, while the legacy platforms have failed marketers in these areas due to consolidation and mergers that changed focus and slowed innovation, resulting in complex systems that are hard to manage on a day-to-day basis, requiring expert users. Act-On provides marketers with a better value, excellent coaching and account management so they can get back to designing intelligent marketing programs and freeing up budgets for other activities, instead of feeling frustrated with clunky platforms, bloated price tags, poor account oversight and lackluster support from the competition. “The fact of the matter is that countless marketers have been completely abandoned by the marketing automation providers they thought would help them reach their goals,” said Casey Munck, VP of marketing at Act-On. “The fact of the matter is that countless marketers have been completely abandoned by the marketing automation providers they thought would help them reach their goals,” said Casey Munck, VP of marketing at Act-On. “But Act-On is laser-focused on the people behind the brands, and we’re here to fight for marketers and provide the attention to detail they won’t find anywhere else.” Indeed, Act-On has spent considerable time and resources building out and improving their capabilities to support their mission to focus on tools marketers actually need and use every day. The coming months will herald the release of many new product innovations, including: User experience enhancements to better serve marketers - Delighting marketers with a more efficient and modern platform is a top priority. We’re continuing to innovate the platform’s UX with enhancements to key functional areas, ranging from data management, reports, alerts and administrative configuration. Complete omnichannel messaging and orchestration - Beyond recent enhancements to our market-leading SMS capability, which is integrated into Act-On journeys and reporting, we’ve extended our e-mail capabilities to include event-triggered-emails from external systems. This includes both transactional (e.g. delivery receipts) and commercial (e.g. shopping cart abandonment) emails. Security enhancements and industry certifications to protect customer data - Protecting our customer’s data is an imperative for Act-On. We’ve invested in ISO27001 Certification (targeting Q2) and 3rd Party Annual ISO27001 Security Audits. Act-On is also aiming to gain HiTRUST (HIPPA) and TXRamp Certifications in 2022. Continued investment in integrations ensuring ecosystem support - Marketers require multiple integrations in their MarTech stacks, and Act-On is increasing our investment in integrations with companies like Zendesk, focusing on robust reporting insights between integrated systems. We also launched Apple Privacy Mail Protection, which flags if a user’s email was opened by proxy through Apple’s new Mail Privacy Protection. This gives marketers the most accurate metrics on open-rates, which can be clouded by Apple’s privacy enhancements. Going forward, Act-On will continue its focus to provide marketers with key insights on the performance of their campaigns, so they optimize their investments and can easily share the impact of their work across their organizations. With a keen eye for detail and a sharp focus on product, Act-On is determined to shake up the market and reach marketers who feel the solutions they were promised are no longer serving them. In fact, Act-On has increased our focus and spent significant resources enhancing our teams and agency partnerships to provide a safe passage for customers switching to Act-On after leaving legacy providers. With its ever-evolving product line, robust partner program, and championing of the marketer, Act-On is punching above its weight against martech giants Marketo and Pardot. Act-On will continue emphatically leaning into its re-energized identity as a rebel in the martech industry and is looking forward to serving new customers who have been disenfranchised by and disappointed with their current providers. To learn more about Act-On Software, visit www.act-on.com. About Act-On Software Act-On Software provides solutions that empower marketers to engage targets at every step of the customer lifecycle. Act-On makes customer data actionable so marketers can dream big and build smart, effective marketing programs to grow their businesses and generate higher customer lifetime value – all with the fastest time-to-value. For more information, visit Act-On Software.

Read More

MARTECH

Nucleus Research Releases 2022 Marketing Automation Technology Value Matrix

Nucleus Research | June 29, 2022

The transition away from cookies has led to a rapid expansion of the marketing automation market, as organizations of all sizes seek out valuable alternatives. By enabling organizations to react quickly and deliver the same level of campaign targeting and personalization without third-party cookies, leading solutions enhance the value delivered to customers. “Marketers are losing the ability to track customers with the same granularity, leaving marketing teams with the challenge of constructing a new set of tools to leverage first-party data and create meaningful customer profiles,” said Research Analyst Cameron Marsh. “Marketers are losing the ability to track customers with the same granularity, leaving marketing teams with the challenge of constructing a new set of tools to leverage first-party data and create meaningful customer profiles,” said Research Analyst Cameron Marsh. “We found companies across all industries plan to increase personalization in marketing messages through customizations based on AI and ML capabilities within their marketing automation platform." Over the past 12 months, leaders in the space have focused on delivering the same level of campaign targeting and customization without access to third-party cookies. Nucleus expects leaders to continue focusing on integrations with operational and back-office systems to differentiate their offerings throughout the next 18 months. Leaders in this year’s Value Matrix deliver advanced functionality without sacrificing ease-of-use at scale. These include Adobe, HubSpot, Oracle, Salesforce, and SugarCRM. The Experts in this year’s Value Matrix are organizations that deliver value to customers with complex use cases through deep functionality and industry-specific capabilities. These include Acoustic, SAP, and SharpSpring. Facilitators in this year’s Value Matrix deliver value through greater ease of use and quick implementation. These include ActiveCampaign, Act-On, Keap, Mailchimp, and Zoho due to their ease of use. Core Providers deliver core capabilities for those organizations looking for a straightforward solution with quick time-to-value. This year’s Value Matrix Core Providers are Demandbase, Drip, Klaviyo, and Sendinblue. About Nucleus Research Nucleus Research is the recognized global leader in ROI technology research. Using a case-based approach, we provide research streams and advisory services that allow vendors and end users to quantify and maximize the return from their technology investments. For more information, visit NucleusResearch.com or follow our latest updates on LinkedIn.

Read More

CHANNEL PARTNERSHIPS

Zebra Technologies Introduces New PartnerConnect Public Sector Specialization Program for Channel Partners

Zebra Technologies | June 30, 2022

Zebra Technologies Corporation (NASDAQ: ZBRA), an innovator at the front line of business with solutions and partners that deliver a performance edge, today announced a new, vertical market specialization for government and education technology providers in North America. The Public Sector Specialization Program, developed as a strategic component of Zebra’s PartnerConnect program, will support federal, state and local government, as well as K-12, colleges and universities. Zebra’s Public Sector Specialization Program recognizes partner expertise and investment in government and education technology solutions. Qualified program members will have access to unique business-building benefits including growth incentives, go-to-market support, pre-qualified leads, marketing funding, increased channel account management and planning as well as a customizable logo recognizing their expertise in the industry. “Zebra’s PartnerConnect Public Sector Specialization Program reflects our continued commitment to help our partners differentiate themselves while also helping governments and educational institutions meet their digital transformation needs,” said Bill Cate, Vice President of Marketing and Channels, Zebra Technologies. “Zebra’s PartnerConnect Public Sector Specialization Program reflects our continued commitment to help our partners differentiate themselves while also helping governments and educational institutions meet their digital transformation needs,” said Bill Cate, Vice President of Marketing and Channels, Zebra Technologies. “By uniting Zebra’s innovative solutions with resellers’ expertise, local presence and unique capabilities, we can help public sector entities untangle complex technology needs to achieve new levels of productivity, accuracy, and speed that benefits their staff and constituents.” Zebra’s public sector solutions empower front-line personnel by enhancing communications, streamlining workflows and providing situational awareness to improve critical decision making and gain a performance edge. Agencies deploying school and facility security, warehouse management, eCitation, healthcare and inspections and maintenance solutions can leverage Zebra’s complete product portfolio and partner ecosystem to enhance operational efficiency, reducing time-consuming and error-prone administrative tasks. Zebra’s solutions adhere to the highest security standards while providing manageability and longevity, freeing resources for public service and enabling convenient and precise control of end user experiences. KEY TAKEAWAYS Zebra’s new North American PartnerConnect Public Sector Specialization Program will support government and education technology providers serving federal, state and local government, as well as K-12, colleges and universities. Qualified program members will have access to business-building benefits such as go-to-market support, pre-qualified leads, marketing funding, and growth incentives. The PartnerConnect program makes it easier for partners to work with Zebra and differentiate themselves while rewarding them for their commitment, competency and performance. ABOUT ZEBRA TECHNOLOGIES Zebra (NASDAQ: ZBRA) empowers organizations to thrive in the on-demand economy by making every front-line worker and asset at the edge visible, connected and fully optimized. With an ecosystem of more than 10,000 partners across more than 100 countries, Zebra serves customers of all sizes – including 94% of the Fortune 100 – with an award-winning portfolio of hardware, software, services and solutions that digitize and automate workflows. Supply chains are more dynamic, customers and patients are better served, and workers are more engaged when they utilize Zebra innovations that help them sense, analyze and act in real time. Zebra recently expanded its industrial automation portfolio with its Fetch Robotics acquisition and increased its machine vision and AI software capabilities with the acquisitions of Adaptive Vision, antuit.ai and Matrox Imaging. Zebra is #25 on Newsweek’s inaugural list of America’s Most Loved Workplaces and #79 on Forbes’ list of America’s 500 Best Midsize Employers. Learn more at www.zebra.com or sign up for news alerts. Follow Zebra’s Your Edge blog, LinkedIn, Twitter and Facebook, and check out our Story Hub: Zebra Perspectives. ZEBRA and the stylized Zebra head are trademarks of Zebra Technologies Corp., registered in many jurisdictions worldwide. All other trademarks are the property of their respective owners. ©2022 Zebra Technologies Corp. and/or its affiliates.

Read More

Spotlight

In a recent survey of more than 550 marketing and sales organizations, it was found that the vast majority (77%) practice sales enablement.In other words, everybody’s doing it. But is everybody doing it right? Not by a long shot. To find out how to truly enable sales in your organization, check out our latest research, The State of Sales Enablement: Eliminating Ambiguity.

Resources