It’s the ultimate question in marketing: What effect did this campaign have on revenue? In short buying cycles, where the buyer generally un...

Earlier, we introduced the financial metaphors for balance sheet and income statement when looking at B2B marketing analysis. Following on...

Predicting revenue is a difficult task for any organization, and it has historically been only attempted in the sales organization. With a b...

The medical world is very used to the fact that symptoms such as pain, headaches, and nausea are often the body's way of indicating that...

I can't recall the last time I waited in my inbox at 10:01 on a Tuesday clicking the "Send/Receive" button repeatedly eagerly ...

Consistent in every discussion I have with B2B marketing execs is the topic of analysis. We're all very familiar with the tactical metri...

"Is there any point to which you would wish to draw my attention?" "To the curious incident of the dog in the night-time....

Anyone who has driven in a Prius is aware that it is an interesting experience, different than in most other cars. However, can it really t...

I was in a good discussion the other day about how to define the end date of a campaign that had social media elements. It's an interest...

My golf game needs improvement, I can admit that. However the one thing I have noticed is that every time I do manage to get the ball into t...

You would expect that Sybase, as a provider of some great analysis products, would have a good sense of how to analyze their marketing. They...

Let’s say that your organization gets one of those “ideal” client wins – great logo, fair price, smooth sales process. If you’re like most, ...

I had a great chat the other day with Craig Rosenberg, better known as "The Funnelholic", based on his popular blog The Funnelholi...

We've all seen a similar cycle.... if you ask a marketing exec in a B2B company what metrics they'd want, it ends up in a complex de...