Question

Topic: E-Marketing

Looking For Best B2b Online Lead Generation Tools

Posted by Anonymous on 12/2/2008 at 4:10 PM ET 250 Points
We're a niche vertical market ERP software provider and looking to expand our online marketing efforts in 2009 to increase quality lead gen. Coupled with our SEO and PPC programs, we've used Knowledgestorm, 2020Software, Business.com, Captera, and FindAccountingSoftware with mixed results. Wondering what other sites and/or programs those in high-tech B2B marketing (and especially those serving narrow vertical markets) are using for lead gen that you've had good results/ROI with. Thanks in advance for your input and suggestions!
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RESPONSES

  • Posted on 12/2/2008 at 5:08 PM Accepted
    Beyond renting/paying for the media placements on those sites, you might think about building your own inbound marketing program so you can be more efficient. If you publish your own blog, get active in social media, you can stop writing such big checks to TechTarget and still attract lots of leads to your website through your own efforts.

    Also, grab a free report at WebsiteGrader.com to make sure your website is up to speed.
  • Posted by clt on 12/2/2008 at 7:49 PM Accepted
    It's been about 2 years, but I had good results with Industry Brains (now Adhere) when I worked for a technology start up. My goal was to generate leads from Fortune 500 or government agencies for a software application used in IT departments.

    Two other tactics that worked well for us -- using white papers and case studies as incentives to capture names. These leads tended to be much higher quality and further down the funnel.

    Also, we worked closely with analyst firms (specifically Gartner) by pitching our product attributes and taking their feedback and incorporating it into future product releases. This, I realize, is not a quick lead gen approach, but I thought it was worth mentioning. The benefits go far beyond lead gen.

    Good luck!
  • Posted on 12/3/2008 at 12:01 AM Member
    Hi Kelley,

    I am actually in the opposite position where I am creating an online platform where small companies can find firms like yours.

    I would love to speak with you to see if your company would be interested in being on my platform. For companies coming on board within the next 2 months, we offer free membership for the first year.

    Please let me know if you are interested in a bried phone conversation over the next few days.

    Thanks,

    Anna
    [Phone number deleted by staff]
  • Posted on 12/3/2008 at 9:33 AM Member
    For the best results and highest ROI...You've got to pick up the phone.

    No tool will ever out produce a sophisticated diagnostic conversation.

    This is ESPECIALLY important when dealing with narrow marketplaces and a poor economy. It's time to hunt; not farm.


    Good luck and happy hunting!

    -T

  • Posted by MarketGoGo on 12/3/2008 at 4:44 PM Member
    Ironic - I was just reading an article over at https://www.btobonline.com/apps/pbcs.dll/article?AID=/20081203/FREE/8120399....

    They say that nearly half of b-to-b marketing budgets are spent on online programs. An average 47% of total marketing budgets are spent on online tactics, including Web site development, online advertising, search marketing, webcasts and social media. Other media are: trade shows at 17%; direct marketing accounts at 12%; and print accounts at 11%.
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