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This post originally appeared on Clearbit’s Blog. When Simon Whittick joined Geckoboard as its first VP of Marketing, he took all the standard steps to attract more visitors to their site, convert them, and grow the SaaS company’s revenue. He and his team wrote content for their popular blog, ran paid advertising campaigns, and set up email nurture campaigns. At the end of his first year, he was as successful as almost any other marketing executive in…

Redpoint Ventures Partner Tomasz Tunguz recently published the results of their Free Trial Survey, which included responses from 590 professionals working at freemium SaaS businesses of all sizes and shapes. The survey had many interesting takeaways and I recommend taking the time to dive into the slides that Tunguz shared at SaaStr Annual this year. One of the more interesting takeaways (that Tunguz discussed on his blog) was that activity scoring seems to negatively impact…

…Or why Salesforce Einstein won’t be the next IBM Watson. Is the AI hype starting to wither? I believe so, yes. Reality of the operational world is slowly but steadily catching up with the idyllic marketing fantasy. The report Jeffries put together challenging IBM Watson proves alarm bells are ringing. The debacle of the Anderson implementation goes to show how marketing promises can be unrealistic and the downfall will be dreadful. With that said, not all is…

A couple weeks ago, I ended up taking Steli’s click bait and read his thoughts on sales automation and AI. There isn’t much novelty in the comments nor objections presented. However I felt compelled to write a answer. Part of the reason why, is that MadKudu is currently being incubated by Salesforce as part of the Einstein batch. Needless to say the word AI is uttered every day to a point of exhaustion. The mythical…

Most people by now have heard of the “Product key activation event”. More generally, Facebook’s 7 friends in the first 10 days, Twitter’s 30 followers… get lots of mentions in the Product and Growth communities. Theses examples have helped cement the idea of statistically determining goals for the onboarding of new users. A few weeks ago, somebody from the Reforge network asked how to actually define this goal and I felt compelled to dive deeper into…

According to various sources (SiriusDecision, SpearMarketing) about 66% of B2B marketers leverage behavioral lead scoring. Nowadays we rarely encounter a marketing platform that doesn’t offer at least point based scoring capabilities out of the box. However, this report by Spear Marketing reveals that only 50% of those scores include an expiration scheme. A dire consequence is that once a lead has reached a certain engagement threshold, the score will not degrade. As put it in…