What is the most important ingredient in effective lead-gen and why? 1) Technology 2) Sales-marketing alignment 3) Branding/awareness

finding-the-infuencer-needle-in-the-tech-buying-haystack

Read the full 2013 Lead Generation Guide from BtoB Magazine.

“Technology. In 2013 the smart management of data within technology is what gives a company an advantage over the competition. Today more tools are available than ever to scale, cast a wide net and reach a large audience while capturing an inbound prospect’s propensity to buy in real time. Marketers can clone their best buyers using an immense amount of available data, and increase the impact and relevance of their programs. It’s never been more important to keep data current, complete and clean to fuel today’s automated and sophisticated marketing technology.”

Michael Bird, CEO, NetProspex

NetProspex in BtoB magazine

Webinar: The Art and Science of Lead Generation

Science

Today at 2:00pm, our Senior Director of Demand Generation, Tamara Graves, will be presenting with Eloqua and BtoB Magazine about the art and science of lead generation. Register here.

Lead generation is at the heart of everything a b2b marketer does. The sales department wants leads to sell. The C-suite uses leads to measure ROI. As a result, the marketer must be continually innovative, filling the pipeline with fresh leads, analyzing successes and failures and creating campaigns that are engaging enough to keep the entire system moving.
The Art and Science of Lead Generation will examine how top b2b marketers are building lead generation powerhouses that both fit their customers’ needs and deliver maximum ROI. When lead gen is done right, sales and marketing better align, lead and close rates improve, and lead acquisition numbers grow. Attendees of this webinar will learn:
  • How to drive more and better qualified prospects through the marketing funnel
  • How to score lead and identify the most viable prospects
  • How to use marketing automation technologies to take the legwork out of lead gen
While most marketers understand the importance of a well-oiled lead generation machine, they still face fundamental questions. What is the best way to attract a lead’s attention in the first place? How can you measure and document lead gen success? What’s the best way to execute a lead gen campaign? This webinar will answer all these questions and more.

Register here.

 

What’s New: NetProspex Data Enrichment for Eloqua – May 2013 Release

Custom Mapping of Field Values

For our clients using Eloqua, we’re happy to announce a new release of the NetProspex Data Enrichment App for Eloqua. Summary and details below. Happy data enrichment!

  • Custom Mapping of Field Values
  • New Credit Balance View
  • Improved User Experience
  • Additional Email Notifications
  • Last Updated Field
  • Optimized Error-handling

Custom Mapping of Field Values

You can now map NetProspex values to Eloqua picklist values. The fields that can be mapped are: Industry, Job Level, Job Function, Revenue Range, and Employee Count Range. This functionality resides on a new screen called “Value Mappings.”

Custom Mapping of Field Values

View Credit Balance
Easily see your NetProspex account balance (the amount of credits available for appending via the connector.)

Current-NetProspex-Balance

 

Improved User Experience
The user interface has been improved.  Input and output mappings are now on separate tabs. The field selection drop-downs now have type-ahead functionality.

Improved-User-Experience

 

Additional Email Notifications
Set up custom execution status notifications at regular intervals (e.g. every six hours) as well as receive daily, weekly or monthly updates.

Additional-Email-Notifications

 

Last Updated Field
To use as a potential trigger in data operations, including data synchronization with CRM, a new “Last Updated Field” NetProspex field is available, and can be mapped to an Eloqua field.

Last-Updated-Field

 

Optimized Error-handling
Error handling has been optimized to gracefully fail and retry at the batch level rather than at the record- evel for appropriate cases, including invalid (expired) Eloqua credentials, and zero credit balance.

Questions, comments? Reach out to Dmitry Grenader, Director of Product Management at dgrenader@netprospex.com

Join us at the Content Marketing Bootcamp in Boston on June 6th!

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Did you know that 71% of brands plan to increase their content marketing budget in 2013? Do you ever wonder how marketers become content publishers?

If you’re a Boston-based marketer hoping to learn more about this world, improve the skills you’ve been cultivating in content marketing, and meet other smartypants marketers in the Boston area, please join us on June 6th at the Westin Copley Place for the Content Marketing Bootcamp.

The event is run by the talented folks at Kapost and Eloqua (an Oracle company), and sponsored by NetProspex, Annuitas, and Influitive.

 

Here are all the details:

  • Thursday, June 6th, 2013
  • 10:00am – 3:00pm / Bonus Financial Services Session: 3:00 – 4:00pm
  • Boston, MA
  • Free for qualified individuals

Register here and tell ’em NetProspex sent you.

See you then!

 

The impact of data management on marketing efficiency and results

heinz-logo

Read the original article on the Heinz Marketing blog.

Dirty data is the silent killer of B2B marketing efforts. Earlier this week at the SiriusDecisions Summit, NetProspex CEO Michael Bird and I presented a series of best practices, case studies and both strategic & tactical recommendations for how B2B organizations can significantly improve their sales & marketing effectiveness simply with a little more focus on their databases.

A copy of our deck from the presentation is below, which even without the talk track highlights some very interesting research on database health across B2B organizations, some before-after results of database clean-up, and some specific recommendations on what to do next.

Read the original article on the Heinz Marketing blog.

NetProspex Announces Senior Level Organizational Changes to Fuel Next Phase of Company Growth

MichaelBird

Former CEO Gary Halliwell Promoted to Executive Chairman; Former President Michael Bird Promoted to CEO; Brian Serino Joins Team as SVP of Sales and Business Development

WALTHAM, Mass.– Leading provider of B2B sales and marketing data services, NetProspex, today announced key organizational changes at its senior level. Within these changes, former CEO and Co-Founder Gary Halliwell will now serve as executive chairman; former President Michael C. Bird assumes the responsibilities of CEO; and marketing technology industry veteran Brian Serino joins the team as senior vice president of sales and business development.

In his new role of CEO, Bird will continue to operationalize the company vision and drive overall growth. Bird joined NetProspex in January 2010 as chief revenue officer, moving to president in March 2012 where he oversaw sales, technology, business development, and marketing. Under his tenure, NetProspex saw 90 percent revenue growth year over year, 500 percent growth in customer base, and doubled headcount year over year. As executive chairman, Halliwell remains responsible for the vision of the company and long-term goals of the brand. His main focus-area will be maintaining differentiation in an increasingly crowded marketplace.

“We envisioned this level of senior transition when the timing was right for the organization, assuming we executed against our strategy and growth track,” said Halliwell. “Fortunately, we’ve experienced great success over the last seven years, and achieved incredible growth through fantastic market presence, an award-winning workplace culture, and notable customer success through our suite of B2B data management products.”

Serino joins NetProspex from marketing technology provider Neolane, where as vice president of sales, he built a highly-effective sales organization to scale all North America revenue resulting in 150 percent growth and a leadership position in the Forrester Wave. Formerly at Unica for eight years, Serino served in multiple senior sales management positions that included both vice president east, and vice president of North American sales. In his capacity at Unica, Serino drove a ten-fold increase in revenue, played a pivotal role driving Unica to a market leadership position, and supported the company’s successful IPO and eventual acquisition by IBM.

“We’re thrilled to have Brian on board to drive the execution of an aggressive growth strategy for NetProspex. He has proven experience growing high-performing sales teams that exceed goals and drive profitability at the same stage that our company is today,” said Bird. “As we reach 100 employees and continue to build and improve a suite of innovative products, it is the right time for an evolved management structure. The addition of Brian and other key players to the team leaves us well poised for the next chapter of the organization.”

About NetProspex

NetProspex is the smarter B2B data partner, helping marketing and sales organizations optimize their revenue impact through a suite of innovative data services. Thousands of B2B organizations rely on NetProspex to acquire targeted prospects, maintain and enhance their marketing data, and fuel high-performing sales prospecting efforts. At the core of NetProspex is an innovative crowd-sourced database, cleansed with proprietary CleneStepTM verification technology. The company’s free Data HealthScan offers insights about database accuracy and relevance, while CleneProspex ensures valid contact information all within a cloud-based platform known as Workbench. Marketers can enhance data with demographic and firmographic information, including specific technologies used at target accounts. For more information visit www.netprospex.com.

Contacts

Agency Contact:
Version 2.0 Communications
Katelyn Holbrook, 617-426-2222
kholbrook@v2comms.com
or
NetProspex Contact:
Katie Martell, 781-290-5712
Director of Buzz
kmartell@netprospex.com

NetProspex promotes Michael Bird to CEO

Boston-Herald-NetProspex

Read original coverage in the Boston Herald

NetProspex, a Waltham-based provider of business-to-business sales and marketing data services, announced senior level changes today, officials said.

Former CEO and co-founder Gary Halliwell will now serve as executive chairman, while former President Michael C. Bird assumes the CEO position. Brian Serino has been hired as senior vice president of sales and business development.

 

NetProspex Names New CEO as it Shifts to Data Services for Marketing Automation

Netprospex in Boston Business Journal

Read original coverage at the Boston Business Journal

Waltham-based NetProspex said Monday it has promoted president Michael Bird to CEO as it works to transform into a provider of marketing data services.

The promotion follows the company’s March debut of a new online platform for marketing data management, Workbench. The product allows B2B marketers to improve the data used in their marketing and sales outreach.

Founded in 2006, the company had previously focused on crowdsourcing business contacts and “cleaning” the contacts using technology and phone call verification — resulting in verified email addresses and phone numbers of customer leads.

In an interview, Bird said Netprospex launched its new service to allow any company to use the contact-cleaning service on its own data.

“As we started to build this business, we realized that the bigger problem wasn’t just providing contacts. The bigger problem is that every company who has data has to manage data problems. Everyone has got data accuracy problems,” Bird said.

Workbench is a cloud-based service tool that aims to supply accurate data to marketing automation tools, he said.

“Otherwise you’re putting bad fuel in a highly-productive engine,” Bird said.

Bird had joined NetProspex in January 2010 as chief revenue officer, moving to president in March 2012.

He takes over for Netprospex founder Gary Halliwell, who’d been CEO of the company since its beginning. Halliwell will assume the role of executive chairman.

Netprospex employs about 100 full-time, with all but four in Massachusetts, the company said. The firm plans to end the year with about 140 employees, with the majority of the new hires in Waltham.

NetProspex is backed by $15.8 million in funding from investors including Edison Ventures of New Jersey and American City Business Journals, parent company of the Boston Business Journal.

 

 

NetProspex Named a 2013 Best Place to Work in Boston

bbj-bptw

The Boston Business Journal Awards NetProspex for Collaborative, Positive Work Environment in 11th Annual Survey

WALTHAM, Mass.–NetProspex, the leading provider of B2B data services, has been named one of the best places to work in Massachusetts by the Boston Business Journal in its 11th annual regional awards program. The honor recognizes NetProspex’s achievements in creating a positive work environment that attracts and retains employees through a combination of employee satisfaction, working conditions and company culture.

With open jobs across sales, development, and customer support, NetProspex is one of more than 400 companies to qualify for consideration based on a two-stage nomination process and the results of employee-satisfaction surveys taken throughout March and April.

“Creating an innovative and positive workplace environment is not only essential to hire the highly skilled employees that fit our company culture, but to also help foster pride in the company and an enthusiasm for the products and services we produce,” said Gary Halliwell, CEO of NetProspex. “We are proud to be recognized once again by the Boston Business Journal as a best place to work and we look forward to remaining true to our goal of ‘working at the intersection of data and creativity,’ which has helped NetProspex grow exponentially year after year.”

Averaging 90 percent revenue growth per year since its founding in 2006, NetProspex has attracted some of the Hub’s top talent — who can often be found racing down the office halls on scooters, firing a friendly round of Nerf gun bullets, or finding their balance in weekly free yoga classes. Normally, the NetProspex team is hard at work helping thousands of B2B organizations manage the lifeblood of their sales and marketing initiatives: their data. Additionally, NetProspex employees receive comprehensive benefits which include healthcare, dental, vision, 401k and life insurance. Employees also have access to valuable tools such as employee training, professional development and learning programs.

The survey project was launched in January by the Boston Business Journal in conjunction with market research firm Quantum Workplace of Omaha, NE. Companies were evaluated on the results of more than 18,000 employee-satisfaction surveys. Employees answered questionnaires that addressed such factors as their pride in the company, company encouragement, support and recognition of achievement and relationships with co-workers and supervisors. The results were analyzed and scored by assigning points to each question.

“Our Best Places to Work event will again recognize the importance of cultivating a great workplace culture as a competitive advantage,” said Chris McIntosh, publisher of the Boston Business Journal. “Companies on our list can be justifiably proud of creating a high level of workplace satisfaction during an economy where traditional rewards like big raises and bonuses aren’t as easy to give. In good times and in bad, our results validate how the creation of the right corporate culture can create powerful business advantages. Employees are proud to work for companies that are about more than just business.”

The top companies will be awarded during a lively cocktail reception on Saturday, June 1, 2013at the iconic Wang Theatre and profiled in a special supplement of the Boston Business Journal on Friday, June 14, 2013.

For more event details, please visit http://www.bizjournals.com/boston/event/76851.To browse career opportunities at NetProspex, please visit http://www.netprospex.com/Company/JobOpenings.aspx.

About NetProspex:

NetProspex is the smarter B2B data partner, helping marketing and sales organizations optimize their revenue impact through a suite of innovative data services. Thousands of B2B organizations rely on NetProspex to acquire targeted prospects, maintain and enhance their marketing data, and fuel high-performing sales prospecting efforts. At the core of NetProspex is an innovative crowd-sourced database, cleansed with proprietary CleneStepTM verification technology. The company’s free Data HealthScan offers insights about database accuracy and relevance, while CleneProspex ensures valid contact information all within a cloud-based platform known as Workbench. Marketers can enhance data with demographic and firmographic information, including specific technologies used at target accounts.

For more information visit www.netprospex.com

About the Boston Business Journal:

The Boston Business Journal is Greater Boston’s leading source of business news, information and events, reaching readers through the weekly print publication, the website bostonbusinessjournal.com and e-mail products. The BBJ also prints the annual Book of Lists — the region’s top resource for business decision-makers seeking information about potential clients, suppliers and partners.

The Boston Business Journal is published by American City Business Journals, the nation’s largest publisher of metropolitan business news.

Contacts

Version 2.0 Communications:
Chrissy Kinch, 617-426-2222
ckinch@v2comms.com
or

NetProspex:
Katie Martell, 781-290-5712
Director of Buzz
kmartell@netprospex.com