Category Archives: Demand Gen

Tracking Product Downloads and Registrations

Software downloads are a key metric for all open source vendors, as well as for proprietary vendors who offer freemium versions of their products.  Tracking the volume of software downloads provides management with a good benchmark of anonymous community interest … Continue reading

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Posted in Demand Gen, Metrics & Dashboards, Progressive Engagement, Recent Posts | Tagged , , | Comments Off

Instrumenting Your Volume Market Engine

Everyone understands the concepts of a market funnel – leads are loaded into the top from various sources; they go through some level of qualification and scoring before being passed to sales; and the sales team then develops them further … Continue reading

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Posted in Demand Gen, Metrics & Dashboards, Progressive Engagement, Recent Posts | Tagged , , , | 4 Comments

Lead Momentum – Vital and Very Cool!

Leads come from many different sources – inbound marketing, community cross-over, raw website registrations, integrated media programs, email campaigns and other promotional activities. While it's important to track and measure leads from each source, it's also vital to understand lead … Continue reading

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Community Monetization is Fool’s Gold

Some open source vendors are preoccupied with counting community downloads.  Why?  They believe that downloads are a leading indicator of commercial sales pipeline.  The theory is that a meaningful percentage of community relationships will develop into commercial relationships, and sooner … Continue reading

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Posted in Demand Gen, Open Source, Progressive Engagement, Recent Posts | Tagged , , | 2 Comments

Fear Ye Not the Service

Whether you are using a pure open source strategy or a hybrid approach such as "open core" (open source foundation with high-value closed source add-ons), a significant component of your bookings is tied to support subscriptions.  Too often, early stage … Continue reading

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Posted in Demand Gen, Open Source, Progressive Engagement, Recent Posts | Tagged , | Comments Off

Automate to Accelerate

This article discusses the use of marketing automation systems as a foundation for implementing high-volume, low-friction demand generation strategies. Continue reading

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Posted in Applications, Companies, Demand Gen, Metrics & Dashboards, Open Source, Progressive Engagement, Recent Posts | Tagged , , | Comments Off

Stalking the Perfect Website Registration

This article offers best practices for consistently obtaining high-quality website registrations. Continue reading

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Posted in Demand Gen, High Value Content, Metrics & Dashboards, Progressive Engagement, Recent Posts | Tagged , , | Comments Off

A 3-Step Formula for Building High-Value Content

Leads are the lifeblood of any sales organization, and website registrations are a key source of leads for vendors in volume markets. This post provides helpful information about which content assets attract quality registrations, and suggests a formula for efficiently developing those assets. Continue reading

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Progressive Engagement

This article introduces the concept of progressive engagement for marketing to large communities of anonymous website visitors. It defines a 4-stage relationship model: anonymous, trusted, economic and strategic. The article discusses the progressive engagement model in the context of traditional sales cycles. Continue reading

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Posted in Demand Gen, High Value Content, Metrics & Dashboards, Open Source, Progressive Engagement, Recent Posts | Tagged , , | Comments Off