Demand Gen

A 3-Step Formula for Scalable 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. … Read More

Progressive Engagement for the Win!

At some level, most software companies navigate a relationship progression with prospective customers that includes the following elements: Discovery. A hypothetical developer discovers and downloads the trial version of a vendor's solution. The developer's initial objectives are a) to learn … Read More

Lead Momentum – Cool Tool for Marketing Geeks

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 … Read More

Stalking the Perfect Website Registration

You've been there; so have I.  Slaved into the night to write that killer white paper, staged the archive of an informative webcast, or made a very cool gizmo available for download from the website.  And all we asked for in … Read MoreRead More

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 … Read More

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 … Read More

Community Monetization is Fools’ 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 … Read More