Latest from the Intellegentia Blog

6 Reasons B2B Technology Companies Should be Using Social Media

With 70% of B2B decision-makers employing social media to research and glean information about their purchases, it is becoming an increasingly essential aspect of any business’ B2B marketing strategy – but it is of particular importance for technology companies. If you are going to stand out from the crowd in an already crowded marketplace, you need to make use of all available resources to shout your marketing message as loud as you can. It is absolutely mission-critical for any respectable technology company to have a watertight inbound marketing campaign, and in order to maximise its success, you must know how to leverage this channel.

Here are 6 reasons why B2B technology companies should be making use of social media in their inbound marketing strategy.

Topics: Digital Marketing Industry Focus - Technology

5 Key Benefits of Sales & Marketing Alignment for Technology Companies

The relationship between Sales and Marketing is often a shaky one. Marketing captures the leads and nurtures them before handing them to Sales to close the deal, but all too frequently there is a lack of communication and a mistrust between the two departments which can create a rift.

Marketing will complain that Sales are squandering the valuable leads that they've provided by not following up on them.  Sales complain that Marketing are not sending them enough leads or sending them leads are not sales ready.


Creating a solid, long lasting partnership between Sales and Marketing should be an essential goal for any business in order to maximise the return on investment from their inbound marketing efforts, but it is of particular necessity for companies involved with B2B technology. The competitive, ever-changing nature of the industry puts a lot of pressure on Sales and Marketing to communicate more effectively, or else they run the risk of losing out on valuable customers.

Here are five key benefits of sales & marketing alignment for the technology industry:

Topics: Sales & Marketing Alignment Industry Focus - Technology

Sales Enablement in Action: DealTrack Sales Team Transformation Achieves 36% Growth Target

Enable was established in 2000 to build custom software to meet specific business needs that off-the-shelf software cannot address.  Their work with companies like Procter & Gamble, Mitsubishi Electric, DHL and the BBC has been varied and largely bespoke in nature.

A couple of years ago, their work with a buying group and a building materials supplier unveiled a gap in the enterprise software market for those companies where rebate claims make up a significant proportion of their revenue.

As a result, the DealTrack Rebate Management System was born.

DealTrack is aimed at companies that have annual rebate claims in excess of £12.5m.  By preventing these companies from missing claims, DealTrack has been proven to add six figure sums to their net profit.

Intellegentia has been heavily involved in both the sales and marketing of DealTrack for over a year.  Here’s what we've done to drive significant revenue for this new software package:

Topics: Sales Enablement Case Studies B2B Lead Generation Industry Focus - Technology

Why tech companies need Marketing Automation

Incomplete puzzle with missing piece
 
How does marketing automation impact sales and why should you, as a technology company care? With complex sales cycles, multiple stakeholders and the ever increasing information gap between buyer and seller, sales in the technology sector are becoming tougher.  Research from Forrester has shown that B2B marketers who implement marketing automation increase their sales-pipeline contribution by 10%. 
Topics: Inbound Marketing Industry Focus - Technology

B2B Technology Companies: Is your sales pipeline flabby or fit?

A tangle of pipes - does this mirror your sales pipeline?

I am not going to take the credit for coming up with the title of this blog. Bob Apollo , who I have great respect for, used this term in a really great piece of content about Proactive Pipeline Management. The points raised by Bob regarding the state of sales pipelines which I would like to expand upon I believe will resonate with Sales and Marketing leaders within technology companies.

It's an uncomfortable fact that sometimes when you take off the rose tinted glasses, you discover your pipeline may not look that great.

In this blog we look at what we mean by "flabby" and what can be done about it.

Topics: Sales Enablement B2B Lead Generation Industry Focus - Technology