Bailey, Eisenberg Join MarketMotive


MarketMotive’s Internet marketing dream team continues to grow stronger as they have now added Social Media Expert Matt Bailey and Bryan Eisenberg as a conversion analysis specialist. Co-founders Michael Stebbins, John Marshall and Avinash Kaushik also recruited Alan Rimm-Kaufman as their Paid Search Specialist.

Their lineup now consists of:


Bryan Eisenberg Conversion Optimization
Greg Jarboe & Jamie O’Donnell Online publicity
Alan Rimm-Kaufman Paid search / PPC
Matt Bailey Social Media
Avinash Kaushik Web Analytics
Todd Malicoat SEO

For $299/month the MarketMotive team will offer you the following benefits:

  1. Fresh training videos on each area of Internet Marketing: SEO, PPC, analytics, online publicity, social media, site conversion optimization, marketing processes, down-and-dirty how-to’s and more
  2. Monthly conference calls with each Market Motive Faculty (experience site clinics, and discuss strategies specific to your business)
  3. Recordings of monthly conference calls (Your questions are answered even if you cannot attend)
  4. Discussion areas where members, staff and faculty answer your specific questions

Online Retailers Enhance User Experience

I read a great article from RarePlay.com last week titled: “Searching For A Perfect Fit” which talks about online clothing retailers offering virtual fitting rooms to further entice visitors to remain on the site and potentially purchase a product. I thought this was an excellent way to engage visitors by allowing them to see what a piece of clothing would look like on body shape which was similar to theirs. I am not sure what types of results the retailers are seeing but I assume abandonment rates would decrease while orders and time spent on site would increase. Below is a blurb from the article and you can read the rest here.


“The online apparel industry has been one of the fastest growing online e-commerce categories over the past few years, but it is also one with a high number of returns partly due to the lack of personalized sizes/measurements. To reduce return rates and further increase sales, online retail sites like MyShape, Zafu, Intellifit and My Virtual Model are using innovative personalized services for shoppers by offering a collection of clothing outfits to suit an individual’s shapes, sizes and styles. Other online services like FashMatch, Like and 6pm help users assemble matching outfits using technology that combines both mathematical algorithms (that account for colors and patterns) as well as the collective feedback from its users. “

Free White Paper: Tech Buyer Influencers

Enquiro Research has just released a Free white paper on how B2B Tech Buyers make purchase decisions online. Download it and find out how:

  • What Influences a Technical Buyer throughout the purchase decision, and how to leverage those influencing factors on your website.
  • What Technical Buyers are looking for on your website, and how to build up your “content arsenal.”
  • How to get Technical Buyers to put you on the top of their short-list.

It seems that B2B still looks at online as only a lead generation tool,
something that generates a contact for an offline sales agent to follow up on,
but obviously technical buyers want more information from online.
Technical buyers are using online and search to select and screen out vendors;
to create short lists; and to get competitive pricing for closing negotiations.

Here is the table of contents from the whitepaper:

Introduction
Who is a Technical Buyer?
What is a Technical Buyer Looking for at First?
- Leveraging the SERP
What are a Technical Buyers Influencers?
- How to Build Online Buzz
- Leveraging the Distributor’s Website
- Driving Offline Traffic Online
- Using Microsites for Tradeshows
-What are Technical Buyers Looking for on Your Website?
- Rich Media in BB
- The Power of Testimonials
- Building a Great Homepage
How do Technical Buyers get to You?
- The Role of Vertical Search in BB
Where do Technical Buyers Buy?

Visit: http://www.enquiroresearch.com/b2b-tech-2007.aspx

Web Manager 2.0 Replacing Webmaster

CMS Watch released research today finding that a new breed of web manager is emerging to link content management more closely to website visitor satisfaction.

This analysis stems from CMS Watch’s 2008 “Web CMS Report,” released today, which evaluates 30 major Web Content Management (WCM) offerings. As part of its ongoing research, CMS Watch interviews hundreds of web managers around the world.

Web teams have traditionally emphasized webmaster roles with layout and production skills, sometimes using first-generation WCM tools to automate the HTML conversion process. Automated or not, “shovel and forget” editorial processes frequently led to bloated sites. Says CMS Watch Founder Tony Byrne, “The new web manager looks at information from the consumers’ perspective and more often than not, asks, ‘what can we get rid of?’”

The new web manager may operate under several professional guises: “customer advocate,” “information guru,” or “metator,” to name just a few. Although they may serve as “power users” of Web CMS tools, they need to employ a very different set of soft skills than traditional webmastering, and many enterprises are struggling with the personnel challenges of this transition.

CMS Watch research findings include:

  • Greater site visitor focus has driven a renewed, industry-wide interest in metadata and classification, with enterprise demands sometimes exceeding what their WCM tools can deliver.
  • Greater emphasis on editorial and graphical standardization is limiting previous ambitions for highly distributed web content development, and compelling enterprises to “dumb down” WCM tool interfaces to the bare essentials for the limited contributions of casual contributors.
  • Many WCM vendors still equate consumer orientation with e-commerce and online marketing, when in fact the need for visitor-centric content and experience pervades all web publishing scenarios — including Intranets.
  • The new web manager needs a stronger set of reporting tools than what most WCM tools offer today.

“From an industry perspective, there’s a real divide between those vendors who provide strong managerial, reporting, and analysis tools to help bridge the gap between content producer and consumer, versus those that emphasize distributed publishing for its own sake,” argues CMS Watch Analyst, Kas Thomas. “In general, pure-play WCM tools seem to have a closer affinity with the needs of contemporary web teams,” Thomas added.

Not surprisingly, many enterprises are evaluating their technology options. “Even customers who are reasonably satisfied with their WCM tools frequently tell us they remain on the look-out for alternatives,” noted Byrne. “They sense that the marketplace is evolving, and that some vendors are adapting more nimbly than others.”

The 2008 Web CMS Report includes detailed comparisons of 30 vendors across 18 key feature categories, as well as evaluations of individual product suitability for 12 universal CMS scenarios. A separate European Edition focuses on vendors active in that region.

Vendors covered include: Alfresco, CoreMedia, CrownPeak, Day, Drupal, Ektron, EMCDocumentum, FatWire, IBM, Interwoven, Mediasurface, Microsoft, Open Text/RedDot, Oracle/Stellent, PaperThin, Percussion, Plone, Serena, Sitecore, Tridion, Typo3, and Vignette. The Report is available for purchase online from CMS Watch (http://www.cmswatch.com/).

90% Unhappy with Online Transactions – Survey by Tealeaf

Consumers consistently find that web sites are broken and completing transactions is a major challenge. The fundamental problem: the world’s leading retailers, travel sites, insurance companies and banks are not equipped to service customers after they drive them to their site — they cannot identify, understand and address the critical problems affecting their customers, resulting in abandonment, defections and overall poor experience.

Today, Harris Interactive, in conjunction with Tealeaf, a customer experience management software provider, released the results of its third annual survey of online consumer behavior and transaction experiences. Here’s a sample:

  • A staggering 90% of consumers experience problems when conducting online transactions, a number that has not improved even a fraction in three years.
  • When faced with transaction problems, almost half of the people (42%) abandon their transactions and in many cases, click to a competitor’s site.
  • Of the consumers who call customer service to try and resolve their online issues, the majority find the agent doesn’t understand their own web site let alone their specific online issue, resulting in further defection.
  • Over half of consumers surveyed had gone so far as to dispute an online transaction.

Late last week I had the opportunity to discuss the results from the customer satisfaction survey with Tealeaf’s Senior Vice President of Marketing, Geoff Galat. Here are some of the questions I posed to Geoff. Listen to the audio version of our conversation below:


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Can you provide us with some background on the survey, specifically what were your motivations for conducting it?

What was the technology and methods used to collect the data? Also, what were the demographics of the participants who took part in the survey?

90% of Consumers still experience problems with online transactions; you’d think this number would be a lot less – what are your thoughts on this?

What do you believe is the biggest cause for the 42% abandonment rate on transactions?

Can you talk a little bit about the business impacts?

Is there one thing that you can single out as being the area where companies can vastly improve upon? (In regards to the consumers’ online shopping experience)?

This Weeks Must Reads in Search Marketing

Another work week coming to an end which means another week full of good articles and posts. Here are this weeks must reads in SEM:

Search Marketing

Web Analytics

ClickTracks and Lyris Integration Equals Email Marketing Success

J.L. Halsey Corporation (OTCBB:JLHY) today announced that it has tightly coupled its ClickTracks Web analytics solution with its popular email marketing platform, Lyris ListManager.

The new integrated solution automatically exchanges information between ListManager and ClickTracks, enabling marketers to track the behavior of email list subscribers from the time they open a company’s email to their activity on that company’s Web site – including any subsequent page views, downloads, purchases, time on site and more. This insight allows marketers to continually hone their email message content, special offers, list segments, Web site content and site design to improve response rates and ROI.

“We’re giving marketers valuable intelligence about how subscribers are
responding to their emails and what they’re doing after clicking through to
their Web sites,” said Luis Rivera, CEO, J.L. Halsey. “But that data is only
helpful if it’s analyzed and acted upon – which is why we also go a step further
to automate the process of list segmentation and ROI analysis. We’re committed
to providing technology that facilitates rather than frustrates – and we believe
that integrating core applications is the best way to do that.”

Using the data provided by Lyris ListManager, a ClickTracks user can segment out email respondents and provide valuable visitor behavior insight. For example, an email campaign drives 10,000 visitors to a landing page and only 3 percent convert. A marketer can then analyze the behavior of the 97% that didn’t convert and target that segment with a follow up offer.

Recently I was able to catch up with ClickTracks’ Director of Marketing, Dan Robbins and was able to get him to give me the top 5 reasons why someone should take advantage of the ClickTracks + Lyris offering. Listen to the audio below:


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