I have recently read two great posts about the over-use and ultimate lack of effectiveness of the free trial as a marketing tactic in B2B SaaS sales organizations. Both Jep Castlestein of LeadSloth and Amanda Ferrante of DemandGen Report talk about alternatives to the ubiquitous trial and each provided great food for thought on a [...]
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The end of installations?
Seth Godin predicts the end of installed software in a recent post and really hits the nail on the head. Salesforce.com popularized this craze in the CRM world and rivals soon emerged (see Netsuite’s impending IPO). You know they are on to something when Microsoft, king of the installed software world, enters the space. Microsoft has announced an [...]
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I am the co-founder and COO of Pardot, a B2B marketing automation provider. This blog covers my thoughts on B2B marketing, startups, and client service.
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