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Monday, March 22, 2010

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Mar 19, 2010
Amanda Shook

A TAG Marketing Recap:


Maximizing Lead Nurturing to Increase Sales Opportunities

Businesses often get overwhelmed by “lead noise.” Should salespeople chase down every lead? Should some leads be ignored in lieu of higher priority leads? Yesterday, TAG Marketing tackled this dilemma by exploring methods of automating lead nurturing in order to maximize the number of a company’s qualified leads with minimal effort. The panel discussion included Heather Pritchett (Ventyx), Paul Shiman (Stratix Corp.), Teri Marks-Bruner (Paymetrics), and Colleen Flynn (ThePort Network). Moderator Judson Phillips (Reveille Software) guided the discussion. Some takeaways:

 

•             It helps to have a company’s marketing strategy clear and in line before implementing an automated lead nurturing program or solution. Without a good strategy, the lead nurturing will fail.

•             Analyze where you are in your sales and marketing efforts in order to best customize a solution. Are you a small company with a relatively modest track record of sophisticated sales and marketing campaigns? Are you a large or growing company with many years of heavy sales and marketing experience? This history will affect how you approach automated lead nurturing.

•             Examining how you nurture and respond to leads will force you to reassess your business processes, which can be a healthy exercise for your company.

•             It is essential to start with a clean database. Bad data will spell disaster down the road.

•             Lead nurturing doesn't work without great content. Content (i.e. value propositions, marketing messaging, etc.) needs to entice, nudge and nurture prospects as they move through the sales cycle.

•             Pay attention to lead scoring. The panelists recommended that a company work with their vendor to help define how much each action the prospect takes is worth, and also to work with the sales team to define when a lead should be considered qualified.

•             The end goal of improving lead nurturing is to not waste time with people who aren’t going to buy.

 

(Kevin Howarth, Sophicity, reporting)


Mar 15, 2010
melanie  

There 25 TAG societies including the newly formed TAG Corporate Development Society, and TAG Manufacturing and TAG Engineers are in the pipeline for later in 2010. No doubt this is a lot of “special interest groups,” as they were previously called. But too many? I really don’t think so, and here’s why:

First, TAG is a membership organization. Corporations have responsibilities to their shareholders; companies work to keep and expand their customer base. TAG’s charge is to add value to our members, and there are over 9,000 of them, all with a different background, interests, and goals for their professional futures. The wide variety of events is part of TAG’s appeal and has contributed to the growth, and the growth has contributed to the demand for new societies. Our membership numbers and our number of societies have grown in steady concert with one another.

Second, a large part of TAG’s mission (and the inspiration of its very conception, as it has been explained to me) is to unify while we inform – societies are a big part of how we do this. By bringing people together to discuss specific topics from a particular point of view, TAG gives people an opportunity to connect with their peers, expand their network, and advance their knowledge. The nuances of a topic are important - how the Finance Society presents funding challenges comes from a different perspective than how TAG ATDC Entrepreneurs tackles the subject, one would have to think, and certainly the audience members and the questions asked will be different.

Third, it gives people the opportunity to take on leadership positions under the TAG umbrella. Its not like there’s some secret formula to it: you pay your quarter (okay, fine, 960 quarters but it’s a great investment), you start going to meetings, you find ones that are particularly interesting and have people in the room that you want to meet, you get to know the people behind the meetings, you express interest in becoming a board member and show you can add value, you become a TAG society board member. I took a similar approach when I took a telecom job in Atlanta and didn’t know anyone in Atlanta’s telecom industry. Three years later I was standing on the stage in a ballroom as the incoming President of the Atlanta Telecom Professionals (now the Association of Telecom Professionals, a great organization and a TAG affiliate – more about these below)  introducing Ralph de la Vega as the Atlanta Telecom Professional of the Year.  Sure, I printed a zillion name badges along the way, but I never doubted it would prove to be time well spent, and not the least reason being that some of the board members I served with are still great friends and valued colleagues.

Fourth, the society meetings keep the staff connected to the membership, and this is important (see point one.) My previous position at TAG was as Director of Community and Information Resources. I had two main projects each year – the State of the Industry: Technology in Georgia Report and the GRA/TAG Business Launch Competition. Both are big projects, with a lot of moving parts that have to be managed. It would have been all too easy to become camped out at my desk, but my responsibilities to the societies I covered (these are dispersed throughout the staff) required me to interact with the members.

A couple additional points. Societies don’t just happen - most of the time they take almost a full year to form. The process, in its simplest terms, is:

- Recognize the need

- Develop a business plan: mission, vision, goals

- Create a following: others able to assist in development of group and participants

- Select Board of Directors

- Plan the Calendar – topics, speakers, sponsors

- Drive continuous, leading information

- Provide an avenue for networking and “best-practice” knowledge share

And it’s not like TAG has a graveyard of dead societies, so I’d say there have been some pretty good calculations made on what would make a good addition, and which ones are sustainable. Also, we don’t typically start societies if there is something like it in the community already. A great example is telecom – TAG doesn’t have a telecom society.  Instead, TAG formed affiliations with both the Atlanta Telecom Professionals (now the Association of Telecom Professionals) and the Wireless Technology Forum, both groups who were already doing great things in the space. TAG has seven such affiliate groups (including TiE, Gwinnett Technology Forum, Association of Strategic Alliance Professionals, PMI, the MIT Enterprise Forum Atlanta, and the IT Service Management Forum, and also now hold the Georgia charter for TechAmerica and also partners with ATDC on several initiatives), and as a result TAG members get into their respective events at the same price the groups charge their own members (see point one), and the affiliate groups get to display their events on TAG’s event calendar and several other negotiated benefits (discounts on tables for the Georgia Technology Summit, entry to TAG’s otherwise member-only quarterly field trips, etc.) It’s not about trying to be everything to everybody, as I have heard TAG accused of at least once. It’s about, well, see point one. :)


Mar 12, 2010
melanie

Last night TAG launched its new Corporate Development Society, which is chaired by John L. Ryan, Director, Business Development, IBM . Ryan began the event by explaining his vision for the new society, (corresponding presentation to be posted soon!) John Yates,  Partner, Morris, Manning & Martin, LLP  then led an expert panel discussion featuring Ronald GoldmanManaging Director, Croft & Bender, LLC; Catherine Dixon   Consultant, Intersect Group; Lorin Coles   President, Alliancesphere; and Dominic Mazzone, Managing Director, Mazzone & Associates. Jay Lambert was at the event and covered the panel discussion pretty well on Twitter:

First one here at #TAGCD. Need someone to come on in to network with. #TAGThink

TAG Corporate Development Society kickoff a good time. Friendly, sharing attendees as always at a #TAGThink event.
Corp Dev is #TAGThink's 25th society.
To launch corp dev, John Ryan asked, where are the bus dev groups and alliance groups in TAG? All about connecting. #TAGThink
Wants to be leading org in #atl for companies (esp startups) to find the right resources, alliances, network, investors - #TAGThink
We have some really good competencies here; how do we focus them? - John Ryan #TAGThink
Have a backup plan; other options help the buyer stay honest. - Ronald Goldman #TAGThink Corp dev guys opinion very important, but deal won't happen if the business side doesn't buy in - Lorin Coles #TAGThink  Focus on fewer deals done better. The stakes are much higher now. - Catherine Dixon #TAGThink In a down market, people realize how important their partners are - Lorin Coles #TAGThink Corp Dev panel feels market is up for rest of year, but quantity more so than quality #TAGThink Corp Dev success factors - deal sourcing, prof growth, grow bus locally. #TAGThink Ecosystem not here yet, but this is an embracing community. Get your skills and come here to use the connections - John Yates #TAGThink

It was a great event, and on behalf of TAG I'd like to thank John and all of the TAG Corporate Development Board Members for the planning they put into it as well as for their leadership in getting the group up and running. We'll have more information posted about the next Corporate Development Society events, and if you'd like to get more involved please contact Michael Bosarge, the TAG staff liaison for the group, at Michael@TAGonline.org.

 

 

 

 

 

 


Mar 05, 2010
michael

Website design technology has elevated to a whole new level over the past 5 years.   Being a part of the "behind the scenes" of the launch of the new TAG Think website has given new meaning to WYSIWYG to me.  In the back-end editor for uploading content to the website, I can actually see the formatting that will appear on the searchable webpage... it's WYSIWYG... What You See Is What You Get!

The Content Management Society will explore topics this year involving advances in technology for website content management.  Join the Content Management Society Group to stay up-to-date on what's going on in Georgia's Content Management Community!


Mar 05, 2010
michael

Advances in Technology have paved the way for successes in the Entertainment Industry, especially Film and Gaming...  pefect examples are the movie Avatar and Wii video games!

In the upcoming months, the TAG Entertainment Society plans to explore new technology and bring some fun and informative topics to our platform of programs.

I have attached a couple of resource articles that discuss some of the exciting developments that we have seen over the past couple of years that has created a new "technology phenomenon" in the Entertainment Industry in Georgia.

Eye-popping 'Avatar' pioneers new technology

Source:  SFGate.com

A Closer Look at the Nintendo Wii Atlanta GA
Source: directoryM.com

Join the TAG Entertainment Society Group today and stay up-to-date on what's going on in entertainment technology!


Mar 04, 2010
michael

 Plan on attending the Kick-off event for the newly formed Corporate Development Society to hear our distinguished panel of experts discussing the topics affecting corporations in Georgia and to build connections and locate resources to grow your business in 2010.

Topics discussed will include: M&A and Corporate Finance, Partnering and Joint Venture Strategies, and 2010 Trends in Corporate Development.

John Ryan, Director, Business Development with IBM is the Society Chair and he and the rest of the society board are planning events for the upcoming year.  Registration details can be found under the "Events" tab!

 


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