Recent Posts by Paul Teshima

For this week’s chart, we analyzed email activity trends over the last five years, and attempted to determine if overall email activity was on the decline. Today, we send more than 2 billion emails per quarter, so we thought that was a pretty good data set to analyze. We then normalized the email usage by the size of the contact database to account for customer growth and list fatigue. The results were very clear. Emails sent per 1,000 contacts has grown over 42% over the last...

What’s your marketing mix? Marketers are challenged to manage a variety of different tactics and channels to reach their audiences effectively. While the ‘secret sauce’ for online marketing success may differ across industries and business models, some techniques prove effective regardless. For this week’s chart, we analyzed the average page views per visit and per unique visitor for the corporate web sites of our customers over the last three years (42,000 months of data—or...

With Superbowl XLVII quickly approaching, it seemed like the perfect time to review some sports team specific benchmarks.  We took a deep look at the online activity for a number of sports teams in both the NHL and NBA, across the last three years, and then averaged the monthly stats for page views, emails, and form conversion rates. Not so surprising is that the activity is clearly highest during the peak of the regular season with all teams in the thick of the playoff hunt....

Dreamforce 2012 is just about to kick off this week, and it promises to be the biggest cloud event ever.  With many of our customers using salesforce.com AND also an increasing number of marketers attending, we thought it would be great to see what “effect” Dreamforce had on our customers on lead generation over the past few years. Well the results were pretty clear.  We were surprised how strong the impact on new leads per month were at the "0" month mark (the month when...

We have been tracking lead conversion rates from campaigns for the past 3 years, and when we did an analysis to compare campaigns with automation, to those without, we were not surprised to see that automated campaigns on average have a >200% higher conversion rate. However what we were surprised to see was that as conversion rates have decreased, automated campaigns dropped only 30% over the past 3 years, compared to 75% for "batch n' blast" campaigns.  So not only do...

Groupon’s IPO rocked the market on Friday (2nd largest tech IPO since Google) raising over $700 million, just on the heels of LinkedIn’s IPO success a few months ago (3rd largest since Google).  Both companies cater simultaneously to consumers (B2C) and businesses (B2B). It occurred to me it would be interesting to see how online activity, or digital body language, differs between companies that are either B2B or B2C. Traditionally one would think that a pure B2C company would...

think we can all agree that it has been quite a roller coaster ride since 2008.  The one thing I am happy about, is that it seems that when times are tough marketers turn to technologies like marketing automation to help them “do more with less” to maximize the effectiveness of their marketing efforts. One thing I have always wondered is if tracking the online activity (digital body language or DBL) of potential buyers is a good indicator of macro-economic trends....