ExactTarget Executive, Leading Industry Analyst to Discuss Future of Lead Management in Live Webcast

  ExactTarget Executive, Leading Industry Analyst to Discuss Future of Lead
  Management in Live Webcast

 Guest Speaker, Leading Analyst Lori Wizdo to Join ExactTarget’s Adam Blitzer
      to Share New Research on Business-to-Business Marketing Automation

Business Wire

INDIANAPOLIS -- February 15, 2013

Forrester Research, Inc. Principal Analyst Lori Wizdo will join ExactTarget
(NYSE:ET) for a live webcast at 1 p.m. (Eastern) Feb. 20 to share new research
on how business-to-business marketers can boost revenue with marketing

Sponsored by ExactTarget, the webcast will feature data from Forrester’s
“Pinpoint the Actions and Outcomes that Elevate Leads to Revenue” research and
will provide exclusive advice on how to improve lead management processes and
programs to drive marketing return on investment. “Lead-to-revenue management
is all about optimizing processes and practices to ensure that every scintilla
of potential revenue is realized from your marketing investment,” wrote Wizdo
in the Nov. 2012 report entitled “Pinpoint the Actions and Outcomes that
Elevate Leads to Revenue.” “You, as the B2B marketing executive leading the
L2RM initiative, need to identify and address processes and practices that are
the most effective in accelerating inquiries and leads toward a revenue event
and beyond.”

Key recommendations from the research include:

  *Balance structure and flexibility: Encourage structure and process through
    alternative techniques that support marketers’ strategic, creative and
    visual capabilities
  *Integrate and complement: Integrate project deliverables that complement
    existing campaigns across various departments
  *Demonstrate value: Emphasize early wins to gain acceptance and momentum
    throughout the organization

“The growth of marketing automation – much like other fast growing digital
marketing channels like social and mobile – requires marketers to take a new
approach that integrates various marketing touch points and point solutions
into a single platform to power a cross-channel customer experience,” said
Adam Blitzer, ExactTarget’s vice president of b-to-b marketing automation.
“Mastering the process for a single lead will enable your sales and marketing
teams to better scale your process thousands of times, leading to a more
efficient sales cycle and better overall ROI.”

Marketers may register for the complimentary webinar at

The news of the webcast follows ExactTarget’s October acquisition of
business-to-business marketing automation provider Pardot, a move that
extended ExactTarget’s ability to serve both business-to-business and
business-to-consumer marketers worldwide. Pardot enables marketing and sales
departments to create, deploy, and manage online marketing campaigns that
increase revenue and maximize efficiency. Featuring certified integrations
withsalesforce.com, NetSuite, Microsoft Dynamics CRM and SugarCRM, Pardot
powers lead nurturing and lead scoring to generate and qualify sales leads,
shorten sales cycles, and demonstrate marketing accountability.

About ExactTarget

ExactTarget is a leading global provider of cross-channel interactive
marketing software-as-a-service solutions that empower organizations of all
sizes to communicate with their customers through email, mobile, social media,
Web and marketing automation. ExactTarget’s suite of integrated applications
enable marketers to plan, automate, deliver and optimize data-driven digital
marketing and real-time communications to drive customer engagement, increase
sales and improve return on marketing investment. Headquartered in
Indianapolis, Indiana with offices in North America, Europe, South America and
Australia, ExactTarget trades on the New York Stock Exchange under the ticker
symbol “ET.” For more information, visitwww.ExactTarget.com.


Media Contact:
Finn Partners
Kari Brownsberger, 312.329.3980
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