I recently came across an interesting post by Vince Koehler of Sales Benchmark Index, a Georgia-based sales and marketing consultancy focused on sales effectiveness.  I recommend subscribing to their blog. The topic of Marketing automation is growing in popularity because of the increased pressure on marketers to show Marketing ROI.  Marketing has become more complex with the need for faster sales velocity, better insight into campaigns, and the flexibility to adjust marketing budgets on the fly.

I know, why is a PR Pro like myself writing about marketing automation? In a former life, I did a stint as a marketing operations manager.  But more importantly, PR and all marketing activities must foster engagement with identifiable communities and generate leads.  I take a holistic viewpoint in my PR practice and recognize the need for process integration and metrics.  We must always define and measure success. Continue reading →