Price vs. Features: First Time Marketing Automation Buyers and Experienced Users Care About Very Different Things

by Dan Freeman 
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I wanted to share this recent VentureBeat article in which I was interviewed....

If you own a marketing automation system, chances are you care most about features. But if you’re looking to buy a marketing automation system, chances are you care most about price. That’s just one of insights in a new report from VB Insight on the expanding field of marketing automation. (VB Insight is VentureBeat’s research platform.)

“That makes perfect sense,” report author Dan Freeman, the president of marketing consultancy Marketing Growth Strategies, said. “First-time implementers are just trying to do the nuts-and-bolts, simple stuff like landing pages or knowing who is visiting their website, while those who have been doing marketing automation for six months or a year are looking at the next stage … full nurture programs, automated workflows, and more.”

Current owners who are either adding to their system or switching to another rank features and ease of use as the most important parts of a system. New buyers who don’t currently use any marketing automation system, however, rank both total cost of service and monthly price above ease of use and price.
The two groups are looking for different functionality, and have different ideas about what to expect from their software, Freeman told VentureBeat.

“First-time buyers don’t know much about implementation … they kind of have in mind that the cost of the marketing automation effort equates to the cost of the software,” Freeman said. “But owners understand there’s more to it … both in costs and in returns.”
Read the full VentureBeat article...

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Marketing Growth Strategies LLC has been engaged in research, analysis, lead generation, and client implementation in the Marketing Automation sector since 2009 and has recently revised its highly successful 2014 Marketing Automation eBook.

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