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Lead Generation Insights

IEEE Builds App Resource for Non-Profits and NGOs

By Arti Patel 09/25/2013


Professional technical association IEEE has partnered with the Clinton Global Initiative (CGI) to help non-profit and non-governmental organizations advance their goals through a digital platform.

“CGI’s focus on providing innovative solutions to the world’s most pressing problems is directly in line with the mission of IEEE,” says E. James Prendergast, executive director and COO of IEEE, in a statement, “to...more

Summit Media Group Names New CEO

By Michael Rondon 07/29/2013

Summit Media Group has named Joseph Angel its president and CEO. He takes over for co-founder Lloyd Ferguson who will remain as a consultant after heading the company for 20 years.

Angel (pictured) has been with the b-to-b publisher, events producer and custom media provider since its opening in 1993, and continues as publisher of Packaging World and Contract Packaging. Packaging...more

Yahoo Improves Local Lead-Gen Services

By Michael Rondon 06/17/2013

As city, regional and specialty titles continue to fight for local business listings and ad dollars, massive web corporations are scaling their ground-level efforts and getting into the mix.

Yahoo is the latest to up its small business services, launching Yahoo! Localworks, a tool for improving online company profiles. The platform allows small businesses to fix incorrect or incomplete listings around the...more

TheStreet: Losses Shrink While Subscriptions Grow

By TJ Raphael 05/10/2013

The first quarter was a mixed bag for the online-only financial news company TheStreet, Inc. The company saw its paid subscriptions increase 13 percent year-over-year, generating revenues of $10.4 million. Despite the gain the company still reported a net loss of $1.7 million, bringing company revenues to $12.6 million.

The subscription gain is attributed to the addition of The Deal, which the company acquired last September, in addition to...more

CEIR: Exhibition Industry Growth Slows in Third Quarter

By Michael Rondon 12/06/2012


*Editor's Note: This story originally appears on FOLIO: sister site,

Exhibition industry growth slowed in the third quarter after posting strong gains in the first half of 2012.

According to the Center for Exhibition Industry Research (CEIR) Index, the tradeshow industry grew just 0.9 percent in Q3—down from 3 percent and 1.7 percent in Q1 and Q2, respectively—as the possibility of another economic crisis looms on the...more

Lead Generation to Brand Generation: From Chasing Customers to Creating Customers

By Tony Uphoff 03/01/2012

Few things have caused more disruption for business marketers and business media than the changing nature of demand generation.

Email, the Internet and social media have enabled drastic new ways to generate demand and engage with customers and prospects. As a result, many of the laws of physics in advertising and marketing—reach and frequency, brand awareness, brand preference and call to action—have been upended and replaced by brand generation to...more

B-to-C and B-to-B E-Mail List Pricing in Sharp Five-Year Decline

By Bill Mickey 07/21/2011

Summer 2011 list pricing, according to list marketing firm Worldata, was flat to down when compared to summer 2010 pricing. Eight categories saw declines, ranging from about 2 percent to 21 percent. However, a five-year look at the data indicates b-to-b and b-to-c email list pricing have been on a sharp drop.

Most categories, which include Attendees/Members, Business Mags/Controlled, Consumer Magazines and Databases/Masterfiles, among others, either rose or...more

Intelligence is Key for Transforming Lead-Gen Efforts

By Robert Keenan 07/14/2011

“Taking the $10 lead and turning it into the $100 lead.” I wish I could take credit for that phrase. But, I’d have to defer to Jason Ward, Edgell’s director of lead generation, for opening my eyes to the concept. It’s also become the motto that we, as a company, have used for the last year to rework and re-craft Edgell’s lead generation efforts.

How can a publisher make a shift?...more

Revitalizing Lead Generation with Analytics and Business Intelligence

By Brian Kelly 05/11/2011

Like so many other areas of the economy, the bottom dropped out of the lead generation business in 2009. Advertisers, in the face of a down market, were tightening their belts wherever they could and lead generation was an easy target. With so many companies offering the same sort of service, publishers were forced to compete on CPL pricing and some companies were basically giving away contacts for free.

Forward-thinking publishers...more

Advertisers, Businesses Could See Rocky Road to Information Collection

By TJ Raphael 04/14/2011

U.S. Senators John Kerry and John McCain announced the introduction of their bi-partisan legislation Tuesday that, if enacted, would limit the use and retention of personal consumer information for commercial uses.

The bill, entitled the Commercial Privacy Bill of Rights Act of 2011, aims to limit collection, use and dissemination of information for behavioral advertising and marketing strategies.

If the bill is adopted, companies will be required to provide "robust and clear...more

New Ideas for Directories

By Stefanie Botelho 04/05/2011

B-to-b publishers have long relied on directories (or buyer’s guides, depending on company terminology) to produce revenue and establish themselves as a valuable resource to their readers. Now, b-to-b publishers are finding new ways to add value to their directories, even as print is challenged (and often succeeded) by digital, and Google dominates the search market. 

How Media Companies are Repackaging Directory Offerings

Dave Iannone, president and CEO of Go Forward Media (a...more

Edgell Communications Overhauls Its Approach to Lead Gen

By Matt Kinsman 03/15/2011

Whatever happened to lead gen? The hot ticket for b-to-b publishers to generate new revenue from their very specified audiences has lost some of its luster, thanks to the market being commoditized by companies simply giving away names, as well as publishers not following through on actually driving and nurturing leads down the value chain.

In response, Randolph, New Jersey-based Edgell Communications, a b-to-b publisher serving the IT and seasonal...more


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