Marketing automation software - What do buyers look for?

03.07.11 04:10 PM By S.Swaminathan

I have been blogging a lot on marketing automation and the need for enterprises to make it a part of their marketing arsenal. Today, there is an increasing need for real-time marketing and only marketing automation software can provide them this agility. 

I came across a very interesting research by Lauren Carlson, a leading CRM Market Analyst on what do buyers look for, when they want to buy a marketing automation software. I liked her classifcation of content into market-level content & product-specific content.

Take a look at what buyers look for:

  1. The most important market-level content that they look for is pricing information & product comparison. Many a times, software vendors don't do a comparison w.r.t competitors and it makes sense to have it benchmarked against top competitiors and use it effectively for buyers to take a decision.
  2. The importance of online software demonstration is also extremely critical for these buyers.
  3. In the product-specific content, buyers look for user ratings and I think this is an extremely important point which many buyers look for. Publishing user ratings can help the vendors gain the trust of the buyers.
  4. User Reviews - is another facet that buyers want and getting business user reviews can certainly tilt the buying decision in their favour.

Before buyers take a decision on marketing software, the study shows what are the various content and information that must be addressed by marketing automation vendors. Read the full study here.


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