BtoB articles from July 2005

BtoB archives from July 2005

Elliot Sloane, CEO, Sloane & Co., New York; Public relations.(Special Report: Who's Who in BtoB)
July 11, 2005... Byline: C.K. For public relations veteran Elliot Sloane, CEO of Sloane & Co., fundamentals come first. In order to develop and execute strategic communications programs for his clients, it's first necessary to determine a client's core...

Corrections.(Correction Notice)
July 11, 2005... Keith Bates & Associates was downsized, not disbanded, in 2000, and Keith Bates ran a high-tech ad firm, not a PR firm, for 30 years ("Word-of-mouth marketing gets people buzzing,'' June 13, p. 3). The Industry Standard executive in a...

John Osborn, President-CEO, BBDO New York; Agencies.(Special Report: Who's Who in BtoB)(BBDO Worldwide Inc.)
July 11, 2005... Byline: K.M. John Osborn, who was named president-CEO of BBDO New York last year, said the biggest challenge his agency faces is continuing to grow while acting like a small operation. "We want to leverage the size of our network,...

Robert Liodice, President-CEO, Association of National Advertisers; Associations.(Special Report: Who's Who in BtoB)
July 11, 2005... Byline: K.M. Robert Liodice's background in finance and accounting has prepared him well for his current post as president-CEO of the Association of National Advertisers, particularly as the industry focuses on marketing accountability....

Bill Gossman, President-CEO, Revenue Science, New York; Services/Tech.(Special Report: Who's Who in BtoB)
July 11, 2005... Byline: K.M. Bill Gossman, president-CEO of behavioral targeting company Revenue Science, likens the Internet to a desert with only a few oases where things can grow. His company helps advertisers find fertile spots by building...

AMD chips away at Intel;AMD aggressively pursues its arch rival both in the courtroom and in the microprocessor marketplace.(News)(Advanced Micro Devices Inc.)(Intel Corp.)
July 11, 2005... Byline: SEAN CALLAHAN Semiconductor manufacturer Advanced Micro Devices last month filed an antitrust lawsuit against Intel Corp., the dominant company in the microprocessor sector. AMD's legal maneuver is, of course, one way to fight...

Marketers, agencies face midlevel 'brain drain'.(News)
July 11, 2005... Byline: KATE MADDOX Marketers and agencies trying to beef up staff to handle increased business are faced with a stark reality: There is a lack of midlevel advertising and marketing people out there. This "brain drain,'' as Business...

Finding the funny in b-to-b ads.(Opinion)(business to business advertising)
July 11, 2005... Byline: Ellis Booker An executive hurries down an office corridor. One of his two lieutenants, racing beside him, points to his head and says, "It's all right here, sir'' just as he walks into an open file drawer-improbably placed at head...

RSS ad programs feed needs; Some see strong potential; others predict little impact.(Really Simple Syndication)
July 11, 2005... Byline: CAROL KROL Search engine companies and marketers are beginning to explore the marketing opportunities presented by Really Simple Syndication (RSS) despite industry studies that disagree as to the viability of RSS as an effective...

Law firms gain business savvy; Opportunities abound for those looking to market to national giants, niche firms.
July 11, 2005... Byline: ROGER SLAVENS Marketers are eager-even desperate-to reach and sell products to attorneys and their law firms. And they have good reason to be. According to the American Bar Association, the U.S. has more than 1 million licensed...

Marketers forge onward; Companies boost ad spending moderately despite troubling signs in the economy.
July 11, 2005... Byline: SEAN CALLAHAN The list of statistics that perhaps ought to alarm b-to-b marketers is growing longer. Oil futures set a record last week by closing at more than $61 a barrel. The Federal Reserve has raised interest rates for eight...

Jake Winebaum, CEO, Business.com, Santa Monica, Calif. Search.(Business.com)
July 11, 2005... Byline: C.K. Jake Winebaum, founder and CEO at Business.com, a vertical search engine, is having a very good year. All metrics are up: ad revenue, audience size, advertiser base and network base. Business.com provides access to...

Publishers pluck online properties; Gannett, others seek new revenue stream with technology, content acquisitions.(Advertising)(Column)
July 11, 2005... Byline: KATE MADDOX Several traditional publishers that are aiming to boost ad revenue and take advantage of new online advertising technologies have purchased online media companies recently. The latest such acquisition is Gannett...

New Campaigns.(Advertising)(Brief Article)
July 11, 2005... Infineon Technologies "What Do You Think?'' Agency: DeCarolis Design and Marketing, San Jose, Calif. Target audience: Senior managers and design engineers at electronic manufacturing companies Campaign objective: Raise awareness and...

Who's Who in BtoB: List.(Special Report: Who's Who in BtoB)(International Business Machines Corp)(United Parcel Service of America Inc.)(Merrill Lynch and Company Inc.)
July 11, 2005... MARKETERS Who: Lisa Baird What: VP-worldwide integrated marketing communications Where: IBM Corp., Armonk, N.Y. Why: Baird oversaw the continuation of IBM's "On Demand'' campaign, showing how IBM meets the needs of an on-demand world. She...

Untraditional Spree.(Advertising)(Acquisition of publishing industry)(Brief Article)
July 11, 2005... Traditional publishers are grabbing up online media companies in an effort to boost ad revenue and attract new advertisers. Some of the major deals so far this year: January: Dow Jones & Co. acquires MarketWatch.com, a financial news site,...

Matt Blumberg, Chairman-CEO, Return Path, New York; Direct & Database.
July 11, 2005... Byline: Carol Krol While ongoing spam problems have created obstacles for many e-mail companies, Matt Blumberg has managed to double Return Path's revenue in the past 12 months. The company will record between $20 million and $25 million...

Jeffrey Stevenson, Managing partner, co-CEO, Veronis Suhler Stevenson, New York; Analyst.
July 11, 2005... Byline: S.C. Jeffrey Stevenson graduated from Rutgers University in 1982 and went to work in mergers and acquisitions for media merchant bank Veronis Suhler, as it was known then. Five years later, he started Veronis Suhler's first private...

In Direct.(Direct Marketing Association appoints Alan Kuritsky)(InfoUSA inc.)(Harte-Hanks Cable Inc.)
July 11, 2005... B-to-b marketers plan to boost spending Sixty percent of b-to-b marketers plan to increase spending on outbound telemarketing in the next year, according to the Direct Marketing Association's inaugural "Customer Prospecting and Retention...

Quick Hits; Computer ad spending seen rising this year.(BearingPoint inc appoints Connie Weaver)(TechTarget)(Millward Brown acquired Dynamic Logic)
July 11, 2005... The 29th edition of Schonfeld & Associates' annual study, Advertising Ratios & Budgets, predicts a strong year in 2006 for computer advertising spending. The new research report tallies advertising spending versus sales ratios for more than...

Media Notes.(Business Media)
July 11, 2005... Scarborough develops combined print/online audience metric Scarborough Research has developed a new metric that combines the audience of traditional printed newspapers with the audience of their Web sites. The analysis found that newspaper...

Quick Hits; Ad spending seen rising 3.4% this year.(AdWatch conference)(rankings of business enterprises)(survey of marketers)
July 11, 2005... Ad spending in 2005 will reach $145.3 billion, up 3.4% over 2004, according to a forecast by TNS Media Intelligence. The forecast was presented last month at the AdWatch conference, which was co-hosted by TNS and Advertising Age, a sibling...

GE reorganizes operations into 6 business units.(Ecomagination)(appointments)(Brief Article)
July 11, 2005... Byline: SEAN CALLAHAN General Electric Co. announced late last month that it will reorganize its 11 businesses into six industry-focused businesses: GE Infrastructure, GE Industrial, GE Commercial Financial Services, NBC Universal, GE...

AGENDA.(Calendar/Datebook)(business conferences)(Brief Article)(Calendar)
July 11, 2005... Aug. 4 DMA List Vision 2005 Direct Marketing Association Marriott Marquis, New York www.the-dma.org Aug. 8-11 Search Engine Strategies 2005 Conference & Expo Jupiter Events San Jose McEnery Convention Center...

Karen Jones, VP-advertising, brand and promotions, DHL Express USA, Plantation, Fla. Marketing.(Special Report: Who's Who in BtoB)
July 11, 2005... Byline: Kate Maddox Karen Jones took on a big job when she joined shipping company DHL Express USA a little more than a year ago: oversee branding and advertising for the company's repositioning campaign, taking on competitors FedEx and...

Gary Marshall, President-CEO, CMP Media, Manhasset, N.Y. Media.(Special Report: Who's Who in BtoB)
July 11, 2005... Byline: S.C. Of the CEOs at the traditional big three technology media companies-CMP Media, International Data Group and Ziff Davis-CMP's Gary Marshall has the longest current tenure in the top job. He took over on Jan. 1, 2000, and in his...

Who's Who in BtoB.(Special Report: Who's Who in BtoB)(Brief Article)
July 11, 2005... The contestants on "Survivor,'' "The Apprentice'' and "The Contender'' don't stand a chance against BtoB's Who's Who. These executives have survived tough times, paid their dues and come out fighting. They are the leaders of the b-to-b...

Goat or Gloat.(Chasers; advertising images)(Brief Article)
July 11, 2005... Company: Veritas, Mountain View, Calif. Agency: Godfrey Q & Partners, San Francisco Market: Chief information officers Quick chase: The contrast between the gray hues of the bridge's roadbed and the four-color automobiles on the path to...

Cut to the Chase.(TM Advertising)(Adobe Systems Inc.)(Brief Article)
July 11, 2005... Company: ExxonMobil Agency: TM Advertising, Dallas Market: Corporate executives Quick chase: Simplicity carries the day in this spot for ExxonMobil that uses a teapot to illustrate the virtues of recycling. The steam rising from the spout...

Yahoo! service allows probing of 'deep Web'.
July 11, 2005... Byline: SEAN CALLAHAN A key problem facing publishers that offer paid content via the Web is that their premium offerings are often invisible to search engines. Hidden behind firewalls, these pages make up the "deep Web.'' A new...

Show a little personality.(Chasers)
July 11, 2005... An ad says a lot about your company. At least that's what your agency has been telling you. And the agency is correct. A company's advertising represents the best opportunity it has to portray its personality. A disorganized ad tends to...

Now holding on line 1: Pay-per-call.
July 11, 2005... Byline: Jim Grinney Pay-per-call technology, in which advertisers pay every time a searcher calls a unique phone number, is gaining marketplace momentum. A number of companies have developed some variation of the service, ranging from...

Avoid graphic standards trap.(Opinion)(Brief Article)(Column)
July 11, 2005... Byline: David Martino The scene is typical: branding experts conducting strategy sessions with senior executives routinely fostering the need for a singular brand image extending across every aspect of the company. While it is true that a...

G+J sells 'Inc.,' 'Fast Company' for $35 million; Sale to Morningstar founder marks G+J's exit from U.S. magazine business.(News)(G+J USA Publishing)(Inc. and Fast Company)(Brief Article)
July 11, 2005... Byline: SEAN CALLAHAN G+J USA Publishing, a unit of Bertelsmann AG, officially reached an agreement late last month to sell selected assets and liabilities of its Inc. and Fast Company magazines for $35 million to Mansueto Ventures, a firm...

Advanstar eyes possible sale; After earlier divestiture, company weighs options for remaining assets.(Business Media)(Advanstar Communications inc.)(Column)
July 11, 2005... Byline: SEAN CALLAHAN Advanstar Communications confirmed it is "exploring strategic alternatives, including a possible sale of the company.'' Advanstar has retained the investment banking group at Credit Suisse First Boston to assist...

Ask The Expert: Guaranteeing authenticity helps avoid false spam.(Net Marketing)(Interview)(Column)
July 11, 2005... Byline: Karen Bannan Authentication services are the buzzword of the year, and for good reason, explained Robb Wilson, VP-deliverability for e-mail marketing software and service provider Lyris Technologies, Berkeley, Calif. As marketers...

E-mail Marketer Insight: Put your best footer forward.(Net Marketing)(electronic)
July 11, 2005... Question: What should we include in the footer area of our e-mails? Answer: Marketers often overlook this prime piece of e-mail real estate. In addition to the legally required physical address and opt-out information, your e-mail footer...

Experian has grip on 'triggers'; New service alerts b-to-b clients to changes in businesses' demographic, credit data.(direct and database)(business to business )(Column)
July 11, 2005... Byline: CAROL KROL Data giant Experian in late June announced the launch of B2B Marketing Triggers, a service that uses credit and marketing data to help marketers improve response rates in their campaigns by pointing them to targets most...

Study: Small businesses focus on growth; Marketers use a variety of tools to retain their customers and increase revenue.(News)(Column)
July 11, 2005... Byline: KATE MADDOX Growing revenue and retaining customers are the top priorities of small businesses, and they are using a mix of marketing tools to achieve these goals, according to a survey released last month by marketing services...

Quote/Unquote; What do you expect business conditions to be like in the second half of the year?(Opinion)(Brief Article)
July 11, 2005... "I believe conditions will be similar to what we have seen over the past two years or so-positive but with some indicators providing a sense of caution.'' Michael Paradiso, VP-marketing, Computer Associates "The overall national...

LeapFrog clears spam, speeds extranet.(Net Marketing)(Gateway Security 360R)
July 11, 2005... Byline: KAREN J. BANNAN Last fall, Lisa Martin, president-CEO of LeapFrog Solutions, a strategic marketing and communications agency, was spending about an hour each day slogging through spam in her in-box. Worse, the influx of junk e-mail...

Industry Outlook: Consolidation means big opportunity.(Vertical Insight: Legal)(Interview)
July 11, 2005... Byline: Roger Slavens For marketers, law firms and their lawyers are an exclusive and elusive catch. They present opportunities for sales across a wide array of products and services, but the deliberative, cautious nature of this...

Fios discovers success with 'Blamp' campaign.(Vertical Insight: Legal)
July 11, 2005... Byline: ROGER SLAVENS Fios Inc. markets technology-driven services-specifically electronic discovery, a process that sorts through layers of documentation to find potential legal evidence-to corporate legal departments and law firms. The...

Known sender; New e-mail authentication solutions promise to protect legitimate messages, addressing the spam crisis that continues to threaten the medium.(Net Marketing)(electronic mail)
July 11, 2005... Byline: Carol Krol and Jessica Bobula The crippling spam problem continues to pose huge challenges for legitimate e-mail marketers. In addition to spam, deliverability roadblocks such as filters and blacklists, and fraudulent schemes like...

Authentication Solutions.(Net Marketing)(Sender Policy Framework )(Brief Article)
July 11, 2005... Sender Policy Framework (SPF) Developed by Meng Wong, CTO and co-founder, Pobox, it is the simplest of the authentication solutions currently being tested and deployed in the marketplace, and involves publishing the sender's IP or server...

Case Study: How LeapFrog Solutions Reduced Spam.(Brief Article)
July 11, 2005... Objective: LeapFrog Solutions needed to reduce the amount of spam coming into its in-boxes while continuing to provide secure intranet access to its vendors and clients. Strategy: The company installed security provider Symantec Corp.'s...

By Design: 'Ecomagination' Populates GE Site.(General Electric Co)(www.ge.com/geoterra)(Brief Article)
July 11, 2005... Byline: Jessica Bobula Company: General Electric Co. Web site: www.ge.com/geoterra Launch date: June 16, 2005 Agency: BLITZ, Beverly Hills, Calif. General Electric Co., promoting its "Ecomagination" initiative showing the...

Case Study: Fios Finds The Right Marketing Mix.(Brief Article)
July 11, 2005... Objective: To build awareness and increase sales of its electronic discovery service to corporate legal departments and law firms. Strategy: Create a marketing campaign that uses humor and practicality to differentiate Fios. Also, to...