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by Matt Manning No matter how many articles are written about the critical importance of data to the functioning of a modern enterprise, it remains a fact that keeping critical data up-to-date is only a reality for a handful of ... Read more

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posted by Shyamali Ghosh on April 25, 2018

by Matt Manning The intent to purchase has always been a critical piece of information to b-to-b marketers and the information services that serve them. Intent comes in many forms: Past purchases: The core of any direct marketing campaign is ... Read more

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posted by Shyamali Ghosh on January 10, 2018

by Matt Manning Some 18 years ago I spoke at the European Association of Directory Publishers conference. This was at the very height of irrational exuberance over online information services. The conference attendees were all very interested in transactional business ... Read more

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posted by Shyamali Ghosh on December 11, 2017

by Matt Manning This year’s Business Information Media Summit (BIMS) continued the tradition of a strong program including some of the information industry’s leading lights. The general sessions took on more of a ‘data’ feel than in past years. Keynoters ... Read more

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posted by Shyamali Ghosh on November 27, 2017

by Matt Manning There is often a tendency for the folks who build and run information services to adopt a “set it and forget it” approach. These services are tough to build and once they are up and running it’s ... Read more

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posted by Shyamali Ghosh on October 24, 2016

by Matt Manning CRM databases are full of bad, old data. The garbage continues to accrue over time getting worse as new files from purchased lists are added, acquired firms’ CRM files are merged, and salespeople keep adding their Rolodexes ... Read more

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posted by Shyamali Ghosh on August 29, 2016

by Matt Manning The move to marketing automation platforms, “lead scoring” (prioritizing sales prospect records based on data analysis of your customer base), and predictive analytics (pure data-driven decision-making) is shifting the very foundation of the information industry. Publishers could ... Read more

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posted by Shyamali Ghosh on June 11, 2015

by Matt Manning The recent news that Dun & Bradstreet purchased data-dealer turned data management service provider NetProspex further advances two seemingly contradictory corporate storylines for the B2B data industry’s bellwether. This may be another in D&B’s string of acquisitions ... Read more

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posted by Shyamali Ghosh on January 12, 2015

by Matt Manning New products come and go. The very best thrive for decades. Every once in a blue moon comes an idea so perfectly timed and executed that it could literally last forever. LinkedIn is one of those products—a ... Read more

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posted by Shyamali Ghosh on June 16, 2014