How Independence Blue Cross predicts attrition in health insurance markets

John Balla
John Balla|May 10, 2012

I am at the 9th Annual SAS Health Care and Life Sciences Executive Conference, an extraordinary event that draws the best and the brightest leaders as both speakers and attendees from the pharmaceutical, health insurance, health care and related industries.  One session featured speakers from Independence Blue Cross sharing their [...]

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SAS uses its own solutions to boost conversion rates

Justin Huntsman
Justin Huntsman|January 2, 2012

Happy New Year! As we begin 2012, I think we can all agree there is no question that the explosion of digital technology over the past few years has redefined the relationship between vendor and customer. With so much product and vendor information just a click or a tap away, [...]

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Is your database ready to take the plunge into analytics?

Matthew Fulk
Matthew Fulk|October 13, 2011

I just returned from a vacation to the Pacific Northwest.  What a place!  The highlight was a whitewater rafting trip we took on the White Salmon River in Washington.  The trip is scenic and chaotic.  The track of river we ran delivers a steady barrage of class 3-4 rapids and [...]

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4 Steps to matching online behavior with real time offers

Will Waugh
Will Waugh|September 26, 2011

For marketers with a lengthy, complex sales cycle, it is still imperative to engage a potential buyer as quickly as possible with relevant information. In an online world, tools like “click to chat” help with those willing to engage  with vendors. In handling the volume of interactions of those who are not yet ready to [...]

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5 Tips for aligning your content strategy to your digital strategy

Will Waugh
Will Waugh|April 25, 2011

As a B2B marketing organization that promotes market-leading business analytics software and services, we at SAS have encountered the challenges that stem from our customer’s changing buy-cycle habits, as more and more turn to online channels for their research, evaluation, and consideration phases. We talk about these challenges in the [...]

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Lead management automation – 5 steps to implementation

Matthew Fulk
Matthew Fulk|March 28, 2011

Recently, my friend and colleague Will Waugh published Lead Management Automation – How We Did It and What we Learned, the first in this series of Lead Management Automation posts. While Will focused on outlining the digital marketing challenges we faced at SAS, I focused on solving those challenges. Here [...]

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Get a better view on the shoulders of giants

John Balla
John Balla|December 21, 2010

I recently had the pleasure to attend the keynote panel for NCDM, which began with introductory statements by Larry Kimmel, CEO of the Direct Marketing Association. One of his statements really set the tone for the panel and actually for the rest of the show: “Data, customer centricity and accountability [...]

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How to manage the world’s longest grocery list

John Balla
John Balla|December 17, 2010

Every night, I drive right by our favorite grocery store on my way home from work, so I usually call home to see if we need anything. Sometimes the list gets long and I have to pull over to write it all down. That’s how I manage our grocery list. [...]

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Lunchtime Reading, Part 2—Turning your Marketing Data into a Strategic Asset

Matthew Fulk
Matthew Fulk|December 1, 2010

This is a continuation of my last post, Lunchtime Reading—4 Steps to Getting Started with a Lead Nurturing System. SAS’ recently implemented Lead Nurturing System is a calculated means to better serve our prospects and customers, while moving us along a continuum of turning our marketing data into more of [...]

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Lunchtime Reading-4 Steps to Getting Started with a Lead Nurturing System

Matthew Fulk
Matthew Fulk|November 12, 2010

I was recently asked where to start once you have decided you want to implement a lead nurturing system. I thought it was a worthy question to write an answer to in a quick blog post. Here is what you need to begin: Educate yourself on the topic. Here are [...]

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