Digital White Papers

I L T A W H I T E P A P E R | M A R K E T I N G T E C H N O L O G Y 3 I N T H I S I S S U E I L T A W H I T E P A P E R | M A R K E T I N G T E C H N O L O G Y 4 2 0 1 9 M A R K E T I N G T E C H N O L O G I E S S U R V E Y R E S U L T S 41.90% 44 10.48% 11 18.10% 19 17.14% 18 7.62% 8 1.90% 2 2.86% 3 Q1 How many people work full-time in the marketing/business development department, group or team? Answered: 105 Skipped: 0 TOTAL 105 1 - 5 6-10 11 - 25 25 - 50 50 - 100 Greater than 100 We do not have one 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% ANSWER CHOICES RESPONSES 1 - 5 6-10 11 - 25 25 - 50 50 - 100 Greater than 100 We do not have one 1 / 76 2019 ILTA Marketing Technology Survey What is the highest level marketing technolo role at your firm? 13.33% 14 31.43% 33 24.76% 26 8.57% 9 21.90% 23 Q2 What is the highest level marketing technology role at your firm Answered: 105 Skipped: 0 TOTAL 105 Coordinator/Spe cialist Manager/Senior Manager Director Chief We do not have one 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% ANSWER CHOICES RESPONSES Coordinator/Specialist Manager/Senior Manager Director Chief We do not have one 2 / 76 2019 ILTA Marketing Technology Survey How many people work full-time in the marketing/business development department, group or team? 40.95% 43 21.90% 23 25.71% 27 10.48% 11 0.95% 1 Q3 How many people in the firm are dedicated full-time to marketing technology? Answered: 105 Skipped: 0 TOTAL 105 None 1 2 – 5 6 – 10 11 + 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% ANSWER CHOICES RESPONSES None 1 2 – 5 6 – 10 11 + 3 / 76 2019 ILTA Marketing Technology Survey How many people in the firm are dedicated full-time to marketing technolo? 42.86% 45 3.81% 4 18.10% 19 3.81% 4 0.00% 0 2.86% 3 0.95% 1 5.71% 6 13.33% 14 8.57% 9 Q4 What is the primary CRM/ERM solution that is used at your firm? Answered: 105 Skipped: 0 TOTAL 105 LexisNexis InterAction Thomson Reuters... ContactEase MS Dynamics Salesforce OnePlace Intellipad In-house developed We do not use a CRM System Other (please specify) 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% ANSWER CHOICES RESPONSES LexisNexis InterAction Thomson Reuters ContactNet/BDP ContactEase MS Dynamics Salesforce OnePlace Intellipad In-house developed We do not use a CRM System Other (please specify) 4 / 76 2019 ILTA Marketing Technology Survey What is the primary CRM/ERM solution that is used at your firm? 1.90% 2 0.00% 0 68.57% 72 14.29% 15 15.24% 16 Q5 Are you doing your CRM/ERM data maintenance at the firm or outsourced? Answered: 105 Skipped: 0 TOTAL 105 Outsourced domestically Outsourced internationally In-house Combination of in-house and... Not applicable 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% ANSWER CHOICES RESPONSES Outsourced domestically Outsourced internationally In-house Combination of in-house and outsourced Not applicable 6 / 76 2019 ILTA Marketing Technology Survey Are you doing your CRM/ERM data maintenance at the firm or outsourced? 53.33% 56 30.48% 32 3.81% 4 0.95% 1 11.43% 12 Q6 If your CRM/ERM data maintenance is done in-house, how many full- time data stewards do you have? Answered: 105 Skipped: 0 TOTAL 105 We don't have any full tim... 1-3 4-8 9 or more Not applicable 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% ANSWER CHOICES RESPONSES We don't have any full time data stewards 1-3 4-8 9 or more Not applicable 7 / 76 2019 ILTA Marketing Technology Survey If your CRM/ERM data maintenance is done in-house, how many full-time data stewards do you have? Coordinator/ Specialist Thomson Reuters ContactNet/BDP Combination of in-house and outsourced We don't have any full time data stewards B Y S T E P H A N I E R I C H T E R A N D A L L I S O N S P E N C E Content That Kills: How to Create Strategically Targeted Content to Attract Business ILTA's 2019 Marketing Technolo Survey Results I N T R O B Y K AT E C A I N Content That Kills: How to Create Strategically Targeted Content to Attract Business B Y S T E P H A N I E R I C H T E R A N D A L L I S O N S P E N C E I L T A W H I T E P A P E R | M A R K E T I N G T E C H N O L O G I E S 16 Experience Management: A Tale of Two Firms D espite differences in goals, practices, and strategies for winning new business, many firms experience similar underlying pain points. I observed this first hand when making a recent move between firms. Both Blank Rome and my prior firm had attempted to tackle the siloed data problem with first generation and homegrown experience solutions. While the solutions promised improvement, there were common shortcomings in easily integrating all relevant firm data sources, customizing and expanding the system to meet changing business needs, and locating and leveraging data to meet ever evolving requirements. For example, after a challenging experience using a legacy solution, my former business development team retreated to individually tracking experience in spreadsheets and re-using content from previous proposals. Resulting silos made it difficult to find the best experiences to leverage team wide. Proposal content was inconsistent, and the process was painfully slow due to manual intervention at each step of the process. Blank Rome had similar challenges when trying to make a go of a now defunct experience solution. Unfortunately, the system the vendor delivered didn't Experience Management: A Tale of Two Firms B Y J A C Q U E L I N E M A D A R A N G Future of Marketing Technolo: From the Perspective of the Next Generation of Industry Leaders A N I N T E R V I E W W I T H L A U R A G R A C E Y, L A U R I E PA U L M I T T E N T H A L , J E N N A S C H I A P PA C A S S E , A N D J O H N W I T T S 14 18 22 5

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