SMBs Love AI, B2B Marketers Love Content Spend

This week on Funnel Frontier: Small businesses are winning big with AI. Discover why SMBs are outpacing the big guys.

This week:

• SMBs drive AI adoption, says Pipedrive report

• B2B marketers blow up content budgets in 2024

• Should your startup get an analyst?

• ClickUp vs monday.com

• The client/customer divide (via EngageBay)

Stat of the Week 

Last year, the most popular CRM SDK for Android apps was Intercom with 47% integration reach. Auth0 ranked second, and Zendesk ranked third. (Statista)

SMBs drive AI adoption, according to new Pipedrive report

Randy Newman’s anthem is “I Love L.A.” And small business? It’s “I Love A.I.”

That’s the takeaway from Pipedrive's latest State of Sales and Marketing report. It seems 42% of companies with less than ten employees are using AI. That’s some clip-clopping ahead of medium and large businesses, who clock in at 37% and 23% adoption, respectively.

The report, which surveyed 948 salespeople, founders, and CEOs across 85 countries, found a marked shift in sales and marketing dynamics: small, nimble entities are the ones embracing automation for its efficiency-boosting possibilities. 

Some other chin-stroke-able findings:

• 92% of respondents said they used at least one automation tool, while 81% used a CRM with automation tools

• 76% are optimistic about AI; only 8% were Negative Nellies

• Working longer hours doesn’t guarantee success—overworked peeps are 10% less likely to hit targets. 

Yet, despite the AI hype, humanity still rocks. 

According to Pipedrive CEO Dominic Allon, the report ultimately “highlights the resilience and adaptability of sales teams across industries. Despite the rise of AI, the importance of human relationships, value-based selling, and other essential skills remains paramount in the industry.”

As a real person who exists, that statement really speaks to me. By the way, you can scoop the free, full report here.

The Week @ CRM.org

Top 10 CRM Certifications. Because sometimes your charming personality needs to be backed by accreditation. 

HubSpot CRM Review. Our 2024 tell-all on the all-in-one popular vendor. 

Weekly Bloom

Xerox PARC and the Origins of GUI. The story of Graphical User Interface starts in the 1970s—and yes, it involves plenty of corporate skullduggery and missed opportunities.

Marketing content budgets go up

Are you sick of content? I have some bad news for you. 

91% of marketing leaders (in B2B and B2B2C) have raised their content budget in 2024. That’s according to a report from B2B tech + content agency 10Fold.

Yes, indeed, throwing money is the new black, with 46% of leaders ready to shell out between $500K to $5M to produce and distribute content.  

It’s an extravaganza! Dang nearly everyone (81%) is using AI to churn out endless streams of social posts and videos. Data-driven decisions are so hot right now—Google Analytics and CRM tools lead the sizzle.

• 40% of marketing execs expect to produce 3-5x more content than last year. 48% aim to publish daily

• 93% of leaders are collabing with third parties for content creation

• Social posts and videos ranked as top-priority content

“More content, more AI, more dollars” seems to be the mantra here. But is it a wise one? 

A recent article from IDC (which we covered a few weeks back) dumps a shaker of salt on this idea. It argues that advanced analytics and personalization should trump quantity. 

Because quantity has a quality all its own, but so does quantity with quality.

Stellar Strategies: Tips & Tricks for Sales, Marketing & Service

Does your startup need an analyst? (via IDC)

“Freudian or Jungian?” No, no, the other kind. 

In the world of B2B, startups often overlook industry analysts, thinking they're only for big fish. But analysts are eager to find the next big thing, and hey, that might be you! 

That’s according to IDC, who suggest engaging early (i.e. as a tiny startup) can provide invaluable insights, market validation, and a boost in visibility. Plus, while it might seem pricey, the ROI from analyst insights beats traditional PR. 

So, temper the myths, consider a pitch to the analysts, and think about how your startup might gain credibility, strategic direction, and maybe even some investor love from the experience. 

Because suits can still have a nose for innovation. 

ClickUp vs monday.com 

Two popular project management platforms, only one you.

And so, a wicked choice must be made. ClickUp is lauded for its user-friendly interface, while monday.com dazzles with its sleek design and podcast ad-reads.  

Fairly and truly, both are top-notch tools to streamline your project chaos. Either vendor provides features like task management, team collaboration, and automation to keep things soothing and serene.

ClickUp edges out with better time tracking and document management, but monday.com shines brighter in visualizations and analytics. 

In the end, it's a battle of hardcore functionality versus intuitiveness. We’ve got a full blow-by-blow here.

Negotiating the client/customer divide (via EngageBay)

Ever wonder if you should call your paying folks "clients" or "customers"? 

Let’s clear this up: if you're selling advice, call them "clients." If you’re selling stuff, call them "customers." 

Simple, right? Lawyers have clients; Apple has customers. And if you mix them up, don’t worry—nobody’s suing you. 

Of course, it gets deeper and windier. But essentially, “customer” implies volume and short-term transactions, while “client” implies networking, reputation-building, and a more drawn-out, time-intensive relationship. 

More lessons on semantics and selling here.

Galactic Gourmet

CRM blips from around the web

SugarCRM named “Product of the Year” at the 2024 Sammys. This is their second win in a row in the category. It’s also their fourth year in a row picking up an award at the Sales and Marketing Technology Awards (aka The Sammys).

Phenom acquires Tydy. HR software and CRM vendor Phenom will absorb Tydy’s preboarding/onboarding tools, offering the latter’s Employee Data Platform (EDP) as part of its suite. 

Creatio raises $200 million in latest funding round. The “no-code CRM” and workflow tool vendor received the bulk of its funds from Sapphire Ventures, and now reaches a total valuation of $1.2 billion.

Astronomical Assets

Significant Stock Moves from Last Week

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