Whitepapers:

The Lead Management Framework
Silver Bullet Syndrome

Case Studies:

Client Quote

"The concept of a lead management process was a major shift in the way business and marketing had been conducted for more than 70 years. The Annuitas Group team literally transformed our marketing and sales initiatives by directing the entire implementation of a lead management process, marketing automation implementation, and CRM integration.” -- Lizbeth Tommy, Strategic Marketing for Dematic

Our Team

The Annuitas Group has assembled a first-class team of lead management and marketing programs experts with a diverse set of experience and skills. In all, our team brings more than 50+ years of hands-on experience in a variety of B2B companies both on the client and consulting side. And call us crazy but we love what we do. In every client engagement, you’ll find our team is hands-on in the trenches, immersing ourselves in your world to ensure you experience tangible results and measurable success.

	Carlos Hidalgo, CEO – Carlos is a known thought leader in B2B marketing for his keen insights on the development and implementation of lead management process, and is also a recognized expert in marketing automation. Most recently, Carlos was named a 2011 Who’s Who in BtoB Marketing. Additionally, both Carlos and his brother Jay were ranked in the top three in SLMA’s 50 Most Influential People in Sales Lead Management in both 2010 and 2009. He is a frequent speaker, blogger and guest contributor of many articles on B2B marketing. Prior to The Annuitas Group, Carlos was responsible for global SMB marketing at BMC Software. In this role, Hidalgo managed all aspects of marketing and customer relations for the SMB line of products including the creation of strategic messaging, go-to-market strategies, management of all customer communications and demand generation activities. He was also responsible for implementing global marketing best practices and processes, and ensuring all global direct marketing needs were being met. Prior to BMC, Carlos held similar roles at other various B2B companies including McAfee and Staffware, as well as Bertram, McKee & Associates, an independent marketing firm, where he was instrumental in delivering strategic marketing, lead management, generation and database development programs for Microsoft, IBM, HP and Avnet. Carlos received his bachelor’s degree in business communications from Cedarville University in Ohio.
	Jay Hidalgo, President – Jay has 20 years of expertise in developing and building market research, direct response, database development and lead management programs for regional mid-market businesses and national corporations. He has been a frequent speaker at various conferences and seminars about lead generation and lead management and is recognized as a thought leader in the industry. In 2010 and 2009, he and his brother Jay were both recognized in SLMA’s 50 Most Influential People in Sales Lead Management. Prior to The Annuitas Group, he was managing partner at Hidalgo & DeVries a marketing research & strategy firm. In this role, he was responsible for the overall sales of the company, client management and development of new practice areas. While in this role, he developed a closed-loop lead development and management program and delivered this to various clients including American Seating, Herman Miller and PPOM (a division of Blue Cross Blue Shield of Michigan). Jay received his bachelor’s degree in business communications from Cedarville University in Ohio.

	Jennifer L. Harmel, Senior Lead Management Consultant – Jennifer has over 15 years experience in direct and database marketing and has worked at a variety of companies, from Fortune 500 companies in the US and Europe to governmental agencies to small start-ups. Prior to joining The Annuitas Group, Jennifer was managing partner at MergingDesign, a marketing agency specializing in branding, interactive design, and integrated marketing. Throughout her career, Jennifer has helped companies become best practice direct marketing organizations with lead nurturing streams, database segmentation, measurable results, and global execution.
	Missy Heilman, Senior Lead Management Consultant – In 2008, Missy joined The Annuitas Group as a Senior Lead Management Consultant. Prior to joining The Annuitas Group, Missy spent nearly four years with Silverpop (formally Vtrenz) and is a recognized ‘power user’ of Silverpop’s marketing automation solution. After the merger of the two organizations, Missy oversaw the implementation of EngageB2B for internal marketing use and championed the overhaul of the internal lead management process. In addition, she was a key player on the product strategy team which released powerful functionality such as lead scoring, integration with CRM and reporting based on the Sirius Decisions waterfall. With more than ten years of high tech marketing experience, she has also worked for large organizations such as PeopleSoft (now Oracle) as a product marketing manager developing go-to-market strategies for both the financials and human resources product lines and for Microsoft as a communications specialist on the Microsoft Dynamics® GP (formerly Great Plains) product marketing team.
	Brenda Kring, Senior Lead Management Consultant– Brenda has over fifteen years’ experience in marketing operations, demand generation and communications in the enterprise high tech industry. She has a proven track record in working across marketing, sales and IT teams to develop successful demand generation programs with best practice, closed loop tracking and measurement. Before joining The Annuitas Group, Brenda was Vice President, Consulting Services for Marketing Transformation Services (MTS). Her work with clients covered all stages of marketing automation deployment from building business requirements and soliciting corporate buy-in through vendor selection, implementation, and process optimization. Prior to MTS, Brenda was Director, Demand Generation for CyberSource, where she was responsible for sales and marketing pipeline performance. Their work was recognized by SiriusDecisions in 2009 when they were awarded CyberSource their Return on Integration Award. Brenda has served on the board of directors for MOCCA (Marketing Operations Cross Company Alliance) and the Silicon Valley America Marketing Association. Brenda holds an MBA in Marketing from California State University, Hayward.
	Sarah Vogel, Senior Lead Management Consultant – Sarah joins the Annuitas Group as a leading consultant with over 10 years of experience in developing and implementing effective marketing strategies that drive sale and ROI. She has a diverse knowledge of high tech online marketing, B2B, marketing and sales alignment, lead management, demand generation and event management. With an in-depth expertise of marketing automation execution as a Marketing Manager at Silverpop (formerly Vtrenz) for 5 years, she implemented the #1 top performing campaign driving over 1460% ROI in new sales and in 1 year increased lead flow by 118%. Prior to Silverpop/Vtrenz, she was employed at Microsoft where she developed and managed existing customer marketing communications.
	Lori Piening, Strategic Services – Lori Piening is a seasoned technology marketing communications professional with a passion for online marketing. Her 16+ year career includes positions with both established and start-up software and hardware companies including Dell, Tivoli, Question.com and AMD. Most recently, Lori was Director of Marketing Communications for Zilliant, a provider of enterprise price optimization software where in her four-year tenure, the company achieved double or triple digit growth each year. Lori’s expertise lies in go-to-market strategy and execution including marketing plan development, demand generation programs, organic search engine optimization (SEO), pay-per-click (PPC) advertising, social media and event planning. She is also a certified Google Adwords Professional™. Lori serves as a director on the National Alumni Board of the University of Kansas.