Tag Archives: B2B Solutions

Technology Is Cool and All, But …

The introduction of new technologies for b-to-b sales and marketing organizations is accelerating more and more each day. In fact, it’s accelerating to the point where buyers are having trouble discerning one vendor’s solution from another. Even technologies once considered advanced, such as predictive and text analytics, are finding themselves commoditized to a certain extent. Now more than ever, it’s often everything the vendor offers beyond the technology that buyers should focus on to determine true differentiation between providers. Despite offering strong functionality, we see many vendors fall short in helping customers execute. It’s critical for organizations to consider what we call “essential elements,” the ability of a vendor to deliver and implement its solution. Here are two key essential element categories.

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Stay Away From Technology Islands

Choosing a tool without considering its ability to integrate with existing enterprise systems to share data will not improve the visibility or measurability of sales or marketing. Just as important as understanding the different tools and their capabilities in individual categories is learning how they can work together to form a critical backbone that drives productivity and insight between sales and marketing and the rest of the organization.

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Product Investment Decisions: Choosing Enhancements

The most prominent factor we see being used to prioritize a feature or version upgrade is ROI; namely, which enhancements will make the most money for the company? However, best-in-class ...

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Selling to B2B Decisionmakers? Take Two Aspirins and Call Us in the Morning

At our recent Summit, we shared data that confirmed what many of our clients have been telling – that their reps are invited into the buying process later and later ...

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Your Partner Program Is Served

Imagine you are dining in a fine restaurant and, after taking your order, the waiter returns with a box of ingredients and says, “OK, here’s everything you need to prepare ...

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Industry Solutions: Look Before You Leap

Before your enterprise makes the decision to go vertical, SiriusDecisions recommends you ensure that moving to an industry-oriented go-to-market strategy is the right course of action.  A common mistake to ...

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