“The value we get from SiriusDecisions is around specific tactical advice for our demand generation campaigns. We made our money back in the membership on one campaign.” – Shakeel Bharmal, general manager, Purolator Global Chain Services
SiriusDecisions' Executive Advisory Services are membership-driven and role-based. They are built to provide senior-level business-to-business executives with the sales and marketing operational insight required to improve topline performance. By combining thought leadership, benchmark data, analytic tools, best practices and access to a peer and analyst network, members quickly receive the critical insight they need to make decisions effectively.
Executive Advisory Services enable decision-makers to leverage third-party information and ideas to better align sales and marketing efforts and to generate predictable revenue. Members access this information via email, telephone, events and a self-service research portal.
To learn more about each of our advisory services, please click through on the Research Services links in the sidebar.
Below, please find a list of recently published research.
Partner Assessment Process Deep Dive: Participants and Execution
In this brief, we explain how to define the pool of participants for a partner assessment, and best practices for preparing and executing the assessment.
The SiriusDecisions Social Demand Tactics Framework
In this brief, we describe the SiriusDecisions Social Demand Framework, a tool designed to help organizations understand how social media should be integrated into their demand creation program mix.
The SiriusDecisions Product Management Maturity Model
In this brief, we introduce the SiriusDecisions Product Management Maturity Model and describe how it can be used to evaluate a product management organization.
Strategic Account Plans: Eight Critical Components
In this brief, we define eight required components of a strategic account plan that leads to a deeper understanding of the customer’s business, a roadmap to coordinate the sales approach and an executable plan for a long-term relationship that maximizes account revenue.
Delivering Persona-Based Marketing Through Partners
In this brief, we outline six best practices for suppliers to deliver persona-based marketing programs through their channel partners.
Sorting Out Portfolio Marketing and Sales Enablement
In this brief, we define portfolio marketing and sales enablement, and discuss how the two groups must align to increase the effectiveness of the sales organization.
Crafting a Product or Solution Value Proposition
In this brief, we describe the components of a b-to-b value proposition and provide a worksheet for crafting these components into a statement that will ignite a spark of attraction between a buyer and a b-to-b offering.
Field and Regional Marketing: Building Global Influence
In this brief, we describe a three-part process that dispersed marketing functions can use to build and maintain influence with centralized global marketing.
Marketing Operations: Project Acceptance and Prioritization
In this brief, we outline the project acceptance requirements, prioritization process and criteria that marketing operations should apply when evaluating projects.
Operationalizing the Sales Quarterly Business Review
In this brief, we identify four sets of best practices that sales operations can use to develop and lead quarterly business revews (QBRs) that produce valuable insights and decisions.
Measuring the Impact of Account-Based Marketing
In this brief, we describe a layered approach to measuring account-based marketing (ABM) that provides insight and proof of contribution to the business.
Sales Enablement: Key Roles and Responsibilities
In this brief, we describe key roles and responsibilities for a dedicated sales enablement function.
Taking Stock of a Customer Advocacy Program
In this brief, we provide a checklist for evaluating four essential pillars of a b-to-b customer advocacy program.
The SiriusDecisions Social Intelligence Framework
In this brief, we introduce the SiriusDecisions Social Intelligence Framework, which provides a roadmap for overcoming the social intelligence learning curve and getting the most value from the organization’s investment in the selected tool.
The B-to-B Leader's Role in Supporting Customer Orientation
In this brief, we outline four types of support that leaders should provide to ensure that their staff members consistently engage in customer insight activities.
Communicating a Price Increase the Right Way
In this brief, we provide best practices for developing and delivering price increase messaging.
Using the Campaign Hierarchy for Content Architecture
In this brief, we describe how to develop a campaign hierarchy and associated buyer personas when developing the content architecture for a campaign.
This SiriusDecisions vendor profile focuses on BAO, a teleservices provider whose services include market intelligence, account intelligence, contact discovery, appointment setting, telemarketing and sales support.
Partner Assessment Process Deep Dive: Categories and Lenses
In this brief, we explain how suppliers can easily select and weight categories and lenses in the SiriusDecisions Partner Assessment Model to produce assessment results based on the desired partner profile.
The Demand Balance Index: Modeling Output and Efficiency
In this brief, we explain how to use the demand balance index to model the output and efficiency of an organization’s various lead management processes.