“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.
The SiriusDecisions Metrics Spectrum
In this brief, we introduce the SiriusDecisions Metrics Spectrum, a framework that categorizes the metrics available for measuring and reporting on business performance.
Best Practices for Customer Referral Programs
A well-constructed customer referral program can play an important role for b-to-b organizations by converting customer advocacy into new sources of demand. In this brief, we outline three sets of best practices for designing a referral program.
Conducting a Content Process Gap Analysis
In this brief, we describe how to apply the SiriusDecisions Content Gap Analysis to identify areas of strength or weakness and begin moving toward a more optimized state.
Introducing the SiriusDecisions Marketing Competency Framework
In this brief, we introduce the SiriusDecisions Marketing Competency Framework, define its components and explain how it can be used to improve the performance of marketing organizations.
|Core Strategy Report|
Crafting the Ideal Marketing Mix
In this SiriusDecisions Core Strategy Report, we introduce a new methodology for planning a marketing mix based on what matters most to the buying audience.
Best Practices for Sales Onboarding
In this brief, we describe four sets of best practices to accelerate reps’ sales skill growth, increase their product knowledge and acclimate them to their new company.
Market Segmentation: Goals and Principles
In this brief, we review the goals of market segmentation and the principles that should be applied to define market segments.
Launch Team Composition and Governance
In this brief, we explain best practices for selecting launch team representatives from each stakeholder group, including the emerging practice of enlisting a project management office (PMO) to support the launch team.
|Core Strategy Report|
Developing the Industry Marketing Plan
In this SiriusDecisions Core Strategy Report, we provide a template and guidelines that industry marketing teams can use to develop and present an annual industry marketing plan.
B-to-B Sales: Roles and Responsibilities
In this brief, we define key b-to-b sales roles, their responsibilities, reporting structure, success metrics and compensation guidelines.
Persona-Based Web Strategy: Key Success Factors
In this brief, the second in a series on using personas to attract, engage and qualify a target audience to a b-to-b Web site, we describe required, recommended and best-in-class elements of a persona-based WCO strategy.
First 90 Days: Field Marketing Leader
In this brief, we outline a field marketing leader’s key activities for the first 90 days in the role and reference relevant SiriusDecisions research to ease the transition.
Opportunity Type Sales Strategies: Existing Customers
In this brief, we explore sales strategies to consider when selling to existing customers, including factors that impact which approach is best to take.
Sales Operations: Project Success Factors
In this brief, we describe three sets of best practices that sales operations should apply to ensure project success.
Deciphering Results From Customer Research for Product Discovery
In this brief, we outline a five-step process to consolidate, analyze and identify insights from customer research for product discovery.
Opportunity Type Sales Strategies: New Buyers
In this brief, we describe strategies for selling to new buyers based on their status in the buying cycle and the rep’s assessment of qualification criteria.
SaaS Development Priorities: Balancing Needs
In this brief, we describe a five-step process for prioritizing the diverse feedback and needs of SaaS buyer, customer and user audiences.
Partner Demand Services: Centralized
In this brief, we describe seven types of channel demand services that are typically provided by centralized channel marketing.
Account-Based Marketing Planning for an Industry Focus
In this brief, we outline two approaches to an industry-focused planning process for account-based marketers.
The SiriusDecisions Customer Marketing Maturity Model
In this brief, we introduce the SiriusDecisions Customer Marketing Maturity Model and describe how it can be used to evaluate the current state of an organization’s customer marketing activities.