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	  		<title>SiriusDecisions-SiriusDecisions Research-</title>
	  		<link>http://siriusdecisions.com</link>
	  		<description></description>
	  		<language>en-us</language>
	  		<copyright>Copyright 2012 SiriusDecisions</copyright>
	  		<pubDate>Wed, 22 Feb 2012 13:53:16 -0600</pubDate>
	  		<lastBuildDate>Wed, 22 Feb 2012 13:53:16 -0600</lastBuildDate>
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		  <title>Demand Type: Its Impact on Content Strategy</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=DemandTypeItsImpactonContentStrategy</link>
		  <description>
		  <![CDATA[
			Abbreviated: In this brief, we examine how the concept of demand type can be used to more clearly define the buying process, buyer information needs and ultimately a more efficient and effective content strategy.    &nbsp;


    Aligning content with the buying process and buyers&rsquo; informati

		  ]]>
		  </description>
		  <pubDate>Mon, 20 Feb 2012 21:03 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=DemandTypeItsImpactonContentStrategy</guid>
		</item>		<item>
		  <title>A Roadmap for Marketing Measurement: Evolution</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=ARoadmapforMarketingMeasurementEvolution</link>
		  <description>
		  <![CDATA[
			Abbreviated: In this brief, the last of a four-part series, we dive deeply into the evolution phase of our roadmap for developing and delivering marketing measurement.


    Our three-phase roadmap guides marketing measurement projects from goal setting through execution and evolution
    To imp

		  ]]>
		  </description>
		  <pubDate>Mon, 20 Feb 2012 20:57 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=ARoadmapforMarketingMeasurementEvolution</guid>
		</item>		<item>
		  <title>Agency Project Management: Defining the Project Charter</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=AgencyProjectManagementDefiningtheProjectCharter</link>
		  <description>
		  <![CDATA[
			Abbreviated: In this brief, the first in a series on agency project management, we outline how to create an internal project team and a charter document to define project goals and guide agency selection.


    Due to the resources required to select, onboard and manage a creative or interactive 

		  ]]>
		  </description>
		  <pubDate>Mon, 20 Feb 2012 20:56 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=AgencyProjectManagementDefiningtheProjectCharter</guid>
		</item>		<item>
		  <title>The SiriusDecisions Product Messaging Map Framework</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=TheSiriusDecisionsProductMessagingMapFramework</link>
		  <description>
		  <![CDATA[
			Abbreviated: In this brief, we explain the components of a product and solution messaging map, and the eight steps needed to craft precise, meaningful persona-based messaging.


    Messaging is a key activity in the design stage of the SiriusDecisions Product Marketing and Management Model
    

		  ]]>
		  </description>
		  <pubDate>Mon, 20 Feb 2012 20:55 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=TheSiriusDecisionsProductMessagingMapFramework</guid>
		</item>		<item>
		  <title>Sales Compensation Trends: The Simpler, the Better</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=SalesCompensationTrendsTheSimplertheBetter</link>
		  <description>
		  <![CDATA[
			Abbreviated: In this brief, we review the sales compensation management practices, metrics and tools that leading b-to-b organizations are using to keep compensation simple and drive better outcomes.&nbsp;


    One of the biggest trends in b-to-b sales compensation today is the reduction of plan

		  ]]>
		  </description>
		  <pubDate>Mon, 20 Feb 2012 20:53 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=SalesCompensationTrendsTheSimplertheBetter</guid>
		</item>		<item>
		  <title>Tactic Deep Dive: Dimensional Mailers</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=TacticDeepDiveDimensionalMailers</link>
		  <description>
		  <![CDATA[
			Abbreviated: In this brief, the latest in a series of deep dives focused on optimizing a range of demand creation tactics, we take a closer look at how to improve the performance of dimensional mailers.&nbsp;


    Our series on optimizing day-to-day demand creation efforts continues with a look 

		  ]]>
		  </description>
		  <pubDate>Mon, 20 Feb 2012 20:52 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=TacticDeepDiveDimensionalMailers</guid>
		</item>		<item>
		  <title>The SiriusDecisions Sales Productivity Scorecard</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=TheSiriusDecisionsSalesProductivityScorecard</link>
		  <description>
		  <![CDATA[
			Abbreviated: In this brief, we introduce the SiriusDecisions Sales Productivity Scorecard, which combines six categories of sales effectiveness and efficiency criteria to provide sales management with clear insight into where the sales force is performing well and where improvement is needed.


 

		  ]]>
		  </description>
		  <pubDate>Sat, 4 Feb 2012 23:11 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=TheSiriusDecisionsSalesProductivityScorecard</guid>
		</item>		<item>
		  <title>Synygy</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=Synygy</link>
		  <description>
		  <![CDATA[
			Abbreviated: This SiriusDecisions vendor profile features Synygy, a sales performance management technology and services provider whose capabilities include sales compensation management, territory and channel management, quotas and objectives management, and reporting and analytics.


    Sales 

		  ]]>
		  </description>
		  <pubDate>Sat, 4 Feb 2012 23:10 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=Synygy</guid>
		</item>		<item>
		  <title>Partner Recruitment and the B-to-B Distributor</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=PartnerRecruitmentandtheBtoBDistributor</link>
		  <description>
		  <![CDATA[
			Abbreviated: In this brief, we use the stages of the SiriusDecisions Channel Recruitment Waterfall to frame how suppliers can collaborate with their distributors to recruit the most productive resellers to sell their offerings.


    Many suppliers tend to recruit partners that volunteer interest

		  ]]>
		  </description>
		  <pubDate>Sat, 4 Feb 2012 23:05 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=PartnerRecruitmentandtheBtoBDistributor</guid>
		</item>		<item>
		  <title>Marketing Budgets: The Strategic Allocation Model</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=MarketingBudgetsTheStrategicAllocationModel</link>
		  <description>
		  <![CDATA[
			Abbreviated: In this brief, we explain how to use a strategic allocation model that drives the budgeting process with a series of manageable, logical steps.


    Dividing the marketing budget process into manageable components helps achieve both clarity and alignment
    Four major sources shou

		  ]]>
		  </description>
		  <pubDate>Sat, 4 Feb 2012 23:03 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=MarketingBudgetsTheStrategicAllocationModel</guid>
		</item>		<item>
		  <title>Creating a Competitive Comparison Guide</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=CreatingaCompetitiveComparisonGuide</link>
		  <description>
		  <![CDATA[
			Abbreviated: In this brief, we describe the requirements for product marketers creating a competitive comparison guide to be used by sales and marketing teams.


    The competitive comparison guide is a best practice tool by a range of b-to-b sales and marketing functions
    A common mistake w

		  ]]>
		  </description>
		  <pubDate>Sat, 4 Feb 2012 23:00 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=CreatingaCompetitiveComparisonGuide</guid>
		</item>		<item>
		  <title>Capitalizing on Concept Validation Testing</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=CapitalizingonConceptValidationTesting</link>
		  <description>
		  <![CDATA[
			Abbreviated: In this brief, we explain how to structure a concept validation testing  program (a key activity in the SiriusDecisions Product Marketing and  Management Model), build the interview guide, conduct the interviews and  use the results.


    Concept validation testing is a key activity

		  ]]>
		  </description>
		  <pubDate>Sat, 4 Feb 2012 22:59 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=CapitalizingonConceptValidationTesting</guid>
		</item>		<item>
		  <title>Brainshark Channel Edition</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=BrainsharkChannelEdition</link>
		  <description>
		  <![CDATA[
			Abbreviated: This SiriusDecisions vendor profile features Brainshark Channel Edition, which offers b-to-b channel marketers a portal-based training and marketing platform &ndash; designed with the partner audience in mind &ndash; which enables organizations to create, deliver and manage rich media c

		  ]]>
		  </description>
		  <pubDate>Sat, 4 Feb 2012 22:57 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=BrainsharkChannelEdition</guid>
		</item>		<item>
		  <title>Birch Worldwide</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=BirchWorldwide</link>
		  <description>
		  <![CDATA[
			Abbreviated: This SiriusDecisions vendor profile features Birch Worldwide, which provides channel marketing and management applications and services that help suppliers automate channel program operation, manage incentives, training/certification and special-bid pricing, register partner deals and g

		  ]]>
		  </description>
		  <pubDate>Sat, 4 Feb 2012 22:55 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=BirchWorldwide</guid>
		</item>		<item>
		  <title>Three Pillars of Best-in-Class Social Media Governance</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=ThreePillarsofBestinClassSocialMediaGovernance</link>
		  <description>
		  <![CDATA[
			Abbreviated: In this brief, we outline the three pillars of a social media governance strategy and explain how b-to-b organizations should implement them for both internal and external activities.


    A clear governance policy that enables individual employees to become social contributors must

		  ]]>
		  </description>
		  <pubDate>Sun, 29 Jan 2012 16:16 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=ThreePillarsofBestinClassSocialMediaGovernance</guid>
		</item>		<item>
		  <title>The SiriusDecisions Sales Enablement Model: Sales Engineer</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=TheSiriusDecisionsSalesEnablementModelSalesEngineer</link>
		  <description>
		  <![CDATA[
			Abbreviated: In this brief, we use the SiriusDecisions Sales Enablement Model to identify the elements required for a sales engineer to excel.    &nbsp;


    Enablement&rsquo;s mission is to identify, develop and improve the knowledge, skills and processes of sales personnel
    The SiriusDecis

		  ]]>
		  </description>
		  <pubDate>Sun, 29 Jan 2012 16:13 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=TheSiriusDecisionsSalesEnablementModelSalesEngineer</guid>
		</item>		<item>
		  <title>In Your Sights: Framing the Competitive Profile</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=InYourSightsFramingtheCompetitiveProfile</link>
		  <description>
		  <![CDATA[
			Abbreviated: In this brief, we describe the elements of competitive profiles that should be provided by corporate competitive intelligence or market intelligence (CI/MI) functions to reveal how market trends and competitive maneuvers may impact progress toward strategic objectives.


    Competit

		  ]]>
		  </description>
		  <pubDate>Sun, 29 Jan 2012 15:46 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=InYourSightsFramingtheCompetitiveProfile</guid>
		</item>		<item>
		  <title>A Roadmap for Marketing Measurement: Execution</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=ARoadmapforMarketingMeasurementExecution</link>
		  <description>
		  <![CDATA[
			Abbreviated: In this brief, the third in a four-part series, we dive deeply into the execution phase of our roadmap for developing and delivering marketing measurement.


    Our three-phase roadmap guides marketing measurement projects from goal setting through execution and evolution
    Deep 

		  ]]>
		  </description>
		  <pubDate>Sun, 29 Jan 2012 15:44 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=ARoadmapforMarketingMeasurementExecution</guid>
		</item>		<item>
		  <title>Enterprise Software Trials: Driving Continued Progress</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=EnterpriseSoftwareTrialsDrivingContinuedProgress</link>
		  <description>
		  <![CDATA[
			Abbreviated: In this brief, we focus on strategies to monitor prospect behavior during an enterprise software trial for the purpose of tailoring offers and responses and, where necessary, intervening to encourage behaviors that increase the likelihood of a favorable experience.


    B-to-b compa

		  ]]>
		  </description>
		  <pubDate>Sun, 29 Jan 2012 15:42 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=EnterpriseSoftwareTrialsDrivingContinuedProgress</guid>
		</item>		<item>
		  <title>The SiriusDecisions Sales Enablement Model: Strategic Account Manager</title>
		  <link>http://www.siriusdecisions.com/live/home/document.php?dA=TheSiriusDecisionsSalesEnablementModelStrategicAccountManager</link>
		  <description>
		  <![CDATA[
			Abbreviated: In this brief, we use the SiriusDecisions Sales Enablement Model to identify the elements required for strategic account managers to excel.


    Enablement&rsquo;s mission is to identify, develop and improve the knowledge, skills and processes of sales personnel
    The SiriusDecis

		  ]]>
		  </description>
		  <pubDate>Mon, 23 Jan 2012 07:40 -0600</pubDate><br/>
		  <guid>http://www.siriusdecisions.com/live/home/document.php?dA=TheSiriusDecisionsSalesEnablementModelStrategicAccountManager</guid>
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