Do You Know How to Treat Unique Buyers as You Enter New Industries?
October 18, 2019 | By Jeff Clark
- Product, marketing and sales leaders need buyer insights to support an audience-centric go-to-market strategy
- Most B2B companies struggle as they move into new industries because they do not understand the unique buying patterns
- SiriusDecisions’ Buyer Insights Reports reveal behaviors, preferences and unique personas across 15 industries
When Is It Time to Fire a Channel Partner? Consider the Costs of Keeping Non-Performers
October 17, 2019 | By Stephanie Sissler
- The hard costs for keeping consistently non-performing partners are relatively low, but the opportunity costs can be significant
- Offboarding — the process of managing a partner termination — ensures all parties are on the same page when it comes to a partner’s exit
- With a solid partner agreement and a standardized offboarding process in place, partner terminations need not be overly complex, time consuming or risky
SiriusDecisions Demand Unit Waterfall™
Access NowThree Ways Buyer Insights Illuminate the Road Ahead for Product Management Leaders
October 15, 2019 | By Barry Vasudevan
- Product managers and functional leaders need knowledge about what drives buying decisions and how buyers want to interact
- Organizations often struggle with developing the necessary insight that goes beyond high-level buyer needs
- SiriusDecisions Buyer Insights Reports deliver insight about buyer behavior that product leaders can use when driving innovation
How Merrill Built a Common Language Around Personas to Support Audience-Centricity
October 14, 2019 | By Katie Fabiszak
- B2B organizations understand that buyer persona development is a critical component of an audience-centric go-to-market strategy
- By implementing best practices, Merrill was able to drive consistency across the product, sales and marketing teams and develop a pipeline of opportunities that represented the right audience
- Merrill successfully established a common language around personas
Your Revenue Engine:
Built for Speed, or About to Break Down?
Access E-BookBuyers Come in Many Flavors: What Our Buying Study Shows About Buying Behaviors
October 11, 2019 | By Ellen Lind
- One of the most popular topics across the SiriusDecisions client base is insights and guidance on understanding buyers’ needs
- SiriusDecisions’ biennial B-to-B Buying Study gathers data on buyer preferences across different global regions, industries and buyer personas
- In their Summit Europe 2019 session, Angela Leech and Paul Ferron shared EMEA-focused insights from this year’s study that organizations can leverage to inform sales, marketing and channel decisions at the regional level
Revenue Enablement: B2B’s New LBD
October 10, 2019 | By Ellen Lind
- Though sales enablement is making progress via competency-driven support for sales reps, other customer-facing personas receive less formal enablement
- B2B organizations vary widely in their approaches to enabling customer-facing associates, which can significantly affect the consistency of outcomes, scalability and measurement of impact
- In his Summit Europe 2019 session, Peter Ostrow shared how organizations can optimize their revenue engine by using the SiriusDecisions Revenue Enablement Framework