Should You Make Your Prices Public on Your Website?
December 04, 2019 | By Lisa Singer
- B2B customers are increasingly expecting consumer-like experiences, such as immediate access to a product’s pricing clearly stated on an organization’s website
- There is a strong argument for publishing prices, as such transparency can often accelerate the sales process and increase sales productivity
- Organizations should consider six elements when determining whether or not to publish prices
What Can Customer Data Platforms Do For You?
December 02, 2019 | By Julian Archer
- Data fuels the marketing engine, but most B2B marketers have low confidence in the quality and reach of their data and data management skills
- Customer data platforms (CDPs) promise a packaged solution for these critical challenges
- All data system acquisition decisions must adopt a rigorous evaluation process to ensure investment is justified and will add business value to the overall tech stack
B2B Marketing Certification Program
Learn MoreTechX 2019 Case Study Preview: An Interview With 6sense
November 27, 2019 | By Jessica Lillian
- This year’s SiriusDecisions Technology Exchange will feature more than a dozen must-attend case studies showing how real-life organizations use the hottest B2B technologies
- Latane Conant, CMO of 6sense, recently spoke with us about her organization’s presentations at TechX
- In addition to presenting a case study, 6sense will be hosting an educational lunch-and-learn session
Customer Success at Scale — Yes, It Can Be Done!
November 26, 2019 | By Lisa Nakano
- Customer success organizations are doing a good job of managing a high-touch approach to the largest accounts — but what about smaller accounts that don’t justify having their own customer success manager?
- Using a resource-efficient digital approach to address the “long tail” of customers creates a post-sale experience that makes customers feel valued
- If organizations don’t consider a continuum of capabilities and default to a one-size-fits-all approach, they may provide a subpar customer experience and sacrifice retention and growth
Chief Sales Officer: 2020 Planning Guide
Access GuideWhat Good Tech and Pancake Stacks Have in Common
November 25, 2019 | By Gil Canare
- Over the last 10 to 15 years, marketing has focused on developing new specialties, with the side effect of creating organizational and technology separation
- B2B organizations can provide a dizzying range of interactions and experiences, but many struggle to create a single cohesive experience
- In the near future, best-in-class marketing organizations will have the ability to operate in four distinct capability layers that are horizontally integrated across the organization
Are You Rolling a Boulder Uphill? Make Sure Ops Supports Engagement
November 22, 2019 | By Lisa Nakano
- Many organizations have an incomplete picture of their customer journey due to a disconnect between operational functions and customer-facing organizations
- Antiquated operational systems fail to support modern needs for customer-centricity and data-informed customer actions
- Organizations must develop a closed-loop system to connect operational functions and customer engagement, despite the related challenges