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
Three 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
SiriusDecisions Demand Unit Waterfall™
Access NowHow 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
Buyers 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
Your Revenue Engine:
Built for Speed, or About to Break Down?
Access E-BookRevenue 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
Cracking the Code: The Secrets of High-Performance B2B Revenue Engines
October 10, 2019 | By Jessica Lillian
- Although ample data is available on what makes top organizations different, wading through all the numbers can be difficult
- At Summit Europe, Phil Harrell and Meta Karagianni revealed the essential traits of high-performance revenue engines at b-to-b organizations
- The SiriusDecisions B2B High-Performance Index includes 36 data indicators that can help sales, marketing and product leaders ensure their functions meet their performance potential