SiriusPerspectives® Blog
Explore cutting-edge content focused on hot topics for b-to-b executives.
Interview With a SiriusStar: Cyrille Brisson, EMEA Marketing VP, Eaton
August 21, 2018 | By Lucia De Angelis-Jeziorski
- The SiriusStars blog series provides an inside look at how select high-performing clients use SiriusDecisions research and analyst inquiry to increase revenue, meet and exceed goals, and transform their organizations
- In this edition, we feature Cyrille Brisson, EMEA Marketing VP at Eaton Electrical
- We sat down with Cyrille to understand his background in sales and how he transitioned to marketing, what a typical day in his life looks like and his experience winning an ROI award at Summit Europe this year
It’s That Time of Year Again! Introducing the “SiriusDecisions’ Comprehensive Guide to Sales Compensation”
August 20, 2018 | By Barbara Rubis
- Sales compensation programs start with a strong foundation of corporate goals and objectives, go-to-market architecture, a plan and guiding principles
- Ensure sales roles, pay components and total targeted compensation link back to the program’s foundation
- Use an annual or semi-annual health check to stay focused on the sales experience and the effectiveness of the program
Six Changes Product Managers Must Consider When Pricing a SaaS Product
August 17, 2018 | By Lisa Singer
- Many b-to-b software offerings are evolving from on-premises to software as a service (SaaS), enabling the low cost of entry, upgradability and scalability that buyers seek
- The increased importance of customer retention and lifetime value in a subscription model means pricing and packaging must be more value focused and responsive than ever
- With these metrics in mind, suppliers moving from an on-premises to a SaaS offering should consider six areas when pricing and packaging the product
2018 Global Chief Sales Officer Study
Get the studyProduct Management Trends and Predictions for 2019
August 16, 2018 | By Jeff Lash
- SiriusDecisions has identified six assumptions that product management leaders should incorporate into their planning for 2019
- The rise of SaaS, agile and lean concepts has increased pressure to adapt quickly to meet customer needs, and drive customer retention and recurring revenue growth
- Learn more about these trends by downloading the SiriusDecisions Product Management Planning Assumptions for 2019
Why Attend Summit Europe 2018? Attendees Share Three Great Reasons
August 15, 2018 | By Isabel Montesdeoca
- SiriusDecisions Summit Europe 2018 will take place this October in London
- If you’re still on the fence, check out these thoughts from peers who have attended the event in the past and plan to return for this year’s event
- B-to-b sales, marketing and product leaders can expect to find a wealth of new ideas to help them increase revenue and improve their efficiency and effectiveness
Interview with a SiriusStar: Karen Loiterstein, SVP Marketing, Enterprise Bank & Trust
August 14, 2018 | By Luis Gonzalez
- The SiriusStars blog series provides an inside look at how select high-performing clients use SiriusDecisions research and analyst inquiry to increase revenue, meet and exceed goals, and transform their organizations
- In this edition, we feature Karen Loiterstein, senior vice president of marketing at Enterprise Bank & Trust
- We chatted with Karen about her career journey, including her experience leading marketing for a younger organization in a regulated industry
Global Campaign Strategy and Execution
Explore the steps required to develop and implement integrated campaigns and highlight considerations for each step.
Access e-bookThe New Frontiers of B-to-B Alignment
August 14, 2018 | By Meta Karagianni
- As the b-to-b revenue engine evolves, alignment must expand beyond the way sales, marketing and product engage and convert buyers
- Revenue leaders must gain a clear understanding of all the possible areas where alignment can support the attainment of key business objectives – including growth and profitability
- Failing to understand and operationalize alignment across new areas that support revenue and profitability will cause revenue leaders to fall behind
You Get What You Get and You Don’t Get Upset: How Sales Leaders Can Accelerate Revenue Growth by Increasing Sales Efficiency
August 13, 2018 | By Phil Harrell
- When planning for the new fiscal year, sales leaders focus on adding resources as the primary method of accelerating revenue growth
- Better use of current investments in headcount and improved process discipline are often overlooked as ways sales leaders can grow revenue more cost efficiently
- To understand how to better utilize their current investments in sales leaders must benchmark their sales organization against the metric of sales efficiency
Are You Ready for Account-Based Marketing?
August 13, 2018 | By Bob Peterson
- More than 90 percent of b-to-b companies note account-based marketing (ABM) as a key go-to-market strategy for 2018
- However, many companies embark on their ABM journey without fully knowing what they’re signing up for
- Conducting an ABM readiness assessment before implementation helps companies understand requirements
Digital Marketing Transformation: Charting a Digital Roadmap
Transform your digital marketing strategy to drive growth
Download e-bookHow to Improve Buyer Nurture by Letting Buyers "Binge-Watch"
August 09, 2018 | By Jessica Lillian
- Many b-to-b organizations give buyers bits of content gradually over the course of their lead nurture paths
- Depending on their needs, some buyers may wish to consume all available content at once
- Mervyn Alamgir of TIBCO recently spoke with SiriusDecisions about his latest insights into software trial users’ content preferences
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