SiriusPerspectives® Blog
Explore cutting-edge content focused on hot topics for b-to-b executives.
Key Regional Drivers Shaping CMOs’ 2019 Plans in North America, EMEA and Asia-Pacific
November 13, 2018 | By Meta Karagianni
- Confidence among b-to-b marketers is high; most of the more than 200 global CMOs surveyed expect their marketing budget to increase over the next two years
- North-American, EMEA and Asia-Pacific CMOs support different growth strategies that shape their marketing strategies and influence their marketing priorities
- Although North American, EMEA and Asia-Pacific CMOs have similar plans to add resources, marketing leaders must pay special attention to region-specific needs
Interview With a SiriusStar: Bryan Hauptman, Datto (Part Two)
November 12, 2018 | By Sharon Smith
- 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 continue our conversation with Bryan Hauptman, SVP of global sales at Datto
- We spoke with Bryan about his tips for other sales leaders, the value of working with SiriusDecisions and the sales technology he can’t live without
Winning the Three-Legged Race: How to Align Account-Based Marketing and Sales Technology Using the Demand Unit Waterfall™
November 09, 2018 | By Kate Pierpont
- A b-to-b organization’s sales and marketing teams must collaborate to ensure an aligned demand management process
- Matt Senatore and Barbara Rubis presented “Aligning Account-Based Marketing and Sales Technology Using the Demand Unit Waterfall™” at this year’s TechX in New Orleans
- Sales and marketing should select technology according to their business requirements for operationalizing the Demand Unit Waterfall
Account-Based Marketing
2019 Planning Assumptions Guide
Access NowThe Cure for Categoritis: The SiriusDecisions Tech Stack on a Page Debuts at TechX!
November 08, 2018 | By Kate Pierpont
- The first step after admitting your tech stack is suffering from “categoritis” is getting some help – Gil Canare and Jonathan Tam advised 470-plus TechX attendees on the path toward a better tech stack
- Rather than feeling pressured to buy more tech to throw at the symptoms, b-to-b orgs must take a measured approach and create a business plan and diagnose the core problem
- Curing categoritis begins with a new deliverable that debuted at this year’s event – the SiriusDecisions Tech Stack on a Page
Why Do I Keep Hearing, “Play it Again, SAM”?
November 06, 2018 | By Peter Ostrow
- Sales asset management deployments often fail to meet buyer expectations – why?
- Too often, shiny object syndrome motivates misguided sales enablement technology purchases
- Replacing a failing sales technology with a new product isn’t a panacea
Tapping Into Your Buyers’ Hive Mind: Are You Missing the Swarms’ Signals?
November 05, 2018 | By Kerry Cunningham
- Buying is a group activity in b-to-b, but most b-to-b organizations can’t identify the groups that are already on their website
- Collective or group behavior is likely to be a more reliable buying signal than the behavior of any one member of the group
- Buyers are already working as a team before you interact with them
2018 Global Chief Sales Officer Study
Get the studyInterview With a SiriusStar: Kathleen Pierce, Illumina (Part Two)
October 31, 2018 | By Carolynn Mallozzi
- 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 continue our conversation with Kathleen Pierce, director of content operations at Illumina
- We talked with Kathleen about what advice she has for peers facing similar challenges, the future of biotech/healthcare and where she finds inspiration
The Pareto Principle: Can Every Salesperson Be an A-Player? (Part II)
October 30, 2018 | By Dana Therrien
- Sales performance follows a predictable bell curve where only a few people produce half the results
- It’s time to rethink sales performance management – some A-players are just lucky C-players, while some C-players are unlucky A-players
- In this second post of a two-part series, we discuss some deeper insights into how the Pareto Principle and Price’s Law apply to b-to-b sales rep performance
Dialing Up an Audience-Centric Approach to Marketing
October 29, 2018 | By Barbara Winters
- Organizations that follow an audience-centric go-to-market approach experience many benefits, including better engagement and response rates and ultimately increased revenue
- Identifying and understanding target audiences and developing buyer personas are key first steps
- Transforming an organization to audience-centricity requires alignment across product, marketing and sales teams
Global Campaign Strategy and Execution
Explore the steps required to develop and implement integrated campaigns and highlight considerations for each step.
Access e-bookHow to Develop Your Value-Based Pricing Strategy
October 26, 2018 | By Lisa Singer
- Due to its potential to maximize revenue and profit, value-based pricing has become an increasingly popular pricing approach
- However, organizations often are confused about what to consider when developing a value-based pricing strategy
- There are five key elements to consider when seeking product, marketing and sales alignment on the value-based pricing strategy for an offering
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