Home › SiriusPerspectives® Blog

SiriusPerspectives® Blog

Robert Frost's poem "The Road Not Taken" is often interpreted as advice to always take the less-traveled path, but others suggest it's more about second-guessing choices made in the past
Many sales enablement leaders are focused on innovative tactical choices, but second-guessing tactical decisions distracts from a strategic focus on sales effectiveness
SiriusDecisions has outlined a range of responsibilities that sales enablement leaders can leverage to pull back and separate the forest from the trees

What does the future of b-to-b sales and marketing technology hold?
Get ready for this year’s SiriusDecisions Technology Exchange with our vendor roundtable
Meet these leading companies and others at the TechX Marketplace!

CA Automic transformed their approach to lead nurturing and doubled its nurture program contribution to pipeline
This systematic and granular approach began with looking at the data in a whole new way
The improvement demonstrates the importance of testing, iteration and improvement to ensure organizations connect to the right person, with the right message, at the right time, every time

Marketing messaging and value propositions that only focus on an offering’s features or company capabilities are destined to fail
Best-in-class organizations take their segmentation far deeper than just the market level and also address the account, buying center, buying group and buyer persona levels
Messaging must resonate with all audience levels across the full buying decision process, providing insights into how demand is sourced and influenced

A channel strategy depends on C-level support to raise its profile, but many executives still question the ROI of indirect channel partners
Without proper management, a company’s risk exposure can magnify when channel partners conduct business on its behalf
There is no silver-bullet solution to mitigating channel risk; it takes a proven multi-pronged approach

Interest in intent data is on the rise among b-to-b marketing and sales leaders
Many vendors offer various types of intent data monitoring capabilities
Intent data monitoring vendors should be evaluated across four critical areas

The SiriusDecisions Summit APAC is a must-attend event for b-to-b marketers in Asia
Our plenary sessions will include actionable insights into the challenges b-to-b marketers face in diverse Asian markets
One session will feature the SiriusDecisions Program Pendulum Framework and how to apply it to regional planning, execution and continuous improvement

What kinds of sales and marketing tech will be the top purchases this year?
This year’s SiriusDecisions TechX will feature a keynote on the latest spending trends
Learn how major technology purchase decisions are made in b-to-b organizations

Portfolio marketers are responsible for buyer and market insights that inform go-to-market decisions
SiriusDecisions has identified the issues that should drive the agenda for portfolio marketing leaders in 2018
There are six key areas portfolio marketers must focus on to drive audience-centric transformation

It takes an optimal combination of people, process and technology for an emerging company to achieve hypergrowth (more than 41 percent annual revenue growth)
What emerging companies plan to do over the next two years can be used as a roadmap to hypergrowth
Use multiple data views to slingshot your emerging company into hypergrowth