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Pivoting to a Larger Audience Segment

What do I need to shift to sell into an enterprise market?

When b-to-b organizations that have historically sold to small and mid-sized businesses shift to targeting the enterprise-level market – with more-senior buyers and larger budgets – they must review and revise their sales model, personas, go-to-market strategy, pricing and enablement to fit the relevant usage model. SiriusDecisions helps b-to-b leaders develop their strategy while considering the new buying centers’ unique needs, usage patterns and preferences.

What Our Clients Say

“SiriusDecisions is one of those partners that get in the heat of the battle with us. The ability to get as deep as we want – that’s why we enjoy dealing with SiriusDecisions.”


Nick Panayi, Director of Global Brand and Digital Marketing, DXC Technology

SiriusDecisions helped DXC Technology increase its win rate among the largest, most strategic deals, resulting in over $1B value of new deals.

Read client story here

Let Our Research and Advice Guide You

Identifying and focusing on the right priorities is vital to the success of this type of transformation. These areas of focus are the building blocks of successful implementation. Here are our recommended initial priorities for this transformation:

ABM Strategy, Goals and Alignment

Ongoing Learning and Development

Personas and Buyer Insights

Pricing and Packaging Strategy

Sales Strategy

Key Issues

Issue One

Is your organization currently struggling with penetrating enterprise accounts?

Issue Two

Is the expected enterprise growth coming from enterprise accounts that your organization has not historically sold to?

Issue Three

As a result of new offerings or acquisitions, are you questioning your organizational readiness to sell and compete effectively into the enterprise market?

Desired Outcomes

Increase the percentage of new target large enterprise accounts that are engaged and penetrated

Increase the company’s average deal size

Increase the wallet share or expanded footprint in the large enterprise segment

We Can Help

SiriusDecisions helps clients solve their business challenges through a retainer-based subscription to b-to-b research with access to benchmark data and experienced practitioners. In the context of this transformation, we suggest supplementing your subscription with onsite strategy sessions and workshops. We start with an assessment of your organization’s capabilities and readiness, then provide integrated consulting and workshops that accelerate adoption and transfer knowledge throughout your organization.