Home Our Offerings Pivoting to a Larger Audience Segment

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

“The forecast suggests ABM will be allocated upwards of 75 percent of the marketing program budget – a powerful sign that Medidata is recognizing the strategic contributions that this industry ABM strategy is providing.”


John Seaner, VP Global Marketing and Demand, Medidata

SiriusDecisions helped Medidata identify and target top-tier pharmaceutical accounts that would be the best fit for a new ABM program, resulting in a 159 percent increase in marketing sourced demand.

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

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.