Levers for Disruption: How Incumbents Can Compete Against Fintech
The history of fintech (financial technologies) may be rightfully traced to 1915 with the advent of wire funds transfer via telegraph and Morse code. The ensuing confluence of technology, digitization, and globalization throughout the twentieth century revolutionized all aspects of global financial systems…
Read MoreBe Bold and Innovate Your Sales Enablement
When it comes to the impact of COVID-19 on sales channels, we’ve seen startling data on the short-term shift in channel usage by both sellers and buyers. Traditional FTF and inside sales channels have taken steep hits in usage — dropping by over 30 percentage …
Read MoreThe COVID-19 Catalyst: Brick-and-Mortar Retail’s Future
(Part II of the Hammer and the Dance Series) I started writing this post as a sequel to the “Hammer and the Dance” post about health care. This one is focused on retail. As soon as I started writing it, the scope expanded significantly. I’ve been doing …
Read MoreTwo Core Go-to-Market Principles to Future Proof Growth Post-Disruption
The most pronounced issue this pandemic has brought front and center for revenue leaders is the imperative to operate in ever smaller ‘windows of certainty’. While this is undoubtedly true in the midst of disruption, it will also be true post-disruption. In fact, it is …
Read MorePotential COVID-Driven Go-to-Market Adjustments for the Healthcare Industry
Early on in the pandemic, an influential article—The Hammer and the Dance—was published in The Medium attempting to predict the course of society’s response to COVID-19. Whether you agreed with the data science, it was an interesting thought piece that most definitely affected policy. It …
Read MoreReboot Sales Enablement: Arming Sellers in the New Go-to-Market Reality
Go-to-Market Operations, Sales Enablement
Market leaders have changed how they go to market during this disruption, focusing on how to accelerate sales initiatives in a more agile and customer-centric way. Watch the 30-minute on-demand webinar as we share how to reboot sales enablement to reach optimal sales productivity.
Read MorePartners in Peril: 5 Strategies for Channel Adaptation
In 2019, Forrester stated that the indirect channel was transformed more in the previous 18 months than the almost 40 years preceding – combined. And according to a recent Accenture survey of channel professionals, 76% think the channel will be unrecognizable in the next 5 …
Read MoreAre Geographic Sales Territories Dying?
As the COVID impact increases remote working, virtual conference calls, and online purchasing, sales leaders need to be asking a simple question: Should we actually eliminate geographic territories? The simple answer is “No, but…..”. We all must recognize that for >100 years the entire DNA …
Read MoreExecuting Customer Retention in Times of Disruption
Customer Experience, Customer Retention
We are living through an era of ‘what’s old is new’ as it relates to retention. While executives have always understood the value of keeping loyal customers, massive market transformations have raised the stakes and forced what often was a behind the scenes ‘autopilot’ type …
Read MoreReboot Sales Territories: Rethinking Geographic Territory-Based Sales Models
Digital Sales, Go-to-Market Operations, Sales Coverage
Augmenting geographic-centric planning with more industry and market-centric expertise and context will be critical in the post-coronavirus era. Watch our on-demand webinar as we cover how to reboot sales territories to optimize sales models and apply data-driven sales motions for faster sales cycles and greater ROI.
Read MoreReboot Customer Retention: Using Data to Idle Defection Risk
Customer Experience, Customer Retention
Leaders must rigorously measure and track customer experience to predict which customers will defect. Watch the on-demand webinar as we cover how to reboot your customer retention with the specific data points needed to predict at-risk buyers.
Read MoreReboot Customer Cross-Sell: How to Capitalize on High Yield Opportunities Now
Cross-Selling, Go-to-Market Strategy
As companies bounce back from lockdowns, sales and customer experience teams need to focus their resources on high yield revenue opportunities for an aggressive restart. Watch our on-demand webinar as we cover how to reboot customer cross-sell including the data points needed to predict buyer …
Read MoreHow to Navigate Sharp Changes in Consumer Behavior Using Data – Big and Small
The essential ways we live and work have changed virtually overnight. As a result, companies are monitoring and assessing what consumers are doing at heightened new levels. Here is how integrating big data and small data insights lead to top-line growth…
Read MoreThe Cookie-pocalypse: Understanding the Implications for Digital Marketing and Customer Experience
Buyer Journeys, Market Insights
How is your company preparing for the coming cookie-pocalypse? The end of third-party cookies will fundamentally change digital marketing strategies across industries and have major implications for delivering a great customer experience…
Read MoreReboot Your Buyer Experience: Aligning to Your Customers’ New Journey
Buyer Journeys, Customer Experience, Go-to-Market Strategy
As the markets re-emerge, go-to-market strategies must be altered to ensure you are delivering your most compelling message at the right time to the right buyer through the right channel. Watch our on-demand webinar that covers 5 steps to reboot your buyer experience for greater …
Read MorePost-Disruption Go-to-Market Strategy
This pandemic will be over soon. While the costs will be high, scientific innovation and “social distancing” will eventually eliminate this catastrophic disease transmission. To help revenue leaders operationalize strategic change, we have put together a basic three-step process and a sample “checklist” of strategies …
Read MoreMulti-touch Attribution & Measuring Your Marketing Halo
Marketing Analytics, Marketing ROI, Multichannel Marketing
Measuring your marketing halo—particularly direct response and broad reach—is notoriously difficult. Watch the on-demand webinar as our analytics leaders synthesize 20+ years of multi-channel attribution experience.
Read MoreMapping Buyer Journeys for Optimal Engagement and GTM Performance
Buyer Journeys, Content Marketing, Customer Experience
CMOs and CROs face an increasingly complex environment to engage new buyers across a surplus of digital channels and shorter attention spans. Download the step-by-step framework to mapping buyer journeys and a case study showing how we put our methodology into practice.
Read MoreEstablishing a Customer Success Function Primed for Value Creation: Three Go-dos to Avoid Common Pitfalls in Tech
The biggest issue we see technology companies making today is using the investments in the CS role to define their CX strategy as opposed to defining their CX strategy and using the CS role as a critical enabler to that strategy. There are three very …
Read MoreMulti-Touch Attribution (MTA) Beyond Digital Channels
Multi-touch attribution is critical for marketers who want to truly understand ROI of their various channels. While the term “MTA” is en vogue right now, this has been a problem for marketers for a long time. In the 1960s, television advertising might be driving some …
Read MoreDriving Revenue Success Through Customer Experience Enablement
Customer Experience, Market Insights
To identify which Customer Experience strategies are driving revenue success for Insurance businesses, we analyzed real customer conversations, competitors, and client insights to uncover strategies we see the most successful companies adopting. Download the report for 4 mandates to build the most effective CX-oriented organization.
Read MoreWinning in The Platform-as-a-Channel Ecosystem
Channel Partner Enablement, Customer Experience, Go-to-Market Strategy
Download this guide as we help senior executives understand and strategize a plan for success around this new platform-as-a-channel ecosystem.
Read MoreBuilding A Customer Experience Driven Culture for Revenue Success
Customer Experience (CX) has now become a central differentiator for the most successful tech companies. Watch the on-demand webinar as we cover four mandates from our report “Building A Customer Experience Driven Culture for Revenue Success.”
Read MoreGo-to-Market 2025 Forecast: Two Disciplines to Separate Winners from Also-Rans in Next 5 Years
Driven by digital transformation, the 2020s will be known for massive behavioral change in both buyers and sellers. This is already apparent across every industry where venture-backed digital disruptors are growing rapidly – they are driving go-to-market and customer behavior change. Yet, many disruptors have …
Read MoreInside the Mind of the Benefits Buyer: Lessons from Open Enrollment 2020
During the 2020 open enrollment season, carriers, brokers, companies, and employees had to navigate new HR and administration technologies, a complex and diverse product landscape, and steadily increasing prices. Some carriers and brokers had real wins—and others struggled to win over buyers. Access our on-demand webinar for lessons from open enrollment 2020, …
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