Designing a Best of Breed Partner Program
Channel Partner Enablement, Go-to-Market Strategy
With over 25+ years executing best-in-class partner programs, we know a well-designed partner program can set the stage for success. Download the framework for a comprehensive look at all components and three “Quick Start” areas for partner success.
Read MoreCross-Selling at Scale – Optimizing Your Sales and Marketing Motions for Account Growth
With the cost of customer acquisition generally estimated to run 3X to 25X that of cross-selling, the economics of cross-selling is compelling. Download the simplified framework and get four imperatives to cross-selling at scale.
Read MoreBlending Art and Science to Optimize Sales Enablement Content
Buyer Journeys, Content Marketing, Sales Enablement
The cornerstone of sales enablement is empowering sales resources with the right message in the right format for the right buying scenario. Download the framework for 11 go-dos to lay a foundation for a data-enabled content factory.
Read MoreActivating a Persona-Based Messaging Architecture
Buyer Journeys, Content Marketing, Customer Experience
CMOs and product marketers face an increasingly high hurdle to engage personally with their prospective buyers. Download the framework for a 10 step checklist to creating actionable personas for incremental revenue growth.
Read MoreMulti-touch Attribution & Measuring Your Marketing Halo
Marketing Analytics, Marketing ROI, Multichannel Marketing
ROI-tunnel vision has led companies to focus their efforts on channels that are more easily measured, while channels with harder-to-measure success dwindle. Download the framework for all the details on running a multichannel marketing halo analysis and get our checklist of 9 to-do’s..
Read MoreAn Ethnographic Approach to Drive Customer Loyalty
Customer Experience, Customer Retention
We’ve identified a 6-step approach to improve the customer experience, ultimately helping you drive customer loyalty. Download the framework to learn about our 6-step ethnographical approach to improving the customer experience, and get our checklist for the 9 to-do’s to ensure research success.
Read MoreAEP Digital Listening Bulletin #3
With only one day to go before AEP closes, consumer fatigue with MA advertising appears to have set in. Despite significant advertising and marketing investment, KFF just released a study that shows how few people actually voluntarily switch plans during AEP. Consumers get smarter about …
Read MoreOpen Enrollment Digital Listening Bulletin #3
The last few weeks we have picked up a lot more discussion around emerging categories of enhanced benefits as new products are “digested” by the market throughout this open enrollment; a continued focus on cost control and driving employee engagement; and ultimately, discussions about the …
Read MoreBuilding A Customer Experience Driven Culture for Revenue Success
Customer Experience, Market Insights
To identify which customer experience-driven strategies are guiding Technology businesses’ success, we analyzed real customer conversations, breaking news, and more from across the web to find stories of superior Customer Experience (and some sub-par). Download the report for 4 mandates to build the most effective …
Read MoreAEP Digital Listening Bulletin #2
Not surprisingly, the rhetoric has heated up as consumers began to react to the multiple messages and plan options being received around Medicare Advantage across nearly all media channels as AEP shifts to full speed. The “improved” CMS Star Rating system results were released on …
Read MoreChoosing, Building, and Enabling Routes-to-Market for High Performance
Companies that focus on go-to-market and match their routes-to-market with well-designed and operated channels generate more value. Download the framework to get a 7-step approach to designing a channel-centric strategy, and checklist for the 6 critical go-do’s when embarking on a channel redesign.
Read MoreOpen Enrollment Digital Listening Bulletin #2
Welcome to week two of our Fall 2019 Group Benefits Open Enrollment Digital Listening Bulletin. Even more of the benefits conversation turned to the rising costs of the healthcare portion of group benefits over the last two weeks as the reality of 2020 plan options …
Read MoreThink Small to Win Big: How Carriers Should Approach Small Business Buyers at an Individual Level
To meet the needs of small businesses, it is important to remember that inside that account there are individuals making the decisions. And just like consumers, small business buyers have distinct communication preferences, servicing needs, and day–to-day pain points. For example, in our survey of …
Read MoreAEP Digital Listening Bulletin #1
Welcome to week one of our Fall 2019 AEP Digital Listening Bulletin. In this bi-weekly e-mail, we’ll take a look at the trends, conversations, and themes that we are seeing dominate the Annual Enrollment Period discussion as carriers, brokers, agents and enrollees go through this …
Read MoreOptimizing B2B Return on Marketing Investment
There are 3 key inputs to optimize B2B return on marketing investment as well as critical dos and don’ts. Download the framework for detail into these inputs and get 6 critical dos and don’ts to optimize your B2B marketing mix.
Read MoreCustomer-Centricity: Definition, Challenges, and Solutions
In this article, I’ll walk through the history of customer-centricity, and how digital technology has ushered in a new era of customer-first marketing and support—at least potentially. I’ll then walk through some of the technological and people-related challenges companies typically face as they attempt to …
Read MoreOpen Enrollment Digital Listening Bulletin #1
Welcome to week one of our Fall 2019 Group Benefits Open Enrollment Digital Listening Bulletin. In this bi-weekly newsletter, we’ll take a look at the trends, conversations, and themes that we are seeing dominate the group benefits discussion as many carriers, brokers, heads of HR, …
Read MoreWhat Exactly is Digital Sales Transformation?
As of 2020, “digital transformation” is a hot topic in corporate America. But “digital transformation” of a salesforce – actual people – is almost an oxymoron. Yes, we can provide sales reps with more software tools but essentially, they are still managing human-to-human interactions to …
Read MoreConducting a Data Audit to Prepare for Digital Sales Transformation
There are 7 key traits to establish a strong data foundation that will help prepare you for a successful digital sales transformation. Download the framework for these 7 key traits and get 9 actionable tasks to help you prepare for digital sales transformation.
Read More5 Actions for Success in the XaaS Subscription Economy
Channel Partner Enablement, Go-to-Market Strategy, Growth Pathways
Never before have Tech enterprises experienced such a massive transition—from on-prem to cloud, and from one-time transactions to recurring, subscription revenue models. In the on-demand webinar “5 Actions for Success in the XaaS Subscription Economy,” we surface the top go-to-market issues you must navigate.
Read MoreBuilding an Agile Sales Enablement Program Roadmap
Channel Partner Enablement, Go-to-Market Strategy, Sales Enablement
Our core building blocks of best-in-class sales enablement programs are essential starting points for planning. Download the framework for 4 key steps to formalize and actualize an agile sales enablement roadmap.
Read More3 Strategies to Win with Customer Experience in the Platform-as-a-Channel Ecosystem
In a previous article, we discussed the rise of ‘platforms-as-a-channel’ and the implications for companies across all industries. While there is a multitude of factors driving the rise of platform marketplaces, the underlying driver that makes it a sticky trend lies with the customer. Customers are looking …
Read MoreBeyond Benefits: Enabling Brokers To Unlock Their Full Potential
Brokers are successfully building relationships with small businesses, but they shouldn’t get too comfortable… For individuals buying and managing employer-sponsored benefits at small businesses, the support a broker provides is vital. In most cases, it is even more important than the carrier providing benefits …
Read MorePlanning for a Successful Drip Campaign
Our team of campaign strategists assembled a checklist to help you navigate the ingredients necessary for a successful drip campaign. Download the whitepaper for this 5-step checklist to help you plan your next drip campaign.
Read MoreIf Customer Centricity Is So Important, Why Do So Many Businesses Struggle to Get It Right?
Customer Experience, Sales Coverage
Customer centricity has never been more important to the success of both B2B and B2C companies. In just a few clicks, today’s customers have the power to shop around for the best price, compare features and even consult customer and influencer testimonials. The shift in …
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