In an article for Spiceworks, our Chief Revenue Officer Brice Chaney shares his expertise on how B2B technology marketers can find success in the XaaS economy.
How We Help
We help Technology enterprises drive revenue growth in the XaaS economy. By scientifically optimizing go-to-market® processes, we help teams pivot their sales and marketing efforts to meet rapidly evolving buyers on their terms.
- Design and build efficient coverage models and enablement strategies to effectively sell subscription, cloud, and IoT solutions
- Engage the ever-expanding buyer stakeholder mix using precise journey mapping and persona-based messaging
- Execute data-driven plays to increase usage volume, customer cloud migrations, and build long-term loyalty
- Leverage partner channels for maximum sales agility by combining program strategy, recruitment, and enablement toolkits
Successfully Navigate the Move from Product to XaaS
On-premises solutions and all-in-one offerings are no longer the dominant growth model. Yet, transitioning to a recurring subscription model isn’t easy. Build the pathways to success by driving agility in coverage models and channels, and ensuring they are deliberately connected to last-mile revenue motions and effective enablement.
Engage Every Stakeholder from Prospect to Lifelong User
Decision makers today receive three times as many inbound sales solicitations as they did 20 years ago. To overcome this fatigue, audience-first marketing engines flip the script and engage every stakeholder, from the IT department to line of business decision-maker, with content they need. Enterprises that can deliver fresh positioning, personalized messaging, and unique journeys will find sustainable revenue growth.
Give Powerful Insights to Sales and Channel Partners
SaaS revenue models are blurring the lines between service and experience, and demand a stronger vendor-partner relationship. Provide your sales and channel partners with a best-of-breed lead routing system, enhanced enablement practices, and ongoing analysis of sales patterns and customer insights.
Robust Channel Enablement and a Centralized Partner Data Hub Increased Reseller ROI by 3x
A multinational information technology needed a scalable program to push a unique product cross-sell segment. But how could a program connect 100s of resellers, 1000s of SKUs, and track dollars spent while reassuring partners of data integrity and security and enabling them with minimal lift from their end? This expansive program implementation solved all concerns and continues to inform product business decisions.
“The MarketBridge team has experts across all go-to-market elements–from sales to marketing and from strategy to execution. It’s a huge value to not have to work with both a consultant and an agency partner.”
“They [MarketBridge] helped us tap into our breadth of partner data to answer what drives specific revenue results.”
“MarketBridge really knows the nuance of the software industry; from where it was in the late 90s to how I’ts transformed today. They know the issues we’re dealing with and have developed innovative approaches to respond.”
Drive Greater XaaS and Cloud Revenue with Go-to-Market® Science
Speak to Our Technology Industry Experts
Mike leads MarketBridge’s Technology practice where he delivers innovative Go-To-Market® solutions to Fortune 1000 sales and marketing executives and their teams. He brings practical solutions to accelerate market share growth around Cloud, Big Data, and IoT opportunities by leveraging data analytics and personalized content to arm direct and indirect sales channels to manage the digital customer journey. His unique point of view is rooted in his work with Fortune 1000 executives at global firms including Akamai, Arrow Electronics, Cisco, Hewlett-Packard, IBM, Microsoft, Sage, SAP, Xerox, and more.
Brice works with leading Technology enterprises to deliver creative and effective go-to-market® solutions and programs. Brice’s diverse background spans analytics, consumer insights/research, commercial strategy, and sales and marketing operations with clients that include Tufin, Atlassian, and Zuora.
As Chief Analytics Officer, Andy leads marketing science efforts at MarketBridge. Andy has spent 20+ years helping Technology leaders use data to create acquisition and consumer experience platforms that profitably grow revenues. Andy’s specialty is combining big data (machine learning and AI) with small data (social science and customer psychology).
Steven Lewis leads the Go-to-Market® solutions practice at MarketBridge, guiding the development and delivery of strategic efforts with sales and marketing leaders. Steven has deep industry expertise in working with clients like American Express, Visa, HSBC, and US Bank. His unique point of view helps industry leaders navigate routes to market and business dynamics to drive go-to-market® effectiveness and cohesion.
Let us know who you are for more information on how we can support your revenue efforts: