Industry Insights

Forrester's Lisa Riley Shares Her Perspective On The Future Of Events In B2B

The COVID-19 health crisis was an unforeseen event with lasting, far-reaching consequences. The feeling of uncertainty is running high with the suspension of in-person B2B events. Marketers are wondering how they will acquire leads, and SDRs wonder if they can make the same impact without face-to-face meetings at live events.

June 10, 2020
Written by Marjorie Romeyn-Sanabria

To Boost Market Development Fund Utilizations, Dig Deeper Into Channel Data

The allocation of market development funds (MDF) to channel partners is a common component of most vendors’ indirect sales programs. But at many companies, MDF initiatives are built upon opaque processes and generate uncertain results.

June 3, 2020
Written by Terry Moffatt

SiriusDecisions’ Phil Harrell Addresses Critical Traits Of A Buyer-Centric Sales Organization

In the current environment, B2B sales organizations must be quick to adapt to evolving buyer needs and expectations. This is a critical time to take the opportunity to increase revenue efficiency by streamlining the buying experience to match these expectations.

May 27, 2020
Written by Klaudia Tirico

#COSeries Recap: Empathy, ABM & Data-Driven Digital Campaigns Become Top Priorities For B2B Strategies In New Reality

With in-person engagement on hold this spring and possibly into summer, B2B marketers continue to pivot their strategies to make up for lost leads, maintain relationships with clients and attract new business. These new challenges present an opportunity for marketers to dig deep and come up with innovative ways to…

May 20, 2020
Written by Marjorie Romeyn-Sanabria & Michael Rodriguez

Precision Matching Of Business IDs With Social Profiles Boosts Multi-Platform Campaign Performance

Using social media platforms to share marketing messages with B2B buyers is a proven tactic. And since the emergence of Covid-19 has forced more employees to work virtually, the opportunities to engage with decision-makers on social platforms has climbed significantly. LinkedIn alone saw a bump of 55% more conversational activity…

May 13, 2020
Written by Terry Moffatt

Rise Of The Growth Marketer: 10 Practitioners Sound Off On New Goals & Realities For Driving Growth & Revenue

As demand generation evolves, modern B2B organizations must be cross-functional to deliver a truly customer-centric experience for buyers and drive revenue. This requires an integration of departments — from demand gen and ABM, to sales, customer marketing and marketing operations. One of the key new roles and titles within the…

May 8, 2020
Written by Klaudia Tirico

B2B Community Bands Together To Offer Covid-19 Relief Efforts & Resources

The COVID-19 crisis has forced many companies to pivot strategies, reallocate budgets and adapt to a virtual-only environment. During this challenging time, many solution providers have shifted their standard sales messaging to be more community and customer-focused and offer ways to help companies cope with new realities.

May 6, 2020
Written by Klaudia Tirico