While the communication gap between direct sales and marketing organizations appears to be closing, partner programs have yet to win much support from many CMOs. That could be a problem for many of the large and small businesses that are counting on partner organizations to drive more of their revenue.…

B2B marketers today are focusing less on the quantity of leads they generate; and more on the quality. That means they must explore new ways to engage and develop deeper connections with key stakeholders as they venture through the buying journey.

The stakes are increasingly high for decision makers involved in business-to-business purchases of solutions and services. As the long-term implications of investments, implementations and integrations are evaluated and scrutinized, organizations are increasingly extending the number of stakeholders involved, taking more time to assess risks/rewards and utilizing access to peer insights…