Revenue Strategies

Companies Increasing Event Investments, Expanding Tools & Tactics To Move Beyond Acquisition

Despite the expanded influence of digital marketing in buying behavior and a proliferation of digital channels, B2B marketers point to a resurgence of in-person events as one of the top drivers of opportunities and pipeline conversions.

December 11, 2019
Written by Brian Anderson

Gong Raises $65M in Series C Funding To Fuel Product, Team Growth

Gong, a revenue intelligence platform, has raised $65 million in a Series C round led by Sequoia Capital, with participation from Battery Ventures, Norwest Venture Partners, Wing Venture Capital, NextWorld Capital, Cisco Investments and Shlomo Kramer. With the total funding raised to $134 million, Gong will use the new capital to…

December 3, 2019
Written by Brian Faussette

Fourth Annual OpsStars Event Shows Significant Growth; Highlights Ops Leaders In Inaugural Award Program

The B2B marketing action stretched far beyond the Moscone Center during Dreamforce, as more than 2,500 attendees convened at the historic San Francisco Mint building this week for the fourth annual OpsStars event. Growing approximately 60% over last year’s event, OpsStars featured 28 sponsors and expanded its agenda to three…

November 21, 2019
Written by Andrew Gaffney

Increasing Leadership Expectations Fuel Account Targeting, Alignment Initiatives For B2B CMOs

With expectations from the CEO and the boardroom continuing to increase, B2B CMOs are deepening their focus on proper strategy and planning for the New Year to streamline the customer journey and drive measurable results within the marketing department. This includes reinforcing better alignment, targeting and measurement strategies that can…

November 14, 2019
Written by Brian Anderson

Why A ‘Sense Making’ Approach Wins B2B Sales

It’s no secret that B2B buyers are overwhelmed when it comes to making complex purchase decisions. In fact, most B2B buyers report they feel inundated with options, choices and noise. In this environment, providing prospects with yet more high-quality information and “thought leadership” is no longer a differentiator for sales…

November 6, 2019
Written by Brent Adamson, Gartner

B2B Ops Roles Expand Into Customer Experience Enablers To Streamline Revenue Engines

As operation teams’ responsibility in fueling the revenue engine continues to gain momentum within B2B organizations, individuals working in Marketing and Sales Ops will be tasked to grow their skillset beyond the tech focus. These newly developed skillsets will position teams to identify specifically how their company is driving revenue,…

October 16, 2019
Written by Brian Anderson

InsightSquared Acquires Olono

InsightSquared, an AI-powered revenue intelligence platform, has agreed to acquire Olono, a guided-selling solution for B2B sales teams, to bring real-time actionable intelligence to their revenue operations platform. Terms of the deal were undisclosed.

October 4, 2019
Written by Amanda Hollenbeck