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Marketing & Sales insights to help develop and execute effective marketing strategies and tactics.

A Direct Sales Strategy Template

Direct Sales Action Plan Template - Quota Attainment

The most effective sales people leverage a direct sales strategy template to ensure that they meet or exceed quota. Depending upon the go to market research that you subscribe to, buyers are somewhere between 50 – 75% through the purchase process before they contact a vendor.  However, this is based on an in-bound sales strategy.…

IDG’s Big Data Analytics Research Survey

IDGs Big Data & Analytics Research Survey - Big Data Analytics Plans

IDG’s Big Data Analytics Research Survey study was fielded to understand where organizations are in the process of considering and opting big data technology. Based on the 724 respondents, 75% of enterprises have already deployed or plan to deploy a big data project. Specifically, IDG constructed the Big Data Analytics Research study to drill-down to better…

McKinsey ITaaS Report – The Cloud Debate is Over

An Image Depicting McKinsey ITaaS Report - Build to Consume

McKinsey ITaaS Report – small, medium and large enterprises are moving a significant portion of their IT workloads to cloud environments and the impact with be substantial for for both consumers and vendors. In the McKinsey on ITaaS report, businesses are switching their IT workloads over to the cloud and it is happening in droves.  Businesses are…

Cloud Computing Report – Users & Providers

An Image Depicting Cloud Computing Report - Enterprise Cloud Strategy

Findings from RightScale’s Cloud Computing Report are summarized in this post and include hybrid cloud adoption ramps as cloud computing users and cloud computing providers mature. Cloud Computing Report – Cloud Adoption: How Far Have We Come in 1 Year? It’s hard to think of a more disruptive technology than cloud computing. In just a few short…

Go to Market Plan SaaS Distribution Models

An Image Depicting Go to Market Plan SaaS Distribution Model By Price Point

Go to Market Plan SaaS Distribution Models highlights the importance of the appropriate distribution model. Regardless of whether a company sells a SaaS or On-Premise solution, the goal is the same: maximize revenue and minimize the cost of acquiring customers.  SaaS is about 30% of application spend today as noted by IDC, Worldwide Enterprise Application Spend…

Understanding B2B Buyer Personas

An Image Depicting Understanding B2B Buyer Personas

Understanding B2B buyer personas places an organization in the best position to align go-to-market resources in a laser-like fashion. According to “Understanding B2B Buyers a 2016 Benchmark Study, companies that consistently met or exceeded their marketing qualified lead and bookings targets by developing, maintaining and incorporating personas into their daily routines. The question then is, “So if the value…