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

McKinsey ITaaS Report – The Cloud Debate is Over

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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

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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

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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

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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…

Sales & Marketing Hand-offs & SDRs

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Sales & Marketing Hand-offs are the key to create a predictable, sustainable, efficient and effective sales pipeline.  The hand-off of Marketing Qualified Leads (MQLs) between lead generation (demand creation, field marketing) and demand management (sales development or business development reps) and the hand-off of meetings between demand management and the field sales team (Qualified Sales Opportunities (QSOs)) will…

The Effectiveness of the SDR Activity Model

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The success of any demand management function can be directly traced backed to the effectiveness of the SDR activity model, assumptions, conversion estimates and the process used to set priorities.  Take the time to build or rethink the resources, processes and systems that are used to follow-up on leads which are typically generated by marketing programs…

Go-to-Market Insights For B2B Marketers

Below are some go-to-market insights for B2B marketers that have written by a CMO to facilitate go-to-market strategy development and execution. Go-to-Market Insights – A Sales Messaging Framework Expand the marketing communications strategy to support a sales messaging framework that supports customer and prospect conversations and facilitates customer acquisition and expansion. Read More >>  Guerrilla…