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In this brief, explore how individual lead counts and conversion metrics can distract organizations from producing pipeline and revenue, and how buying-group-aware measures enabled by the Demand Unit Waterfall™ can provide a more meaningful evaluation of the health of the B2B revenue engine.
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In B2B organizations, shifting the focus from individual leads in the demand process to buying groups and demand units represents a major change. Download this white paper to learn how to leverage the teleservices team as the first step in an incremental evolution from individual leads to buying groups.
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What makes Account-Based Marketing (ABM) an effective, yet difficult, strategy is its dependence on strong alignment and collaboration between Sales and Marketing, as well as other stakeholders. Download this e-book to learn what steps your company can take to establish organizational alignment for ABM.
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In this white paper, resource you will discover a leading vendor's alliance program – providing the resources you need to build innovative solutions and get to market quickly – leading to greater growth and success.
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With the explosion of data, storage environments are becoming more complex. Poorly designed storage infrastructures are putting companies at risk. Download this study to learn how storage managers built stronger storage management teams and environments.
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This IBM study focused on two groups – teens and boomers. It explores their lifestyles, values, and particular preferences and attitudes toward shopping. Read this paper to learn how retailers can better meet the needs of these two segments.
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Making knowledge more visible increases innovation and shortens turnaround times. Increased collaboration accelerates productivity. With Web 2.0, your company transforms into a more-socially connected organization that reacts faster and more effectively to the market.
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This brief white paper examines the business benefits associated with promotional marketing campaigns aimed at barcode scanning via consumer mobile devices.
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Use insight produced through analytics to improve performance and gain a strategic advantage. Learn how you can employ an enterprise-wide approach for maintaining data and using analytics for improved decision making.
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Businesses that fail to strategically leverage analytically driven customer insight will gradually become obsolete over time. This paper takes a closer look at why – and explains what you can do to evolve your marketing organization’s ability to turn data into customer insight, and insight into competitive advantage.
