SaaS – software as a service is a business model that was pioneered in the early 2000s to eliminate the costly software license model. There are now a handful of global public company comparables with metrics that are published on the performance of these SaaS...
If you are a marketer (or any professional in a company that is non-sales oriented), how do you get informed of your buying cycle in a B2B sale and map your buying process to make sure your tools and messages fit with their needs? At a recent Sales2.0 conference in...
There are several challenges to establish ‘board level’ dashboards that report on marketing activity that tie directly to revenue generation. Here are 5 tips that I’ve used in creating dashboards for executive level reporting. (NOTE – LETS TALK REAL TIME IF...
Increasing Productivity through Marketing Automation Platforms (MAPs) My experience in this post comes from implementing MAPs in 3 different companies – in one of those companies, the MAP providers (Eloqua, Marketo, Aprimo) were a channel of distribution for us, so I...
If you read the last post, you saw the importance of tying revenue to results in both sales and marketing. Let’s dig into some key steps to tie revenue to results: 1.       Adopt common language between sales and marketing on tracing inquiry to revenue – an exercise...
