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Category: Go-to-Market Strategy

  • Article

B2B revenue leaders: Are you making this costly mistake during an economic downturn?

While it may be tempting to cut B2B marketing efforts during a recessionary period, doing so can hinder an organization's long-term growth and success. We cover three reasons why B2B revenue leaders shouldn't cut marketing spend and three tactical go-forward steps to increase efficiency.
  • Go-to-Market Strategy
  • Resource

A CRO’s guide to transforming the channel for XaaS success

CROs are faced with a burning question, “How do I transform and future-proof my partner channels to drive efficient revenue growth in the subscription economy?” We highlight 2023 challenges/priorities (and beyond) and present a clear path forward for CROs to transform their partner channels for XaaS success.
  • Go-to-Market Strategy
  • Whitepaper

Top 10 XaaS marketing trends for 2023

Download the whitepaper for a 15-page summary of the top XaaS marketing trends that are increasingly defining success for tech marketing leaders.
  • Go-to-Market Strategy
  • Resource

4 best practices for activating digital selling

By 2040, 95% of all B2B purchases will take place through digital channels. In this framework, we define what digital selling is and what it is not while providing four steps to best-in-class digital transformation.
  • Go-to-Market Strategy
  • Resource

10 steps for building foolproof customer segmentations

The right customer segmentation can help marketers and business leaders streamline their processes, drive better responses, and higher-quality customers. But “What does a successful segmentation look like?” Here are 10 steps to segmentation that are adopted and actionable.
  • Go-to-Market Strategy
  • Article

Health insurance leaders: How to assess your underperforming markets

There are nine imperatives for health insurance leaders that, when jointly implemented, are the building blocks for market success. Assess your markets with our complimentary download to achieve your market-level goals.
  • Go-to-Market Strategy
  • Article

The problem with multiple customer segmentations

It can be tempting to create the perfect segmentation; however, multiple customer segmentations are almost always a mistake. Download our checklist "10 Step Checklist for Creating Actionable Segmentations and Personas" for additional insights.
  • Go-to-Market Strategy, Marketing Analytics & Data
  • Resource

Enabling strategic agility through sales compensation

Increasingly, sales compensation — often considered largely an operational initiative—must become a key element of go-to-market strategy. Download the framework for a detailed look at three go-dos to ensure your compensation program supports collaborative, strategic imperatives.
  • Go-to-Market Strategy
  • Article

3 “must-have” foundational marketing assets for success

While there are several foundational marketing assets businesses should develop, we share three that every business MUST have.
  • Go-to-Market Strategy
  • Resource

Activating an account-based marketing and sales revenue approach

Account-Based Marketing programs haven’t lived up to the promise and hype. Download the framework for five go-dos to drive revenue performance.
  • Go-to-Market Strategy