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Go-to-Market Strategy

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.

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Marketing Analytics & Data

Evaluating lead generation campaigns for long-term success

To combat performance decline and strategy drift, marketing must start evaluating lead generation campaign performance every few years. Download the framework for four core steps you must take.

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Go-to-Market Strategy

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.

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Go-to-Market Strategy

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.

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Go-to-Market Strategy

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.

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Go-to-Market Strategy

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.

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Go-to-Market Strategy

3 steps to using data to idle defection risk and improve retention

Your success relies on how you manage your leaky retention bucket. Download the framework on using data to idle defection risk and improve customer retention with eight go-dos.

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Go-to-Market Strategy

Prioritizing and penetrating new growth pathways

Creating highly systematic and repeatable growth pathways to new revenue is difficult. Download our framework for a three-step approach to successfully paving new growth pathways and get a checklist of five to-dos.

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Go-to-Market Strategy

Mapping buyer journeys for optimal engagement and go-to-market performance

CMOs and CROs face an increasingly complex environment to engage new buyers across a surplus of digital channels and shorter attention spans. Download the step-by-step framework to mapping buyer journeys and a case study showing how we put our methodology into practice.

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Go-to-Market Strategy

Designing a best of breed partner program

We know a well-designed partner program can set the stage for success. Download the framework for a comprehensive look at all components and three “quick start” areas for partner success.

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Go-to-Market Strategy

Cross-selling at scale

With the cost of customer acquisition generally estimated to run 3X to 25X that of cross-selling, the economics of cross-selling is compelling. Download the simplified framework and get four imperatives to cross-selling at scale.

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Go-to-Market Strategy

Blending art and science to optimize sales enablement content

The cornerstone of sales enablement is empowering sales resources with the right message in the right format for the right buying scenario. Download the framework for 11 go-dos to lay a foundation for a data-enabled content factory.

Go-to-Market Glossary

With over 25 years of experience helping Fortune 1000 clients solve the toughest B2C and B2B marketing and sales challenges, we know Go-to-Market®. We created the definitive glossary of go-to-market terms to help your organization get on the same page, whether you work in revenue operations, marketing, sales, product, or customer success. Driving actual growth requires alignment across the organization—and being clear on terms is the first step.

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

Evaluating lead generation campaigns for long-term success

4 best practices for activating digital selling

10 steps for building foolproof customer segmentations

Enabling strategic agility through sales compensation

Activating an account-based marketing and sales revenue approach

3 steps to using data to idle defection risk and improve retention

Prioritizing and penetrating new growth pathways

Mapping buyer journeys for optimal engagement and go-to-market performance

Designing a best of breed partner program

Cross-selling at scale

Blending art and science to optimize sales enablement content

Go-to-Market Glossary

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