Eighty per cent of B2B sales reps who help filter information and ease the decision-making process for customers close high-quality, low-regret deals, according to a report from research firm Gartner. Based on a survey of more than 1,000 B2B buyers, the Stamford, Conn.-based company’s report suggested that quantity and even accuracy of information is not […]
The limitations of Gartner’s Magic Quadrant, Forrester’s Wave and similar market research offerings have inspired Paradigm B2B to launch a series of reports called Combine that break down the merits of e-commerce applications for enterprise and mid-market buyers. Chicago-based Paradigm B2B, which released its first two Combine reports last week, said the research also drew […]
By all means, you can try cold-calling Box CIO Paul Chapman or sending him a hopeful e-mail. You can invite him to your event, webinar or roundtable. You could reach out on social media or other channels and see if he’ll download your white paper. None of these standard marketing tactics, however, will work as […]
The other day, I was speaking with a COO who was very excited about her digital transformation program. As she talked excitedly about her company’s plans to go to the Cloud, upgrade ERP and improve cyber security, I was compelled to interject that I was confused about whether the program was meant to digitize, digitalize or transform […]
Longtime observers of the marketing and sales technology space suggested acquisitions such as Salesforce’s $15.3 billion purchase of Tableau marks an increased emphasis on literally illustrating the actions brands need to take if they want to accomplish their objectives. San Francisco-based Salesforce announced on Monday it would acquire Tableau, best known as a provider of […]
As a research vice-president at Gartner Inc., Chris Howard has a lot of experience providing insight and guidance to all kinds of executive leaders, particularly CIOs. On a recent trip to Germany, however, he found himself having a conversation with a manufacturing firm where one of the key stakeholders was a chief digital officer — […]
While some companies that have been focused on embracing new technologies to better serve customers may have already appointed chief digital officers, Gartner analysts say they also need to think about appointing digital product managers as part of a move to an approach they call ContinuousNext. The research firm, which is hosting its IT Symposium/Xpo […]
“The company made $5 million last year,” Mark Bowden says, “and I’m really happy about that.” This would be pretty good news in a variety of business contexts, but Bowden is absolutely certain that the hundreds of IT leaders watching him don’t believe him at all. Speaking at research firm Gartner Inc.’s IT Symposium/Xpo in […]
The story Don Scheibenreif tells is such a great example of B2B marketing and IT working together it almost sounds like a fable. It was a story about a company whose web site, according to the distinguished research vice-president in the customer experience group at research firm Gartner Inc., had been managed by one of […]
It was the analyst prediction that sent shock waves through IT departments around the world: Gartner said that by 2017, CMOs would spend more on technology than CIOs — suggesting the latter’s role would be diminished, if not usurped entirely. Two years after that due date has passed, it’s pretty safe to say the CIO […]
The acquisition of Foresee will allow Verint to extend its capabilities in offering voice of the customer (VOC) technology from its traditional foothold in areas like contact centres to a wide range of digital channels, according to its CMO. Melville, NY-based Verint announced its decision to acquire Foresee, based in Ann Arbor, Mich, on Monday. […]
It may have started out as a site offering Moneyball-style analytics for the college basketball crowd, but a firm called Automated Insights could become better known for using natural language generation as a way for enterprises to finally see greater value from business intelligence and data warehouse projects. Founded by a Cisco distinguished engineer and […]
As B2B sales reps go through their annual performance reviews with managers, a startup called CommercialTribe has created a software-as-a-service tool that will grade them across 24 behaviors based on an analysis of more than 40,000 recorded sales interactions. Based in Denver, CommercialTribe formally launched CT Coach earlier this week, boasting HubSpot as an early […]
According to Gartner, there has been a 6.6% decline in premises-based revenue over the last five years. Rather than simply replacing aging premise-based phone systems with newer ones, B2B businesses have been steadily adopting unified communications (UC) and the migration to the cloud. These businesses are looking for mobility, flexibility and more efficient ways to […]
More than ever, B2B needs expert opinion and analysis. More than ever, “free” analysis in the form of thought leadership content marketing and corporate communications digitally proliferates. As technology becomes increasingly intricate and integral to business management, and billion dollar software decisions can make or break companies, experts with real experience, whose opinions can be […]
A look at Mergers and Acquisitions in B2B this week… *** TD Securities completed the previously announced acquisition of Albert Fried & Company (AF&Co), which advances its U.S growth strategy. The purchase of AF&Co’s services and capabilities includes self-clearing, securities lending and a prime brokerage technology platform in its final stages of development. TD Securities plans to […]
Planning where to spend your conference budget next year? There may just be too many marketing conferences to attend all of them! Some of these require no introduction, but others may not even have been on your radar: Haste and Hustle Hosted by: Haste and Hustle Date: February 9-10 Location: Niagara Falls, ON A […]
Public sector IT We all complain about waste in government, but we are also reluctant to spend on the big projects to make government work better. The time is now. Nowhere do we need efficiency more than in our public sector, and digital transformation efforts in the US and Canada have been half hearted and […]
The Presidential Debate Is Trump the pro business candidate? Should anyone be looking at Trump as a viable candidate? Well, many are. CNN Reports Twitter + Microsoft Not in love with this engagement. Please call Marc Anddeessen just buy it and let it be what it is supposed to be, a postal service for people […]
Forget the marketers from Mad Men. Today’s generation of chief marketing officers (CMOs) face far bigger roles and much greater expectations, according to a new report from Deloitte entitled “CMO 2.0 takes charge – How chief marketing officers will succeed in the omnichannel era.” CMO 2.0: Challenge is Complex, Opportunity is Simple Businesses today are far […]
