Track DescriptionThese sessions are designed to map out your new approach to designing and delivering the content needed to execute the oldest growth strategy in the book: Sell more of your stuff to the clients you already know. This cohesive track will give you the inspiration and practical guidance you need to use your customers’ business pain patterns as the starting point for content that will help you achieve your cross-selling goals.
Track DescriptionThese sessions will help you apply the frameworks and new process disciplines you need to break down and rebuild your lead-to-revenue (L2R) system. To drive revenues from new logos and buyers, that system must map to your buyers’ needs and journeys and be built with cross-functional process mapping at the core. Engaging with early-stage buyers means that marketing must take responsibility for rethinking and redesigning a much bigger piece of the L2R cycle.
Track DescriptionThese sessions will help you adapt to the changing partner landscape while implementing the program elements necessary to win your due share of channel revenues. With business models morphing to accommodate the cloud, it’s now time for new thinking and systematic practices in the channel partnership world. This track will help you and your team get there.
Track DescriptionIn these sessions, fellow Forrester analysts in the customer intelligence role, and a panel of buyers will shine a light on the dramatic change in the landscape of B2B buyers. Use insights from this track to inform your revenue acceleration system -- from market research and customer intelligence through to the messages you create and sales conversations you enable.
Track DescriptionThese sessions will focus on the new standards for effective value communication. Using foundational design principles that reflect what knowledge buyers’ need and how sales people communicate, this track will give you the tools to redesign your collateral from the outside in.
Track DescriptionThese sessions will share the new approaches to sales force development that map to the different patterns of who your sales people sell to and what they sell. Learn what is common and what should vary in preparing inside sales people versus specialists versus account-based teams and account executives.