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Meet Izola: Accelerating Forrester’s GenAI Future
Izola synthesizes Forrester’s research to enable clients to move faster on their top priorities and have more informed conversations with Forrester experts who apply and contextualize Forrester insights to their business-critical initiatives.
Blog
Earning Your Way to Audience Insights: Q2 Earnings Give Portfolio Marketers a Window Into Market Dynamics
- Q2 earnings provide a valuable data point on how your customers are weathering the downturn
- Earnings reports are a great way to get insight into your customers’ organizational needs
- Avoid getting overwhelmed by selectively sampling your audience to validate hypotheses or characterize trends for specific segments
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The Golden Spike: Integration of Quote-to-Cash Platforms
- At the 2019 SiriusDecisions Technology Exchange (TechX), we will reveal how organizations are combining quote-to-cash (Q2C) sales and market data with AI to provide next-best product offers and pricing insights
- TechX attendees will be able to gain insight through real-world examples of how an integrated Q2C solution increases revenue and maximizes profits
- TechX attendees can learn about best practices for selecting and assessing the impact of an integrated Q2C
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Three Ways CMOs Can Boost Marketers’ Capabilities in 2020 and Beyond
- Empowering your teams to execute is critical to marketing enablement
- SiriusDecisions is the gold standard for B2B marketing education, and we have a new path that enables B2B marketers at varying skill levels to certify on core skills through a university-style online course
- Now is the time to get your teams on board with your 2020 plan and help them succeed
Blog
The Five Elements of a Successful Sales Incentive Trip Program
- The sales incentive trip is an important piece of the total sales compensation program
- When designed and deployed appropriately, incentive trips can drive additional performance
- Organizations should consider five critical elements when designing and managing a sales incentive trip
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The Three I’s of Intern Management: Initiative, Inspiration and Inclusivity
- SiriusDecisions’ summer internship program helps college students gain valuable real-world experience in B2B marketing, sales and product disciplines
- Our 2019 marketing intern, Juliana Beal, wanted to share the positive experience she had with her supportive team and company
- She offers three tips to help intern managers encourage the success of their interns and get the most out of the program
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Introducing the Sirius7™: Seven Elements to Align in Your Revenue Engine
- Economic pressures to align are intense and manifesting a new operational mindset called “revenue operations”
- Revenue operations initiatives and teams need a charter to help them drive their alignment efforts
- The SiriusDecisions Revenue Operations Charter defines a path to align seven components to elevate organizational performance
Blog
Summit Canada 2019: A Timely Event for Canadian B2B Leaders
- The second annual SiriusDecisions Summit Canada – to be held March 5 at the Hilton Toronto – will address the unique challenges and opportunities for B2B sales, marketing and product leaders in Canada
- This event will explore the role that technology investment, Canada’s Anti-Spam Law and alignment with U.S. counterparts will play in the coming year for Canadian B2B leaders
- Research shows that cautious organizations want to make sure investments made in their growth strategies will have sufficient payoff and ROI
Blog
Interview With a SiriusStar: Cyrille Brisson, EMEA Marketing VP, Eaton – Part Two
- The SiriusStars blog series is a collection designed to share the personal and professional world of your B2B peers. SiriusStars is an exclusive community of high-performing and highly influential clients that have been hand-picked for their exceptional work
- In this edition, we continue our conversation with Cyrille Brisson, EMEA Marketing VP at Eaton Electrical
- We sat down with Cyrille to discuss how working in many different countries has shaped his role as a CMO, what he thinks the future of marketing looks like and how he would summarize the value of SiriusDecisions
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The Ever-Changing Kaleidoscope of Sales Operations
- Sales operations continues to change as organizations look for sales productivity gains without big increases in sales operations budgets
- The technology landscape provides productivity opportunities and demands an increasingly knowledgeable sales operations buyer and resource pool
- SiriusDecisions will launch a survey in early 2019 to capture insights into these and other changes, as well as how sales operations functions are evolving
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Two Major Considerations for Tech-Enabling Your Account-Based Marketing Strategy
- Account-based marketing (ABM) has continued to increase in popularity and adoption within B2B organizations
- Myriad technologies exist in the marketplace, all claiming to help organizations with their ABM
- Marketers need to map their technologies to the business requirements for ABM priorities to drive effectiveness
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Three Key Takeaways Coming Your Way at SiriusDecisions 2018 TechX
- The number of B2B tech categories causes a lot of confusion and misuse today
- Organizations must find a new way to approach the building and management of their tech stack
- SiriusDecisions 2018 Technology Exchange will highlight three key takeaways for organizations
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Interview With a SiriusStar: Cyrille Brisson, EMEA Marketing VP, Eaton
- The SiriusStars blog series provides an inside look at how select high-performing clients use SiriusDecisions research and analyst inquiry to increase revenue, meet and exceed goals, and transform their organizations
- In this edition, we feature Cyrille Brisson, EMEA Marketing VP at Eaton Electrical
- We sat down with Cyrille to understand his background in sales and how he transitioned to marketing, what a typical day in his life looks like and his experience winning an ROI Honor at Summit Europe this year
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It’s That Time of Year Again! Introducing the “SiriusDecisions’ Comprehensive Guide to Sales Compensation”
- Sales compensation programs start with a strong foundation of corporate goals and objectives, go-to-market architecture, a plan and guiding principles
- Ensure sales roles, pay components and total targeted compensation link back to the program’s foundation
- Use an annual or semi-annual health check to stay focused on the sales experience and the effectiveness of the program
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Summit Europe 2018: Demand Creation Preview
- Summit Europe is the premier event for B2B leaders to learn best practices for operationalizing their company’s growth strategy in today’s diverse B2B European market
- Demand marketers will be inspired and challenged to reimagine their approach to nurture, to redefine field marketing, and to consider the impact of agile for demand creation programs
- Assumptions and myths about best-in-class demand creation will be dispelled and opportunities to future-proof revealed
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No Caps! Making Sales and Finance Happy With Compensation Authorizations
- Schedules of authorizations document the decisions required to administer sales compensation programs and delegate decisionmaking authority
- Having sales leaders self-govern certain compensation events (e.g. large payouts) and sales operations validate account crediting increases sales’ credibility with finance
- Including an approval step at very high achievement levels mitigates the need for compensation plan caps and permits sales reps to continue on the path to high earnings
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Looking Beyond Revenue to Forecast Channel Partner Growth
- Channel sales organizations tend to dedicate the majority of resources and investment to their top revenue-producing partners, which are also their biggest partners
- This strategy prioritizes past performance while overlooking partners most likely to adapt and grow with the supplier in the future
- Attend the SiriusLab session “How to Evaluate and Segment Your Channel” at SiriusDecisions Summit 2018 to learn how to identify high-growth-potential partners
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Boost Your Demand Creation With Buyer Insights
- Develop deep buyer insights from secondary research, tribal knowledge and buyer persona interviews
- Demand and portfolio marketing leaders should collaborate closely to define program strategy
- Leverage buyer persona insights and key elements from the buyer’s journey to inform the design of your demand marketing programs
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The Human Side of Digital Marketing
- Even though digital marketing is pervasive, there is a human side to the B2B purchasing process that should not be ignored
- The average number of interactions required to facilitate a B2B buying process ranges from 15 to 19
- To design a marketing mix that attracts and engages buyers, B2B marketers must understand the target persona human and non-human interactions
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Three Reasons to Attend the 2018 Sales Leadership Exchange
- The 2018 Sales Leadership Exchange (SLE) is now part of SiriusDecisions Summit
- This event is centered on delivering a unique networking experience for leaders in B2B sales
- This year’s event will offer triple the amount of sales-specific content than previous standalone SLE events shared
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