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With the increasing demand for as-a-service (XaaS) delivery, B2B sellers working with a multimodel portfolio must reorient their approach to remain successful. For B2B marketing and sales leaders migrating their direct and indirect sales force, the challenges are more complex; typical profiles, organizational structures, compensation plans, and enablement programs must be adapted to align with the new outcomes-based selling system. B2B firms looking to minimize disruption of the revenue generation machine must draw from the expertise of native XaaS firms while adapting to the enterprise environment. This webinar highlights best practices on how to align, enable, and motivate B2B sellers across all routes to market in a XaaS-based selling model.
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This report explains why and how B2B marketing leaders should change their pricing approach when their company starts to sell digital services. It describes the maturity evolution from asset rental to truly value-based pricing as you increase the digital
Understanding performance and demonstrating accountability are perennial top priorities for B2B marketing leaders. This webinar draws on Forrester's latest quantitative research to provide a view into the current state of marketing measurement across B2B.Key takeaways:Learn about the insights gap facing B2B marketing organizations. See what metrics marketing leaders across B2B are using to steer their businesses.Hear how to advance a system of aligned measurement in your organization.Target audience level: beginner
Earlier this year, Reltio made a major transformation and shifted its revenue process from marketing qualified leads (MQLs) to buying groups and opportunities. The best part of this change: The company made this significant transformation in just 60 days! And now that it’s been live for about 10 months, the business impact and value of this transformation to the revenue process is too significant to ignore.Key takeaways:Why did Reltio make this change?What important factors were needed to make this transformation?How was Reltio able to make this transition so efficiently and successfully?What business value has Reltio earned in this transformation?Tips and advice for organizations considering making the shift from MQLs to buying groups and opportunitiesTarget audience level: intermediate
Personalization is table stakes in B2B, and it need not involve personally identifiable information to be effective. AI-powered personalization capabilities are enabling more relevant interactions and better conversations throughout the customer lifecycle, helping organizations deliver increasingly contextual interactions with immediate value.Key takeaways:Insights into B2B buyer expectations for and attitudes toward personalizationThe personalization techniques that B2B marketers find to be most impactfulTarget audience level: intermediate
