SiriusDecisions, Inc. is a global B2B research and advisory firm with headquarters in Wilton, Connecticut. The company provides advisory, consulting and learning services to help executives improve the performance of their sales, marketing, and product strategies.

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SiriusDecisions
SiriusDecisions
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SiriusDecisions
SiriusDecisions
Blog Post
  • At this year’s SiriusDecisions European Summit , CA Automic was recognised with a Programme of the Year award for the way the organization transformed its lead nurture programme, resulting in a substantial uplift of nurture program contribution to pipeline. The transformation began in 2015, before Automic (a 600-strong provider of business process automation software, headquartered in Austria) was...

SiriusDecisions
SiriusDecisions
Blog Post
  • At the foundation of all good marketing is the understanding that a product or solution exists to solve a customer problem. Any marketing messaging or value proposition that focuses only on an offering’s features or company capabilities is destined to fail. Rather, we must ensure good b-to-b audience engagement that addresses the needs of buying audiences at each specific audience level, or echelo...

SiriusDecisions
SiriusDecisions
Blog Post
  • According to the most recent data in the SiriusDecisions Command Center (data collected from more than 200 global organizations across all geographies, sizes and industries), 58 percent of respondents stated that their account-based marketing (ABM) investment change over the next 12 months will be “greater” or “significantly greater than last year.”

SiriusDecisions
SiriusDecisions
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  • Our inaugural SiriusDecisions Summit APAC will be held in Singapore on November 16, 2017. It will provide best practice research developed to address the unique challenges b-to-b marketers face in the diverse Asian markets they serve. It will also provide a great opportunity for b-to-b sales, marketing and product leaders to network – a key demand of b-to-b marketers in APAC.

SiriusDecisions
SiriusDecisions
Blog Post
SiriusDecisions
SiriusDecisions
Blog Post
SiriusDecisions
SiriusDecisions
Blog Post
  • A core accountability for sales operations is delivering insights and guidance to sales reps, managers and leaders. While reports and dashboards are a primary deliverable for sales operations, a comprehensive sales intelligence program has three main elements that support better business decisionmaking at all levels of the organization.

SiriusDecisions
SiriusDecisions
Blog Post
  • If you’re not making quota, you’re not alone. Data from a recent survey in the SiriusDecisions Command Center™ shows that less than 10 percent of channel sales organizations are making 90 percent or more of quota. Why are channel organizations failing?

SiriusDecisions
SiriusDecisions
Blog Post
  • My first 30 days at SiriusDecisions have re-confirmed the reasons I joined. I’m now working with a group of some of the most well informed and insightful b-to-b marketing, sales and product professionals. These individuals are sitting on a body of hugely insightful research and data in an organization that is growing rapidly because they can add a great deal of value to b-to-b organizations that w...

SiriusDecisions
SiriusDecisions
Blog Post
SiriusDecisions
SiriusDecisions
Blog Post
  • In just a few short weeks, the 2017 SiriusDecisions Technology Exchange will kick off in Austin. We asked MRP and 6Sense – our two Diamond sponsors – to discuss the stories behind their case study presentations.

SiriusDecisions
SiriusDecisions
Blog Post
  • SiriusDecisions has launched the Channel Operating Model, showcasing the most up-to-date processes and activities to support partners and establish channel excellence. Learn more about this newly updated model.

SiriusDecisions
SiriusDecisions
Blog Post
SiriusDecisions
SiriusDecisions
Blog Post
  • An organization’s CMO and CIO should work together to drive cross-functional alignment and productive technology deployments. Marketing and IT should pool their expertise to satisfy the expectations of today’s b-to-b buyers and customers. Shared goals supported by common metrics can boost the collective impact of marketing and IT.

SiriusDecisions
SiriusDecisions
Blog Post
  • To understand the behaviors that lead to the accomplishment of a task or end goal, b-to-b marketers can apply the concepts of video game dynamics and human motivation to enhance demand creation programs and customer experience. These concepts can also be applied to individuals’ activities to drive activity completion, compliance, and excellence in sales enablement and execution.

SiriusDecisions
SiriusDecisions
Blog Post
  • While SiriusDecisions recommends reviewing product roadmaps regularly, the time when organizations look ahead to the new calendar year is often when there is a more concerned effort to create or refine roadmaps. Here are three suggestions for planning next year's product roadmap.

SiriusDecisions
SiriusDecisions
Blog Post
  • Stuart Gold is Vice President of Corporate Events, Field & Partner Marketing at Domo. I recently got the chance to chat with Stuart and learn about how Domo maximizes the effectiveness of events for pipeline acceleration.

SiriusDecisions
SiriusDecisions
Blog Post
  • Events are a key component of the b-to-b marketer’s toolkit. Whether they are used for demand creation, sales enablement, reputation or market intelligence, events help drive awareness of the organization’s offerings and progress toward its goals. However, not all organizations utilize events in a disciplined manner, particularly when it comes to pipeline acceleration.

SiriusDecisions
SiriusDecisions
Blog Post
  • CMOs need relevant and timely marketing performance updates for effective decisionmaking and planning, and often rely on CMO dashboard data and insights. Effective dashboards are designed to answer executive questions, tell a logical story, convey priority and avoid data and reporting overload.

SiriusDecisions
SiriusDecisions
Blog Post
  • CMOs are championing a range of transformation initiatives designed to support their organizations’ strategies. Various examples of transformation that are top of mind for b-to-b marketing leaders were highlighted at SiriusDecisions 2017 Summit’s B-to-B Alignment Executive Conversations Panel earlier this year.

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