SiriusDecisions Marketplace

SiriusDecisions Marketplace Blog

Nov/2015

Mar/2017

Tech Spotlight: How GE Cleaned Up Its Channel Data
  • When channel data becomes disorganized and difficult to use, using a channel data management (CDM) vendor can help
  • Learn how GE deployed CDM and helped its channel partners regain trust in its data
  • As with any technology, CDM requires strong processes and capable teams for the best chance of success

March 16, 2017

Five-and-a-Half Questions to Ask SAM Providers
  • The number of SAM offerings available can be mind-boggling
  • This is good news for sales enablement, because competition drives innovation
  • These table-stakes requirements are must-haves for any short-listed provider

March 15, 2017

Rep Brains Will Love Consolidated Sales Enablement
  • Most of what we do each day is driven by unconscious behaviors
  • No single sales enablement platform solves all problems – reps must consciously decide when to leverage a particular tool
  • Feature consolidation between sales asset management, sales coaching and learning management helps reps execute the right behaviors unconsciously

February 13, 2017

Are Your PAMs on Your Tech Roadmap?
  • The role of technology in support of channel partners and programs continues to increase in importance as suppliers look to improve productivity
  • As the key partner-facing role, PAMs are often overlooked as stakeholders who could benefit from access to systems and tools for channel sales
  • Understanding the functional role of the PAM can help suppliers map out the key requirements for solutions that can help them manage their goals

February 02, 2017

What 2017 Will Mean for Sales Technology
  • Sales technology will continue its rapid evolution in 2017
  • Technology must support the movement toward greater organizational alignment between sales and other groups
  • Technology vendors must address the issue of end-user adoption and engagement as a competitive differentiator

January 09, 2017

Help Me Hire Better and Faster
  • In today’s candidate-driven market, the average time to fill any open position is 52 days – sales positions take even longer
  • The adage “time is money” is never more true than in sales recruiting; every day a territory remains open is another day with lost sales
  • A multitude of tools and applications can help with sales recruitment

December 28, 2016

The Partner Relationship Management SiriusView
  • PRM platforms are purpose-built to support the complex challenges of a supplier-partner relationship
  • Given the rapid maturation of PRM solutions, buyers must understand the full range of available features to discern differences in functionality
  • SiriusDecisions evaluated the strengths and weakness of the qualifying vendors

December 14, 2016

TechX 2016: How to Roll Out Workplace Technology
  • Workplace technology rollouts differ from personal technology purchases in several important ways
  • Organizations must consider multiple personas when designing a tech rollout
  • Let affected users know up front how the new technology will change their daily experiences

November 18, 2016

TechX 2016: Which Technologies Do Orgs Invest In?
  • Which technologies are most essential to power your revenue engine?
  • At this year’s SiriusDecisions Tech Exchange, Tony Jaros and Jacques Begin outlined findings from a major new survey
  • While organizations are eager to adopt new technologies, they often need to create a stronger connection between these purchases and their strategies

November 17, 2016

TechX 2016: Don't Let Your Tech Stack Topple!
  • Many organization's tech stacks are precarious and filled with gaps
  • During their Tech Exchange keynote, Jay Famico and Mark Levinson introduced a new technology framework
  • A priority-led approach to technology is key to making the right decisions

November 16, 2016

Annual Sales Planning: Some Assembly Required
  • Annual sales planning should follow a logical process with participants, objectives, inputs, tasks and deliverables
  • Skipping a step in the annual sales planning process is a recipe for missing plan objectives
  • Sales operations should provide analysis that informs the planning process and helps sales leaders allocate resources to achieve corporate goals

November 15, 2016

Predictive Analytics: One Year Later
  • Getty Images’ sales team needed data-driven intelligence from marketing to make its monitoring and interactions more effective
  • Predictive models take into account the likeliness of electronic conversion, potential account value and other factors to prescribe the right course
  • Providing key account highlights and information to enable the sales process helped build greater trust and support

November 10, 2016

An Insider’s View of Austin for SDTechX Attendees
  • Next week, the eclectic city of Austin will host SiriusDecisions’ second annual Technology Exchange
  • SiriusDecisions’ Austin-based employees list their must-see attractions while you’re at TechX
  • Here are 12 things you can do to experience the embodiment of the slogan “Keep Austin Weird”

November 07, 2016

TechX Preview: Buying for Sales – Vendor Selection
  • The sales enablement space is exploding with new technologies and increasing budgets
  • The process of selecting and integrating the right enablement solution is both art and science
  • SiriusDecisions TechX 2016 will teach delegates how to get sales vendor selection right

November 03, 2016

Courage in the Time of Technology 
  • Transitioning people and organizations through technology adoption requires strong leadership skills
  • Effective technology adoption is a psychological and skills-based process that requires good planning and execution
  • As the rate of technology adoption increases, a good adoption process becomes more critical

October 25, 2016

Enabling B-to-B Remote Teams
  • Join SiriusDecisions in Austin this November for the second annual Technology Exchange
  • Learn how remote teams can collaborate on projects, planning, workflows and approvals
  • Discover capabilities to facilitate distributed communication and collaboration

October 20, 2016

The Sales Ops CPQ Cheat Sheet
  • Modernizing configure, price, quote (CPQ) tools and processes is one of the most impactful ways sales operations can increase sales productivity and
  • CPQ vendor selection and implementation requires cross-functional participation between sales, marketing, product management and engineering
  • Consider the top reasons for seeking a CPQ solution, the top considerations for vendor selection and top implementation success factors

October 03, 2016

Austin Is a Great Place to “Visit” for TechX
  • Join SiriusDecisions in Austin this November for the second annual Technology Exchange
  • This year’s event will feature brand-new SiriusDecisions frameworks and research findings
  • Network with smart marketing and sales leaders in “The Live Music Capital of the World!”

September 08, 2016

Fifteen Ways to Guarantee a Product Demo Fail
  • Few b-to-b interactions are as crucial as the software product demo
  • Sales and marketing professionals need to up their game at this key point in the buyer’s journey
  • Use these 15 best practices to maximize the chance of losing a deal

September 06, 2016

Technology Audit: The Stakeholder Interview Guide
  • Stakeholder interviews provide first-hand knowledge of systems and processes that inform a technology audit and gap analysis
  • Structured stakeholder interview guides prevent scope creep during these audits
  • Interview guides are a valuable resource for supporting conclusions and decisionmaking

August 30, 2016

  • Alignment/Strategy
  • Data/Analytics
  • Tech Optimization
  • Data/Analytics
  • Guest Contributor