B-to-b demand marketers have significant opportunities to pivot in 2020 because of the many demand processes, technology and strategies now available that either did not exist before or were impractical to implement. These opportunities include changing their focus from individual leads to buying groups, shifting from tactic-based to goal-driven planning, and moving from linear nurture flows to dynamic interactions. In this guide, we describe six opportunities that demand marketing leaders should consider when planning how to enhance their support of the buyer’s journey in 2020..
Individuals within your organization’s prospect accounts are already acting as a group. In his latest blog ...
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Forrester’s SiriusDecisions Demand Unit Waterfall™ provides a structured process for engaging, tracking, and winning opportunities linked to buying groups.
Explore key findings of the 2019 SiriusDecisions State of Revenue Operations Study to see how functions are changing and how companies are becoming more aligned in the age of the customer.
Individuals within your organization’s prospect accounts are already acting as a group. In his latest blog post for SiriusDecisions, Kerry Cunningham advises how to use the Demand Unit Waterfall™...
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In this e-book, you will gain insight into the business-driven technology decision-making process as well as strategies that are heavily dependent on technology.
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In this webcast replay, you'll hear directly from your peer on their best practices and applications as well as insight into what success looks like and what it takes to achieve it.
In their heyday, predefined nurtures were groundbreaking. They enabled marketers to send out automated emails and define different plans of action depending on how buyers responded. Early nurtures...
In this webcast replay, we describe six opportunities that demand marketing leaders should consider when planning how to enhance their support of the buyer’s journey in 2020.
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In this e-book, we explore the technology investment plans of b-to-b orgs, why they continue to struggle to see a return on their technology investments, and a fundamental shift that is required.
Read about how Imprivata's exceptional work implementing the Demand Unit Waterfall helped them win a Program of the Year Award.
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Foundations represents the cornerstones of our research and advisory services, proven to help our clients achieve high performance and intelligent growth.
B-to-b is quickly approaching an inflection point, at which organizations who have failed to integrate “artificial smartness” into the fabric of their revenue engine will begin to fall behind.
Learn about the newest member of the Demand Waterfall family and how it can help b-to-b companies drive demand and revenue creation performance optimization throughout their organization.
We’ve developed an e-book to walk you through the comprehensive steps that sales and marketing must take together to improve aligned planning efforts.
In this webinar we will outline some of the key components of the Agile Scrum methodology and how they can be used together to help demand marketing teams overcome three of their most common problems