Industry Insights

Q&A With Forrester’s Steve Casey: Why B2B Brands Must Treat Buyers As Equal Partners

The B2B buyer’s journey, as well as buyer expectations, are constantly evolving. A new report from Forrester has revealed that modern buyers are now looking to be treated as equal partners with a vendor. That means it is no longer about convincing a buyer to buy, but rather, help them…

July 1, 2020
Written by Klaudia Tirico

Trust And Transparency Becoming Essential To Engage Current B2B Buyers, According To New SiriusDecisions Research

The B2B buyer’s journey is increasingly becoming a digital-first exercise, especially as face-to-face interactions have been limited this year. These changing realities are forcing sales and marketing teams to adjust the way they engage and address customer needs.

June 24, 2020
Written by Michael Rodriguez

Exclusive Q&A: Demandbase Acquires Engagio, Accelerating The Development Of ABM Category

ABM platform Demandbase has acquired Engagio, a B2B account-based engagement platform, to combine forces within the ABM ecosystem and accelerate the development of a next-generation B2B martech platform. Terms of the deal were not disclosed.

June 16, 2020
Written by Klaudia Tirico

IDC Teams Up With Ecosystems To Develop All-In-One Value Management Solution

International Data Corporation (IDC), a global market intelligence firm, has partnered with sales and marketing platform Ecosystems to create an all-in-one solution designed to help businesses differentiate their brands in the market and provide customized experiences based on industry research.

June 12, 2020
Written by Michael Rodriguez

Forrester's Lisa Riley Shares Her Perspective On The Future Of Events In B2B

The COVID-19 health crisis was an unforeseen event with lasting, far-reaching consequences. The feeling of uncertainty is running high with the suspension of in-person B2B events. Marketers are wondering how they will acquire leads, and SDRs wonder if they can make the same impact without face-to-face meetings at live events.

June 10, 2020
Written by Marjorie Romeyn-Sanabria

To Boost Market Development Fund Utilizations, Dig Deeper Into Channel Data

The allocation of market development funds (MDF) to channel partners is a common component of most vendors’ indirect sales programs. But at many companies, MDF initiatives are built upon opaque processes and generate uncertain results.

June 3, 2020
Written by Terry Moffatt

SiriusDecisions’ Phil Harrell Addresses Critical Traits Of A Buyer-Centric Sales Organization

In the current environment, B2B sales organizations must be quick to adapt to evolving buyer needs and expectations. This is a critical time to take the opportunity to increase revenue efficiency by streamlining the buying experience to match these expectations.

May 27, 2020
Written by Klaudia Tirico