In our Channel Training courses, we talk about how companies evolve through five stages of partnering maturity: Novice – vendor is unsure of partner value Tolerant – there is ad-hoc engagement with partners Reliant – recognition that there is a need for partners to achieve targets Aligned – the vendor’s systems fully support partnering Centric … Continued
Remote working has become synonymous with back-to-back Zoom meetings. Since the start of the pandemic, video calls have become a lifeline for many employers trialling working from home for the first time. As a result, however, home-workers have been inundated with so many video conferences that it coined a new phrase: Zoom fatigue. It appears … Continued
Only a few years ago, most software companies sold seat licenses for their products, charging customers on the basis of head count. But today, software is typically provided using cloud-based software-as-a-service (SaaS) models that charge customers fees for consumption. Technology companies have spent billions on the innovation necessary to achieve this product shift. In this … Continued
Sales calls aren’t what they used to be. For starters, salespeople are interacting with customers who are armed with heaps of prior research, thanks to the availability of digital and in-person channels. Today’s salespeople are also encountering greater numbers of people they need to influence at customer organizations and are being asked to sell new … Continued
The vaccines are on their way. More employers are beginning to reopen their offices. But to what degree will WFH (Work from Home) stick around? To get an eye on the future of work, Future Forum by Slack conducted a three-month survey of over 9,000 knowledge workers or skilled office workers around the world—something they … Continued
When Mark Roberge joined HubSpot as its fourth employee, he had no sales experience but still was charged with building the sales team. His background proved to be an advantage, however: With his engineering training, Roberge brought an analytic rigor to the task. And he quickly realized that the sales compensation plan could motivate salespeople … Continued
Customer experience has fast become a top priority for businesses, and 2021 will be no different. But, why are so many companies focusing on the customer experience and what happens to companies that choose to ignore it? In this article, Toma Kulbytė looks at the most important trends, and provides 37 statistics from various research … Continued
The COVID-19 pandemic forced B2B buyers and sellers to go digital in a massive way. What started out as a crisis response has now become the next normal, with big implications for how buyers and sellers will do business in the future. This Recent McKinsey research on decision makers’ behavior globally across industries since the … Continued
There is always a huge interest in digital marketing trends and innovation in marketing as we get closer to the new year. In particular, with the increase in digital activity we saw in 2020, reviewing innovation in digital marketing, technology, and platforms for the year ahead can help marketers identify new opportunities that agile businesses … Continued
Telstra head of networks, Nikos Katinakis, just might be the most overworked executive in the telco’s management roster, given the workload its networks continue to endure since the onset of the coronavirus pandemic. But with bushfires and floods even before the pandemic set in, 2020 will certainly be a year to remember. “Dealing with the … Continued
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