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In this blog, I\’ll introduce a practical partnership maturity model that you can use to perform a diagnostic. As you already know, running a partnership or alliance in tech needs a variety of things to come together, viz. marketing, sales, solution building, competency development, relationship management, leadership alignment etc. However, while executing in the trenches, […]

Why this post on demand generation? All of us are trying to generate leads and drives sales. But too often our lead generation efforts feel like a treadmill. We do more and more, and the outcomes are less and less. So in this blog, I want to highlight how we can improve lead generation by

This post on content strategy is very specific to B2B professional technology services. If you\’re a marketing, practice, or sales leader, then this post should hopefully give you a simple yet effective formula to create a content strategy that directly influences revenue. Quick disclaimer: This post is NOT about increasing your website traffic. Why? Because

A buyer journey is how your buyers will move towards a purchase – have a problem, evaluate solutions, make a decision. It\’s not just for marketing, but also applicable to sales – new client acquisition as well as account growth (or account farming). A buyer\’s journey is different from your B2B sales pipeline which is

Discover the time-saving strategies of how to use an AI content writer. It can dramatically improve the efficiency of your workflow. Note: This blog will contain various affiliate links to HubSpot software. HubSpot has come out with a very nice AI enabled content writing tool as part of their marketing automation package. This post was

Increasing competition and rapid innovation in enterprise business-technology makes channel sales strategies a must have. According to a recent research, deals close 46% faster when a partner is involved. However, channel sales strategies continue to be challenging. Having been on both sides of the enterprise tech sales equation – SI & ISVs – in this

Sales and marketing alignment in the enterprise space – aka complex sales – is tough to achieve. Yet, if you do that, you can achieve a whopping 36% higher retention rate(3), and higher sales win rates of 38%(4) overall. That\’s fascinating. Although this study was not entirely focused on complex B2B sales, these are still

When we think about revenue attribution, one of the most common topics that we think about is \”How much revenue did marketing influence?\” or \”Where did our leads come from?\”. That makes sense when business leaders intuitively already have a sense of what is moving their pipeline. It\’s also useful when brand awareness and lead