Four Ways For Enterprise B2B Technology Companies To Grow Their Contracts

Elliot Schimel | August 21, 2018

Four Ways For Enterprise B2B Technology Companies To Grow Their Contracts
Many B2B enterprise technology companies face the same challenge: graduating from $100K annual licenses to million-dollar annual licenses. While this is usually seen as a business dilemma, for many companies it is really a marketing challenge. It may appear that failing to land those bigger deals is a structural, leadership or product issue, or simply because of the sales team’s inability to close those big prospects. Often, however, the problem lies in your marketing and branding efforts. How you position your offerings to prospects and clients can determine which decision maker within a company evaluates the value and budget for an annual license. The key is to prove your value to business users at large companies that have the ability to sign off on $1 million contracts.

Spotlight

Targeted, dynamic demand gen strategies like ABM (account based marketing) are the proven way to shorten the B2B sales cycle and accelerate the pipeline. Plenty of agencies will help you with the technology, but they're looking to you, the client, for a differentiated, persona-driven, journey-ma


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Targeted, dynamic demand gen strategies like ABM (account based marketing) are the proven way to shorten the B2B sales cycle and accelerate the pipeline. Plenty of agencies will help you with the technology, but they're looking to you, the client, for a differentiated, persona-driven, journey-ma

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