State of the Buyer Report: Future of Work Edition

whitePaper | December 5, 2022

Efficiency and productivity are what will lead to efficient growth. Still, to achieve this, you must have the correct data and tools to project pipeline and align GTM teams around a strategy guaranteed to hit pipeline and revenue targets. That’s why we wrote this guide to help you develop a Sales Pipeline Readiness strategy that allows you to not only predict but also generate pipeline efficiently and effectively.

whitePaper | October 1, 2022

Account-based marketing, commonly referred to as ABM, has taken the B2B marketing world by storm. According to HubSpot, 70% of marketers reported using ABM last year, which is a 15% increase from the prior year. It’s no secret– many B2B companies are using account based marketing (ABM) as a key strategy to target prospects, specifically with the aim of reaching specific accounts that fit an ideal customer profile. That’s because it works. According to a survey conducted by ITSMA, 87% of marketers say that ABM efforts outperform other marketing efforts.

whitePaper | December 2, 2021

No one fully understands the long-term effect COVID-19 will have on societies or regional economies. But the impact it’s having on brands is becoming clearer by the day. Customer behaviors have shifted during the crisis and may not revert to pre-pandemic norms. McKinsey reports as many as 30% to 40% of U.S. consumers have switched brands or retailers, and the majority intend to continue their new shopping behavior. Many switchers seek better prices, but other motivators include product availability, quality and purpose.

whitePaper | March 3, 2023

Revenue Forecasting, Sales and Marketing, Intent DataOne of the most interesting aspects of Account-Based Marketing (ABM) is the interplay between continuity and change. Twenty years into the ABM journey, core principles from the very beginning have stood the test of time: leading with customer insight, full partnership with sales, tailoring and customizing customer connection, and focusing on the three R’s—Reputation, Relationships, and Revenue.

whitePaper | August 31, 2022

This whitepaper assembles key perspectives and insights culled from our interviews with marketing leaders who have charted a steady course through the choppy waters created when decision-making is placed in the hands of corporate buying committees. Find out what digital demand generation strategies are employed by marketers of enterprise technology solutions who are charged with attracting a steady supply of qualified leads to be processed by their respective sales teams. We found that effective execution of some basic building blocks is essential to advancing and contending to be an “expert” marketing operation.

whitePaper | September 30, 2022

Life as a SaaS marketer (and a person) in 2022 feels uncertain, to say the least. An ongoing pandemic, talks of a possible recession, and tech companies laying off more than 24,000 employees in the first half of this year means it is definitely not business as usual. Operating with reduced headcount and budgets, marketers are facing increasing pressure to tie activity directly to revenue. Enter marketing attribution, a key pillar of revenue-driven marketing. Attribution enables marketing teams to track the effectiveness of their programs and showcase their impact on the business.