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2013 eCommerce Benchmark and Holiday Shopping Report

Published By: Adobe     Published Date: Feb 20, 2014
The 2013 holiday shopping season blew by at a record pace. With six fewer days between Thanksgiving and Christmas than 2012, Adobe Digital Index speculated that retailers may lose up to $1.5 billion in potential revenue if marketing programs failed to capture even greater daily sales than the Digital Index model predicted. Now that the season is complete, Digital Index has just released its 2013 eCommerce Benchmark and Holiday Shopping Report which offers more than 25 eCommerce benchmarks — and points to some holiday shopping surprises.
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adobe, adobe social, social media, marketing, ecommerce, retail, online shopping, holiday shopping
    
Adobe

5 Sales Enablement Trends and Action Items

Published By: Brainshark     Published Date: Nov 05, 2013
SiriusDecisions identifies five planning assumptions that must drive the agenda of sales enablement executives in the year ahead. From onboarding to demand creation to tackling mobile and social media, discover how to build integration between the marketing, sales, training and operations teams with the new sales enablement organizational model.
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sales enablement, sales training, sales productivity, sales effectiveness, sales revenue, sales costs, product marketing, content marketing
    
Brainshark

5 Sales Enablement Trends and Action Items

Published By: Brainshark     Published Date: Nov 14, 2013
SiriusDecisions identifies five planning assumptions that must drive the agenda of sales enablement executives in the year ahead. From onboarding to demand creation to tackling mobile and social media, discover how to build integration between the marketing, sales, training and operations teams with the new sales enablement organizational model.
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effective content, sales content, sales collateral, marketing collateral, sales enablement
    
Brainshark

7 Steps to Integrate B2B Sales and Marketing with Data

Published By: ttec     Published Date: Jul 24, 2019
Let’s face it: in today’s B2B landscape, the buyers call the shots. Buyers today are proactive, research their own options, and often include many decision makers rather than just one who can be wooed on a golf course or over dinner. So, where does that leave the salesperson? To succeed in this new landscape, sales professionals must understand how the buyer’s journey has changed and unlock the advantages that data analytics and statistical modeling can offer. Sales and marketing teams must also learn how to align their efforts to present a truly coordinated experience. Read this paper to learn how to take advantage of untapped opportunities for helping sales teams evolve in today’s buyer-empowered landscape.
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ttec

8 Ways Every Solution Provider Can Profit from Rollouts Now

Published By: OnForce     Published Date: Apr 22, 2007
“8 Ways Every Solution provider Can Profit from Rollouts Now” demonstrates how rollouts are creating strong sales opportunities for solution providers of all sizes. Importantly, it also addresses how solution providers have finally “cracked the code” of transforming this high-volume business, which is extremely service intensive, into a high-profit business via innovative on-site service delivery models that let them find the contract IT service professionals they need, right when they need them.
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service model, roll-out, rollout, roll-outs, rollouts, customer service, var, vars
    
OnForce

A Five Phase Approach to Email Marketing

Published By: AcquireWeb     Published Date: Jan 22, 2007
This article addresses one of the biggest challenges associated with e-mail marketing programs – establishing meaningful contact with customer targets in order to increase sales, while protecting and enhancing your brand. It illustrates that successful e-mail marketing designed to drive sales and build brands requires adopting a methodology that includes more precise prospect targeting, better permission-based models, a better overall consumer experience and better quality lists.
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email marketing, best practices, permission marketing, brand management, direct marketing, newsletter design, acquireweb, integrated marketing
    
AcquireWeb

Blackline for Retail: Modernizing Traditional Order-To-Cash Accounting Processes

Published By: BlackLine     Published Date: Aug 28, 2019
Validating the completeness and accuracy of sales (and related balance sheet impact) is of paramount importance, but often requires significant manual effort. As revenues grow, organizations are forced to devote additional resources to processes like sales audit and other detailed reconciliations or expose themselves to risk. For the retail industry, having an adequate sales audit process is crucial to the integrity of financial statements. And innovations like new forms of consumer payments and omni-channel models only add to the complexity.
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BlackLine

Cinco Casos de Uso CASB que Necesita Conocer

Published By: Symantec     Published Date: Jun 13, 2018
El actual escenario es una desenfrenada carrera. Los funcionarios y las organizaciones adoptan a ritmo acelerado aplicaciones y servicios en la nube debido a la productividad, colaboración y conveniencia que ofrecen. ¿Y por qué actuarían de forma diferente? Si tiene un problema, es posible que exista una aplicación en la nube que pueda solucionarlo. Así mismo, el movimiento a nivel corporativo que se distancia de licencias tradicionales de software hacia plataformas en la nube como Office 365, G Suite, Salesforce, etc., ofrece el beneficio adicional de un modelo financiero de Opex en lugar de Capex para sus costos de software.
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Symantec

Cinco Casos de Uso CASB que Você Deveria Conhecer

Published By: Symantec     Published Date: Jun 13, 2018
O cenário atual é uma corrida desenfreada. Funcionários e organizações adotam aplicativos e serviços na nuvem em um ritmo acelerado devido à produtividade, colaboração e conveniência que oferecem. E por que agiriam de forma diferente? Se você tem um problema, provavelmente há um aplicativo na nuvem que pode resolvê-lo. Além disso, o movimento a nível corporativo que se distancia de licenças de software tradicionais para plataformas na nuvem como o Office 365, G Suite, Salesforce, etc., oferece o benefício adicional de um modelo financeiro de Opex ao invés de Capex para seus custos de software.
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Symantec

CIO Essential Guidance for Intrinsic Cybersecurity

Published By: VMware     Published Date: Sep 12, 2019
Despite massive spend to protect enterprise digital assets, security breaches are still on the rise. The disconnect between the level of investment and the volume and impact of attacks is largely attributed to outdated approaches that favor perimeter protection and point solutions despite a digital supply chain that is more distributed than ever. For these reasons and more, enterprises need to start thinking differently about cybersecurity. Security doesn’t need new products. It needs a new model. One that applies the principles of intrinsic security across the fabric of the organization, from the sales floor to the C-suite, from the infrastructure to the endpoint device. In this Essential Guidance executive brief, learn how intrinsic security differs from traditional security methods, and the steps CIOs need to take to operationalize this model for greater business agility without greater risk.
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VMware

Closing Deals on the Spot With The Right Mobile Tools

Published By: Ethofy     Published Date: Mar 18, 2013
Examine the AIDA sales model using the right mobile tools and learn how to empower your sales teams to meet customer expectations and close more deals on the spot
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mobile, mobile sales tools, sales tools, social media, social marketing, social messaging, mobile devices, mobile sales enablement
    
Ethofy

CSO Insights White Paper: Optimizing Incentive Compensation – Aligning What You Say With How You Pay

Published By: Anaplan     Published Date: Apr 06, 2016
Optimizing incentive compensation: aligning what you say with how you pay CSO Insights’ ICPM study* found that 69 percent of organizations use three or more metrics to build their sales compensation plans, but modeling and planning this sales strategy can quickly become too complex as a spreadsheet-driven exercise. It is crucial to get these incentive compensation structures right, because sales reps receive up to 60 percent of their income from incentive comp. In this white paper, we discuss the disconnect between sales behavior and incentive compensation structure and provide recommended steps towards optimizing your compensation plan.
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sales performance management, compensation management, incentive compensation, sales planning, incentive comp, commission structure, sales performance, xactly
    
Anaplan

Customer Success Story B/E Aerospace

Published By: Cherwell Software     Published Date: Apr 07, 2016
B/E Aerospace is the worldwide leading manufacturer of aircraft passenger cabin interior products and the leading global distributor of aerospace fasteners for commercial, business jet, and military markets. The company has leading worldwide market shares in all major product lines and serves virtually all of the world’s airlines, aircraft manufacturers, and leasing companies through its direct global sales and customer support organizations. Headquartered in Wellington, Florida, B/E Aerospace has grown to nearly 12,000 employees and 220 sites around the world and a true follow-the-sun model for global customer support.
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best practices, customer support, business intelligence, business optimization, business management
    
Cherwell Software

Digital transformation in sales: evolving the art of customer engagement eBook

Published By: Microsoft     Published Date: Jul 20, 2018
For sales organizations, customer engagement is about more than touchpoints—it’s about everything that happens in between personal and digital encounters. Customer engagement requires an organization-wide commitment to creating meaningful connections, building relationships, and nurturing those relationships to establish trust and keep your brand top-ofmind. “The realignment of, or new investment in, technology and business models to more effectively engage digital customers at every touchpoint in the customer experience lifecycle.” - Altimeter Group The realignment of, or new investment in, technology and business models to more effectively engage digital customers at every touchpoint in the customer experience lifecycle. - Altimeter Group Customer engagement drives every interaction, every process, and every decision—and it’s the key to driving sales. In fact, respondents from a May 2016 Microsoft survey of sales leaders across multiple industries ranked customer engagement the #1 dr
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Microsoft

Five CASB Use Cases You Should Know

Published By: Symantec     Published Date: Jun 13, 2018
It’s a free-for-all out there. Employees and organizations are adopting cloud apps and services at a furious pace due to the productivity, collaboration, and convenience they offer. And why wouldn’t they? If you have a problem, there’s probably a cloud app that can solve it. Plus, on a company-wide level moving away from traditional licensed software to cloud platforms like Office 365, G Suite, Salesforce, etc. delivers the additional benefit of moving from a capex to an opex financial model for your software costs.
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Symantec

Forrester TEI Report

Published By: OneLogin     Published Date: Oct 24, 2017
From the information provided in the interviews, Forrester has constructed a Total Economic Impact (TEI) framework for those organizations considering investing in OneLogin. The objective of the framework is to identify the benefits, costs, flexibility, and risk factors that affect the investment decision. Forrester employed four fundamental elements of TEI in modeling OneLogin: benefits, costs, flexibility options, and risks. Forrester took a multistep approach to evaluate the impact that OneLogin can have on the Organization (see Figure 2). Specifically, we: › Interviewed OneLogin marketing, sales, and product management personnel, along with Forrester analysts, to better understand the value proposition for OneLogin. › Conducted an in-depth interview with the Organization’s senior application engineer and its supervisor of IT security to obtain data with respect to costs, benefits, and risks. › Constructed a financial model representative of the interviews using the TEI metho
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OneLogin

Gartner Magic Quadrant for Sales Performance Management

Published By: Optymyze     Published Date: Feb 05, 2018
Optymyze jumps to a new high in the 2018 Gartner Magic Quadrant for Sales Performance Management. Named a Leader for the third consecutive year, Optymyze distinguished itself through agile operations, a strong business model, and excellent market execution. Gartner Research, the world’s leading research and advisory firm, also recognized our efforts to deliver innovative solutions and respond to client and market needs. This objective vendor comparison from Gartner is a must-read for any company considering an SPM solution. Access the full 2018 report! • Practical guidance on evaluating SPM solutions • An in-depth review of Optymyze and 10 other vendors • Analysis of SPM vendor capabilities and industry trends. Get instant access to the full 2018 Gartner research report!
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2018 gartner magic quadrant for spm, gartner magic quadrant for spm, sales performance management, spm, sales team performance, sales operations, sales representative performance, spm vendors
    
Optymyze

Inside Sales Boot Camp Webinar

Published By: LiveHive     Published Date: Feb 16, 2016
Creating a lean, mean selling machine is no easy task. That’s why we’ve asked inside sales expert, Sally Duby to break down four easy steps to getting your sales team in top selling shape. In this two part series, Sally will share: • The essential components of a lead process, including best practices on partnering with marketing • Creating a call cadence and contact model and how to stay on track using metrics • Steps to define buyer-based personas and ways get a prospect to respond quicker • Converting pipeline faster and best practices for closing deals
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sales process, best practices, marketing, closing deals, livehive, business process management
    
LiveHive

Know More, Sell More

Published By: ttec     Published Date: Jul 24, 2019
Data drives decision making across the enterprise. For sales executives, it’s critical to have information about where to focus outreach and understand what potential customers are looking for. But having data for its own sake won’t do much good. With advanced tools and a customerfocused mindset, companies are learning things about prospects never before possible. Thanks to advanced insights and machine learning that process algorithms and crunch millions of data points, new purchase patterns and propensity models are emerging to guide sales leaders as to what will work best for their business. Read this paper to learn how to act on advanced insight in the sales and marketing process. Highlights include: The enormous potential of new data tools and analysis Resources needed to act on the insight Company examples Strategic and operational recommendations
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ttec

Magic Quadrant For Data Science Platforms

Published By: IBM     Published Date: Apr 07, 2017
Data science platforms are engines for creating machine-learning solutions. Innovation in this market focuses on cloud, Apache Spark, automation, collaboration and artificial-intelligence capabilities. We evaluate 16 vendors to help you make the best choice for your organization. This Magic Quadrant evaluates vendors of data science platforms. These are products that organizations use to build machine-learning solutions themselves, as opposed to outsourcing their creation or buying ready-made solutions.
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data analytics, product refinement, business exploration, advanced prototyping, analytics, data preparation, customer support, sales relations
    
IBM

Marketers and Attribution

Published By: AdRoll     Published Date: Oct 05, 2016
Over the past few years attribution has become one of the most-discussed concepts in marketing and sales. Everyone agrees it’s critically important to get right, but there’s no such thing as a “one size fits all” model. Meanwhile countless whitepapers have been written, all with the goal of providing a brief precis of the best way to measure it, but the reality is there’s no universally correct answer...
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attribution, marketing, sales, attribution model
    
AdRoll

Media Effectiveness and Strategy Development

Published By: iKnowtion     Published Date: Nov 09, 2011
A strong, multi-media advertising plan worked until sales started to decline. Using marketing mix modeling iKnowtion, helped this company understand the changing effectiveness of various media, and the impact these trends had on the customers acquired.
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crm strategies, media effectiveness, strategy, development, mix modeling, consumer goods, marketing analytics, multi-media
    
iKnowtion

Mornay Services Adds Personalized Avatars to its Cross-Channel Marketing Strategy

Published By: Neolane, Inc.     Published Date: Jul 13, 2010
Mornay Services, a subsidiary of the Groupe Mornay retirement fund, offers individual accident and health insurance as well as savings and credit products. Operating a direct sales model, Mornay Services boasts a portfolio of 200,000 repeat customers and a database of one million potential customers.
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neolane, mornay, avatars, cross channel, marketing, groupe mornay, credit, savings
    
Neolane, Inc.

Moving Service Management to SaaS

Published By: CA Technologies     Published Date: Feb 13, 2015
In areas such as sales force automation and customer relationship management, cloud-based computing services have become the norm—and substantially improved the economics, capabilities, and effciencies customers have realized. Today, organizations can enjoy similarly substantial benefits by migrating their IT service management functions to a Software-as-a-Service model. This paper shows how CA Cloud Service Management enables organizations to make the most of this opportunity by providing a service management solution with a breakthrough in time.
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service management, crm, cloud computing, customer relationship, saas
    
CA Technologies

Navigating the Diverse Landscape of B2B Sales Appointment Setting Models

Published By: Valerie Schlitt Associates     Published Date: Jul 31, 2017
This Executive Summary is the first part of a two-content piece series to help B2B marketing and sales executives understand and optimize the telemarketing landscape as it exists today. We've heard that cold calling is dead, but is it really? Account Based Marketing (ABM) strategies include this component as do solo efforts to convert interest. Does it really work? If it does, how to discern what strategies are best? Read this two-part series and understand today's B2B buy cycle challenges and how your peers are optimizing the phone as a channel.
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Valerie Schlitt Associates
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