Mereo

MAY 4, 2023

Pricing a B2B solution is complex. The leading B2B organizations do not leave pricing up to chance. In part one of this four-part series, let’s look at the leaders who should be driving pricing power forward in the organization and what key roles they play. People are quick to debate pricing models and numbers.

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Mereo

MAY 11, 2023

Rather than assign an ambiguous, arbitrary cost to their subscription services, they recognized that pricing was key for both their organization’s and their buyers’ long-term success. Selling organizations must stand on objective, solid, repeatable ground each time they set about pricing a new solution or bundle.

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Pricing Price Enterprise Management Marketing Management 41

Mereo

JANUARY 27, 2021

While B2B product management teams around the globe are convening to refresh their solution strategy for the next two to five years, most will never actually succeed. How do you avoid putting your business’ fortunes into a strategy that the organization lacks the capability to execute successfully? A major lack of validation.

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Mereo

JANUARY 6, 2022

By now you have been flooded by “resolution” and “2022 B2B trends” messages. Let’s cut through those parrot calls and get down to the most pressing challenges B2B executive leaders will face this new year. At Mereo, we have been talking to B2B executives on the frontline. DELIVER VALUE IN 2022.

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Mereo

MARCH 24, 2022

Recent studies from CSO Insights found that only 23% of B2B buyers prefer to engage salespeople to solve their business problems. Supporting a buying decision that is risky for the buyer or organization. Helping solve a complex business need or one involving multiple areas of the organization. THE ONUS OF BUSINESS DEVELOPMENT.

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High Quality Lead Business Sales Qualified Leads Marketing Management 48

Mereo

MAY 18, 2023

And when they are all considered and incorporated, your organization will ultimately reduce significant pricing churn into the future. Product Selection: Targets associated with selecting one solution versus another (typically considered in replacement, end-of-life or transition strategy scenarios).

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Pricing Price Effectiveness Cross-Selling 36

Mereo

APRIL 28, 2022

Every sports team has this unity — and B2B organizations also possess this culture and strategy. Yet, unlike college sports teams that consistently “bleed,” for example, green and gold — many organizations remain fragmented across organizational disciplines and / or geographies. How can you drive common processes and procedures?

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Lead Scoring Lead Ranking Marketing Management Forrester 36

Terminus

NOVEMBER 13, 2019

When I joined Terminus back in 2016, I announced my new position as CPO with a manifesto of sorts. As a product creator and innovator, I wanted to plant my flag in the next wave of leading B2B MarTech solutions and create something special with Terminus. Cut to now, and account-based marketing isn’t so new anymore.

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Mereo

SEPTEMBER 15, 2022

Product-led growth (PLG) has been a rising strategy of late in the B2B sphere — especially within the private equity investment space when it comes to Software as a Service (SaaS) portfolio companies. In many ways, PLG aligns with a number of key product management strategies and practices the leading B2B organizations follow.

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Work Management Marketing Management Product Lead Ranking 36

Lenny's Newsletter

AUGUST 8, 2023

Over the next two months, I’m going to share a multi-party in-depth playbook for kickstarting and scaling a B2B business. In addition to these juggernauts, I’ve also pulled in a handful of my favorite up-and-coming B2B startups, including Linear, Vanta, Stytch, Zip, Census, Persona, and Hex. Every prosumer product (e.g.

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Startups Work Management CPO Enterprise Management 52

Lenny's Newsletter

AUGUST 15, 2023

Subscribe now Welcome to part two of kickstarting and scaling a B2B business. Here’s how some of today’s biggest B2B startups began: Retool started as Venmo for the U.K. Outbound sales is consistently the best signal for validating your idea (versus friends using your product, incubator batch-mates, or investor leads).

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Validation Startups CPO B2B 52

Metadata

JANUARY 8, 2024

It’s time to say goodbye to the demand generation metrics you love B2B marketers are creatures of habit, and that includes leaning on the same metrics we’ve used for years to measure the impact of our demand generation strategies. Despite the rise of digital marketing, B2B buyers still trust their peers more than anyone else.

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Cost per Lead Demand Ideal Customer Profiles Marketing Analytics Tools 52

ClickZ

OCTOBER 27, 2020

The organizations represented—Demandbase, MailChimp, McKinsey, Salesforce, Deloitte Digital, and Purple—are pioneers in marketing automation. Jon Miller is the CPO at Demandbase. Miller, previously the Co-Founder at Engagio and Marketo, has been in the B2B marketing automation space for a long time. This adds complexity.”.

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PathFactory

JUNE 24, 2021

B2B marketers have a major content ROI problem. In their place are B2B buyers who expect the same seamless, self-directed content experiences they’ve come to enjoy in their consumer lives on platforms like Netflix and Spotify. As B2B marketers, it’s time for us all to step up and follow suit. Here are three big takeaways: 1.

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ROI Top of Funnel Forrester CPO 52

Mereo

MAY 26, 2021

Buyers are demanding the shift from B2B organizations as much as consumers are from B2C. While new solution providers are being created within this model, traditional software organizations not born in the cloud are taking the hardest hit. The subscription economy is here — there is no denying it. Remodel Your Value Proposition.

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LEADership

NOVEMBER 12, 2013

That’s a question that keeps almost every B2B marketer up at night. Rising costs of lead generation, increasing competition and a rapidly growing population of buyers that function almost like intense research organizations—these are the factors we are up against in the B2B world. From B2B marketers.

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Seismic

MAY 11, 2021

Seismic Aura is a response to increasingly complex sales cycles and greater demand for seller productivity. I was recently joined by Seismic Chief Product Officer Krish Mantripragada to discuss the ins and outs of AI-guided selling , what it means for sellers and marketers, as well as Seismic’s vision for AI in sales.

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