new role has emerged at many leading B2B companies, Sales Enablement, and recent research from Forrester and IDC proves this new sales enablement practice as the key linchpin required to help a B2B company bridge the gap between their business strategies and how they execute in the field. Sales enablement as a best practice has emerged quickly at leading B2B firms, and many of our 70+ B2B customers now have formal sales enablement teams and centers of excellence. Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998). and We Agree! MORE >>

Friday, November 05, 2010 Trend Micro Risk and Compliance Assessment tool (powered by Alinean) Trend Micro wanted to help busy security officers and IT managers quickly and easily understand where they might be falling short on security risk and compliance management policies, and how not addressing these issues could lead to potential downtime, data loss, fines, brand damage and bottom-line impact. Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998). Frugalnomics in Full Effect: Forrester and Gartner. Do White Papers Still Engage? MORE >>

visionary CMO presenting to other leading marketers recently asked the question: "Do you deliver more customer bottom-line impact than the competition?" Leading B2B companies are focused on making their customers more money than their competitors and getting their fair share. Leading b2b sellers realize that quantified value proof points are required to attract new prospects, convert them to new customers, and sustain strong customer relationship into the future. Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998). MORE >>

Joe Galvin, an ex-colleague at Gartner and VP and Research Director with SiriusDecisions, a leading research consultancy in the sales and marketing space, said sales enablement and knowledge management “have now become required components&# of a sales and marketing technology infrastructure. The right collaboration and solutions can help drive the number of new opportunities — the number of active opportunities and lead to shorter sales cycles by improving the conversion rates from phase to phase inside the buying cycle.&# Do White Papers Still Engage? MORE >>

Monday, November 29, 2010 Five Reasons You May Not Be Spending Enough on Content Marketing Interactive Smart Content™ and Dynamic Sales Tools Required to Meet Changing Buyer Needs Marketing of B2B solutions has clearly become more difficult over the past several years, evident in research from IDC indicating that: 62% of B2B vendors now need more leads in order to generate the same amount of sales; 72% indicate an increase in buying cycle time over the past 6 month, while the buying cycle timeframe has increased over 10% in the past 12 months. Do White Papers Still Engage? MORE >>