B2B Revenue GrowthGuest Contributions by B2B Experts

This blog consists of the very best articles and blog posts we’ve curated from B2B experts across the web. These posts cover a wide variety of B2B business topics, however, we will ensure the focus remains on how great marketing B2B processes and programs lead to revenue growth – and insight on actions you can take to realize those improvements.

 

How to Grasp the Elusive Marketing and Sales Alignment

Regardless of your company’s size and industry, today’s business environment requires all of us to be fast on our feet. As business leaders, you must be able to react quickly and decisively to rapidly changing customer demands and competitive conditions. The more agile a company is, the faster it can respond to market dynamics and develop new products and processes, recognize new opportunities, and redeploy resources accordingly.

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Successful Quarterly Performance Reviews

What C-Suite Executives Want
Let’s face it, reporting mediocre marketing results to a C-suite executive board is as fun as a root canal.  Almost every Vice President of Marketing enters quarterly and annual reviews with a sense of unease.  This discomfort lies in the limited ability to provide the kind of metrics most C-suite executives want to see the bottom line of sales revenue against the marketing spend.

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What goes into a business model?

In 1904, King Gillette, the founder of Gillette Razors, not only invented, through patents, the razor, the blade and the combination of the two but King Gillette invented a new business model. The business model, known today as the razor-blade model, has been taught in business schools and implemented in almost every industry worldwide. In this particular model, companies sell a one-time product at a substantial discount that is complemented by another higher margin product that requires repetitive purchases – DVR, DVD, Keurig, razors, etc. Thus, King Gillette built a business model that has acquired customers for over 100 years.

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5 Reasons Why Your Channel Partners Are Underperforming

Sales EnablementChannel sales has so much promise for enterprise software and SaaS companies. The leverage you can get from a performing channel can be remarkable. A direct sales rep in a B2B SaaS business may be able to bring in $2.5M to $3M in revenue. A channel sales rep, making the same compensation, can bring in $5M to $7M in sales through partners.

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