January 15, 2021 · 9 min read
Collaboration platforms are a mature technology that can help senior executive teams at B2B and B2C companies promote greater and better team collaboration and automate the real-time dissemination of critical business information to improve data transparency, visibility, and organizational agility. In the words of Salesforce's CEO Marc Benioff, companies can leverage workplace collaboration platforms to create "the interface to everything."
October 16, 2020 · 19 min read
A customer data platform (CDP) is an emerging digital technology about to go mainstream. B2B and B2C companies aiming to develop a competitive advantage through a digital transformation of their marketing and sales activities should seriously consider adopting this technology in 2021. According to market research firm IDC, total worldwide spending on CDPs was $752.1M in 2019 and is projected to be $2.1B in 2024. This article discusses what a customer data platform is, why it's important (i.e., a selection of prominent use cases), and how to select and deploy a solution in 6 to 8 weeks.
July 24, 2020 · 28 min read
B2B companies with a compelling value proposition operating in markets that have from a few thousands to a few hundred thousands potential customers should embrace account-based outbound prospecting to accelerate organic growth. In previous articles we discussed what is outbound prospecting and why it's important, and how to develop an investment case for an outbound prospecting program. Here we illustrate how to setup and launch an outbound prospecting program in about 12 to 16 weeks referencing a case study from the flexible packaging industry.
July 6, 2020 · 32 min read
B2B companies with a compelling value proposition in markets including from a few thousands to a few hundred thousands prospect accounts should embrace account-based outbound prospecting to strenghten their sales process and accelerate organic revenue growth. Referencing a case study from the flexible packaging industry, this article outlines how to develop an investment case for B2B outbound prospecting to validate the significant upside potential and understand how to manage the potential downside financial risk.
June 22, 2020 · 8 min read
Accelerating organic revenue growth is an important operating challenge for many B2B companies in both normal and difficult times. B2B companies with a compelling value proposition and a fragmented market demand could leverage outbound prospecting to capture an additional 8% to 12% in cumulative organic revenue growth over a 3 - 4 year period. That would typically produce an increase in the equity value of at least 20% to 35%. Sometimes the upside could be even higher. This article outlines the basics of outbound prospecting and introduces a case study from the flexible packaging industry.