No matter how much you spend on lead acquisition, there will never be enough qualified, sales-ready leads to support a large sales team. And unfortunately, most sales organizations toss out non-sales-ready leads instead of recycling them. A few years ago, Michael Brenner was running Global Marketing and Content Strategy at SAP. He decided to run […]

A customer-centric strategy is essential to building a sustainable, fast growing company. The fastest growing B2B fin-tech companies have an intense focus on ensuring that the entire organization has a deep understanding of the customer. This is particularly important for the sales team.  Sales enablement programs help sales teams develop this customer-centricity…and it has a […]

A channel strategy is important for both stimulating fast growth and diversifying revenue streams. But to be effective, the strategy has to benefit your company, your partners and your target customers. Amy Guarino built the channel program for Marketo. She joined the nascent marketing automation vendor at the beginning of 2009, when they had less […]

An ideal customer profile and the strategy to reach those target buyers are the most important factors in positioning a tech company for fast growth. Firms that know exactly who they’re targeting are the ones most likely to grow. They invest in decisions about the target customer BEFORE making investments in technology, sales, or other processes. Recently, I […]

It is crucial for growth firms to deliver on their brand promise at every single touch-point for the entire customer lifecycle. If they make sure that every stage delivers, they can turn customers into advocates and enable fast, sustainable growth and a gain tremendous competitive advantage. If they don’t, then they should be prepared for […]