Tag: Marketing ROI
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What is your actual win rate?
Read this blog to understand the difference between a funnel win rate and competitive win rate
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How to use sales history to improve your vertical go-to-market performance?
In the last blog post, I discussed the value of ‘white space analysis’ using your sales data history. We discussed how it can help you sharpen your customer marketing, improve your sales coverage model, and identify issues in your go-to-market strategy among other benefits. Today I will discuss how to leverage sales history data and…
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Why ‘Land & Expand’ analysis of your sales data is a goldmine
There is so much you can learn from the ‘land and expand’ analysis of your sales history. It can help you sharpen your go-to-market execution, increase ACV (Average Contract Value) and create more effective customer marketing programs, among other benefits. What is land and expand data analysis? You start with extracting sales transaction history into…
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Key Sales, Marketing Metrics for a QBR
Key metrics that sales and marketing should review for a QBR
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7 principles for building a kick-ass content marketing machine
Here are seven principles that will help you build a kick-ass content marketing machine within your organization
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How to build an actionable Total Available Market (TAM) and Total Obtainable Market (TOM) dataset
I will share my thoughts, based on my prior experience, on how to build an actionable TAM (Total Available Market) and TOM dataset (Total Obtainable Market).
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What is ongoing customer discovery and why you can’t afford to outsource it to your customer success teams?
The customer discovery process has primarily been used by product marketing/product management teams at early-stage software companies before they bring their first product to market. It is also used by larger software companies, who are developing new products to enter new markets. Customer discovery is an iterative process of understanding customers’ situations, needs, and pain…
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Where should B2B enterprise software marketers go to school on best practices?
Many of you may have read the popular book “All I really needed to know, I learned in kindergarten”. If you are a B2B enterprise software marketer, what is the best place to go to school on marketing? In my experience, if you are a B2B enterprise software marketer, the PLG (Product Led Growth) companies…
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The two metrics that matter for marketing investments
In this era, when money is no longer cheap and every enterprise SaaS company is watching their burn/spend very carefully, there are two metrics matter the most, when justifying making a marketing investment. The two metrics that matter the most are a) Customer Acquisition Cost (CAC) and Customer Lifetime Value (LTV)? Any big marketing investment…
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