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Resources Industry Specialization Benchmark Succeeding with Solutions Beyond Net Promoter Scoring Harvesting Revenue Opportunity in New and Complex Markets
Events & Workshops Context-Driven Value Workshop Industry Specialization in B2B Webinar
Newsletters Dec 2008: Plan for the Recovery March 2009: How is your Industry Focus?

NEW: 2009 B2B Industry Specialization Benchmarking Study

Due out in August 2009, this report gathers data from 120 B2B vendors about motivations, practices, and results of specializing resources to focus on target vertical markets. Find out:

What motivates companies to invest in specializing for target vertical markets
How specialization in marketing, sales, alliances, services, and products evolves over time
How industry focus impacts revenue, lead generation, and brand awareness

Order Now

Succeeding with Solutions White Paper

A practical guide to identifying, developing, and succeeding with solutions.

Companies are looking for ways to combat commoditization, raise their average deal size, and engage more senior, business-focused decision makers. Many such vendors see solution offerings as the answer. Unfortunately, many begin to stall almost immediately, with internal disagreements about what solutions are, and how much to invest in creating them. Here’s a simple guide to help you

Differentiate between solutions and products
Define an appropriate role for your company within the solution stack
Select solution areas in which to invest
Enlist all the organizations and processes required to make the solution a market success

Beyond Net Promoter Scoring

Understanding customer-generated word of mouth.

The highly popular Net Promoter Score (NPS) customer satisfaction metric has gained broad adoption in the last five years. Customers’ likelihood to recommend you to others is a great measure of their satisfaction and loyalty. Unfortunately, Net Promoter scoring limits visibility and could lead your customer satisfaction initiatives astray. That's why most companies incorporate NPS into their Customer Feedback systems rather than use it as designed. There are many other critical questions to ask your customers. Here’s a quick introduction to Net Promoter Scoring and how to gather and use information about customer word-of-mouth in a way that's valuable for your business.

Harvesting Revenue Opportunity in New and Complex Markets: CA Wily Case Study

Learn how CA Wily created momentum in a key industry.




	Resources
Resources Industry Specialization Benchmark Succeeding with Solutions Beyond Net Promoter Scoring Harvesting Revenue Opportunity in New and Complex Markets Events & Workshops Context-Driven Value Workshop Industry Specialization in B2B Webinar Newsletters Dec 2008: Plan for the Recovery March 2009: How is your Industry Focus?	NEW: 2009 B2B Industry Specialization Benchmarking Study Due out in August 2009, this report gathers data from 120 B2B vendors about motivations, practices, and results of specializing resources to focus on target vertical markets. Find out: What motivates companies to invest in specializing for target vertical markets How specialization in marketing, sales, alliances, services, and products evolves over time How industry focus impacts revenue, lead generation, and brand awareness Order Now Succeeding with Solutions White Paper A practical guide to identifying, developing, and succeeding with solutions. Companies are looking for ways to combat commoditization, raise their average deal size, and engage more senior, business-focused decision makers. Many such vendors see solution offerings as the answer. Unfortunately, many begin to stall almost immediately, with internal disagreements about what solutions are, and how much to invest in creating them. Here’s a simple guide to help you Differentiate between solutions and products Define an appropriate role for your company within the solution stack Select solution areas in which to invest Enlist all the organizations and processes required to make the solution a market success Beyond Net Promoter Scoring Understanding customer-generated word of mouth. The highly popular Net Promoter Score (NPS) customer satisfaction metric has gained broad adoption in the last five years. Customers’ likelihood to recommend you to others is a great measure of their satisfaction and loyalty. Unfortunately, Net Promoter scoring limits visibility and could lead your customer satisfaction initiatives astray. That's why most companies incorporate NPS into their Customer Feedback systems rather than use it as designed. There are many other critical questions to ask your customers. Here’s a quick introduction to Net Promoter Scoring and how to gather and use information about customer word-of-mouth in a way that's valuable for your business. Harvesting Revenue Opportunity in New and Complex Markets: CA Wily Case Study Learn how CA Wily created momentum in a key industry.
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