10 Ways to Control Customer Perception of Your Business

Customer perception is how existing and potential customers view your business and its offerings. It can easily tip the scale in favour of or against purchasing from your company. But while a global company like Starbucks might have the resources to change customer perception, how do smaller businesses find their niche? This article from Userlike … Continued

How to Change Brand Perception to Drive Growth

It seems obvious that an organization’s image and market perception is critical. Too often, however, companies fail to understand the distinct impact that weak or inaccurate brand perception can have on their bottom line. As a result, they may under-invest in developing and managing their brand, even as buyer behaviour has changed so profoundly. Or … Continued

The Lost Art of the Elevator Pitch

As channel consultants, we get to work with an incredible array of different companies and technologies. And with the breakneck speed of new product releases, it’s a real challenge trying to stay on top of it all. What continues to amaze us however, is how few companies can explain what they do in a concise … Continued

5 Compelling Reasons to Revisit Your Brand Strategy

In talking to people at the recent CompTIA event, there was an overwhelming sense that we are living amidst the biggest changes in the way we work and view the world, probably since the second world war. Technology is again at the vanguard of this change but only in response to an invisible attack from … Continued

Reassessing Sales Incentives for MRR

We’ve recently worked with a number of companies who needed help redesigning their sales incentive programs to drive sales of Monthly Recurring Revenue (MRR) through XaaS, Cloud and Managed Services, rather than traditional CapEx IT. While there may not be a single perfect incentive model for all organisations, there are certainly some valuable lessons you … Continued

How to Shift from Selling Products to Selling Services

Only a few years ago, most software companies sold seat licenses for their products, charging customers on the basis of head count. But today, software is typically provided using cloud-based software-as-a-service (SaaS) models that charge customers fees for consumption. Technology companies have spent billions on the innovation necessary to achieve this product shift. In this … Continued

Sales Incentives That Boost Growth

Sales calls aren’t what they used to be. For starters, salespeople are interacting with customers who are armed with heaps of prior research, thanks to the availability of digital and in-person channels. Today’s salespeople are also encountering greater numbers of people they need to influence at customer organizations and are being asked to sell new … Continued

The Right Way to Use Compensation

When Mark Roberge joined HubSpot as its fourth employee, he had no sales experience but still was charged with building the sales team. His background proved to be an advantage, however: With his engineering training, Roberge brought an analytic rigor to the task. And he quickly realized that the sales compensation plan could motivate salespeople … Continued

37 Customer Experience Statistics You Need To Know For 2021

Customer experience has fast become a top priority for businesses, and 2021 will be no different. But, why are so many companies focusing on the customer experience and what happens to companies that choose to ignore it? In this article, Toma Kulbytė looks at the most important trends, and provides 37 statistics from various research … Continued

Implications of the Ansoff Matrix on Channel Strategy

In last month’s article – Not Everybody Wants to Grow – we made a brief reference to the Ansoff Growth Matrix. In this month’s article, we explore this model further, and its implications for your channel strategy. Igor Ansoff was born in Russia in 1918, but is largely considered to be the father of strategic … Continued