Download 42 Rules for Growing Enterprise Revenue. Go-to-Market by Lilia Shirman PDF

By Lilia Shirman

Customer relevance is on the center of any profitable profit development procedure. 42 ideas for becoming company Revenue is for corporations that are looking to topic extra to the company shoppers and markets that signify the best possibilities for development. those confirmed, cross-functional projects let enterprise leaders to spot and comprehend buyers' context for purchases, and turn out their businesses' worth in ways in which are proper inside that context. Shirman combines years of expertise taking company items to marketplace and interviews with company leaders at Cisco, EMC, Adobe, VMware, Citrix, and others to distill actionable thoughts for B2B owners to force sustainable patron relevance and profit progress.

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Extra info for 42 Rules for Growing Enterprise Revenue. Go-to-Market Strategies that Increase Your Relevance to B2B Customers

Sample text

Part VI Live in Your Customer’s Universe Rule 33 If You’re Horizontal, Stand Up Rule 34 Select Target Verticals with Care Rule 35 Industry Specialization Can Start Small Rule 36 Define Your Specialization Road Map Part VII Nurture Your Channels Rule 37 Eliminate the Sales-Marketing Divide Rule 38 Educate Your Channels on What Matters Rule 39 Features Don’t Sell Products, Reps Do Rule 40 Put Training Wheels on Your Sales Initiatives Rule 41 Partners Are (Sales) People Too Rule 42 These Are Our Rules What Are Yours?

Define the initiatives required to improve your top-priority corporate skills and quantify investment and revenue impact for each initiative. Execution: Incorporate the initiatives you define into your annual business plan. The owner of each initiative will require resources and commitments from multiple organizations. Identify those cross-functional dependencies in the planning phase, so that there are no surprises or finger-pointing later. This process will identify areas of strength where investment can create a long-term competitive advantage.

Define specific metrics or early warning signs for each outcome and who will detect them and how. Sketch out what might be done now or in the future to mitigate or take maximum advantage of the impact of alternative outcomes. Some companies address uncertainty by putting in place multiple initiatives to accomplish the same goals. ” “If you have to grow sales faster than sales expense, you have to keep changing the way you do things. ” Matt acknowledges and embraces the uncertainty inherent in business.

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