Is Your Product Leader a Grief Creator or Grief Reliever When It Comes to Annual Planning?

The best Product Leaders are grief relievers. They are on top of the three steps talked about in this article, and they execute the necessary activities to get ready for the annual planning process.

Q3 marks the beginning of the annual planning process. Organizations are starting to compile all the data, documentation and reports to prepare for this effort. Things are really starting to get busy.

A major input to the annual planning process is the Product strategy. Having this input in time gives marketing and sales enough time to prepare, and to learn how to bring new products to market. Without it, an organization starts the year behind the eight ball.

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Sales Team Coordination – the Missing Link in Implementing a Customer Experience Framework

A coordinated sales team is absolutely critical to implementing a superior customer experience framework for the following three reasons:

1. Superior Customer Experience is proven to drive more revenue
2. Setting up a Structure of Farmer Account Manager with an Inside Customer Success Manager is a one-two punch for Superior Customer Experience.
3. Look to Emerging Best Practices to stay ahead of your Peers.

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How Top CMOs Quantify Marketing Investment with Revenue Attribution

The buyer’s journey does not follow a linear course. Without revenue attribution, you are exposed—unable to allocate time, money, and resources to the marketing efforts that produce top-line results. If you can’t quantify the collective impact of marketing touch-points, you are left guessing. And that eventually gets you fired, when you guess wrong.

Revenue attribution is a tough issue to scope out. But it’s well worth the effort. Forrester research analyst Tina Moffett states, “B2B companies are seeing an average of 15 to 18 percent lift in revenue as a result of implementing a closed-loop attribution system and then optimizing marketing programs based on the more sophisticated analysis.” The size of the prize, a 15 to 18 percent lift, makes revenue attribution worth pursuing. That’s a game changer. 

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