Go-to-market Enablement
Actionable insights and recommendations that enable clients to proactively arm their sales and go-to-market organizations with tools to identify opportunities, position against competitors, and win more deals
Key outcomes delivered include:
- Identification of opportunities through nontraditional customer classification methods
- Approach to move through sales stages by understanding evolving buyer and influencer roles
- Framework to "tell the story" of competitive strengths and weaknesses to competitors
Account Classification
A series of customer plays that are based on "softer" classification data, such as maturity and willingness to take risk
Competitive Alignment Tools
Sales battle cards and kill sheets that are proactively designed to tell the story of both strengths and weaknesses from an inside-out and outside-in point of view
Market Content
Helping clients tell their story through research-backed white papers, webinars, social content and infographics
Recent Publications
‘Every company is a technology company’ is new mantra for post-digital world
TBR perspective “Every company is a technology company.” That combined description and imperative from Accenture Group Chief Executive—Technology and CTO Paul Daugherty made clear how the company sees its clients now and entering the post-digital future. All companies will need the technological savvy and innovative culture of digital natives while pivoting from pilots to execution. […]
Quick Quantum Quips: Integrations and abstractions quicken quantum readiness
Welcome to TBR’s monthly newsletter on the quantum computing market: Quick Quantum Quips (Q3). Market activity heats up as more mainstream outlets begin taking notice of quantum computing developments as economic advantage nears. As that advantage nears, the integrations into the existing legacy network become more and more important for readying markets to exploit quantum […]
Case Studies
Digital transformation has created significant market buzz and excitement as buyers look to vendors to help modernize business processes and create new ways of working with and connecting to their customers. This shift not only impacts technology users but also the way vendors must message and sell to their prospects. One client facing this conundrum came […]
A key challenge for product and service teams is to identify into which offerings and customer segments to invest their go-to-market resources to generate the maximum return. Vendors are often challenged to get a clear picture of what use cases are being invested in, particularly among emerging technologies. A client came to TBR needing assistance […]