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
Red Hat Analyst Day 2021: Aspiring to make infrastructure a nonevent
Red Hat aspires to be the technology glue for the digital enterprise Red Hat rose to prominence simplifying technology stacks, with a mission to break the chokehold proprietary operating systems had on the enterprise via Enterprise Open Source, then extending that out to the various cloud developer platforms through its products. For this product strategy, […]
Top 3 Predictions for Digital Transformation in 2022
In the end it is all about business outcomes Digital is dead; long live business transformation Although the term “digital transformation” has served an important purpose of focusing the attention of business leaders and the IT services and consultancies working with them, it has been among the most overused phrases of the last 10 years […]
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 […]