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
Local, state and international governments experienced more COVID-19 turbulence than U.S. federal agencies in 2Q20
State and local governments in the U.S. as well as civilian agencies of international governments saw significant disruption to tax revenues and their ability to provide even basic levels of citizen-facing services as a result of the pandemic. Employment services agencies, for example, were suddenly forced to operate at sharply lower levels, if at all, […]
Complexity and trust: EY’s evolving approach to risk
Internal risk professionals may have the best internal intelligence Setting the stage for changes at EY and in the broader market, Frank Leenders, EY’s Digital & Innovation lead based in the Netherlands, explained that the firm helps clients “reframe the future” and focus on “trusted transformation,” which comes through six different lenses: Investor Trust, Organizational […]
Peraton’s purchase of Perspecta: The latest move in the quest for scale in federal IT
Scale is king Peraton’s purchase of Northrop Grumman’s (NYSE: NOC) IT services business and pending acquisition of Perspecta (NYSE: PRSP) are clearly aimed at obtaining the scale necessary to compete for large enterprise and digital transformation deals, which have become common in the public sector IT services market. Peraton is hardly the first in this […]
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 […]