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
Transform at the intersect: NIIT Technologies and the near future of digital and post-digital transformation
NIIT Technologies gets closer to buyers to provide deeper support in an evolving digital and post-digital market Opening the event, NIIT Technologies CEO Sudhir Singh described his efforts to recraft the company as a “post-digital firm,” including making cognitive a part of every NIIT Technologies engagement. He further declared NIIT Technologies had transitioned from […]
AT&T Trumpets SDN Milestone, Reiterates Virtualization Goal
“In the realm of NFV and SDN, AT&T is among the leaders in transitioning its network to this new architecture, said Chris Antlitz, telecom principal analyst at Technology Business Research. Significant Achievement in SDN “‘The 75% is a significant number. They’ve built an underlay I believe for their SD-WAN … versus a lot of other […]
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 […]