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
Mavenir ready to prove it is possible to transform mobile network economics
TBR perspective Mavenir’s message is resonating with the market, and its reputation among CSPs is strengthening. In a few short years, the upstart vendor has gone from an M&A amalgamation of disparate businesses to a cohesive, relevant vendor that is now being considered alongside incumbent Tier 1 network vendors for projects at leading CSPs […]
Revving the engine in Stuttgart: Accenture in the heart of the German auto zone
In July, Accenture announced a new Customer Experience Center in Stuttgart, Germany, focused on working with automobile manufacturers and their partners to accelerate the future of connected cars. With seemingly every IT services vendor and consultancy rolling out initiatives around automobiles, TBR spoke last week with Accenture’s Axel Schmidt, senior managing director and industry managing […]
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 […]