I just had the pleasure of lunch with Jacco vanderKooij who published an awesome video clip and a Prezi on the future of sales in SaaS that gathered over 100,000 views in the first month. Pretty good for a B2B topic!
Totango was recognized yesterday as a finalist for a 2012 Revenue Performance Management Excellence Award by Marketo!
We are super excited! See an excerpt from and link to the announcement below. Also remember to check out our session at the upcoming Marketo User Summit. I am very excited to be presenting on lifecycle marketing […]
I plan to post every Friday on interesting developments and articles on Freemium in B2B land, but we will see how long I actually keep this up
This week is a good week to start as we just signed up to participate in the first-ever Freemium meetup in San Francisco. Three B2B Freemium gurus […]
The hot topic at Sales 2.0 Conference today in San Francisco remains (surprise, surprise) social selling (for B2B companies). Lots of speakers and lots of wisdom but also became abundantly clear to me that for most B2B organizations it is very early days in the adoption of social selling techniques. Therefore, for my wrap-up blog […]
I am much looking forward to the Sales 2.0 conference in San Francisco next week.
Here are 10 Sales 2.0 Leaders I hope to meet at the conference and why:
1. Jim Cyb, Vice President, Sales, Americas, ZenDesk
2. Pete Eppele, VP Product Management, Zilliant
3. Steve Patrizi, Chief Revenue Officer, […]
I was at the SaaS University conference in Austin this week organized by Rick Chapman from Softletter. This is really one of the only conferences in the United States that focuses on the business side of running Software-as-a-Service and cloud application companies.
These are my six favorite quotes on the sales and marketing of cloud […]
The way that enterprise products are being bought and sold is changing rapidly. Customers are increasingly demanding instant access to all information about your product, including pricing and a Freemium or free trial version of your application. We call this trend the consumerization of B2B sales.
Totango recently conducted a research studying […]
Lately there is an obvious increasing demand for user friendly cloud based apps and a tendency to prefer low touch and zero touch sales approaches, where there are as little sales involvement as possible.
In my latest article: 8 ways digital will improve b2b sales in 2012, published in <a title="Mashable […]
The subscription-based economy is thriving. Netflix’s well-known model (and subsequent public relations mess in changing it), and the recent announcements from Google and Apple have set it in stone.
The subscription model, like many of the B2B sales models in the SaaS industry, is all about the customers […]
1. Must be a corporate wide initiative – not just a client services initiative.
Without Board and CEO level visibility, buy-in and sponsorship this type of corporate-wide initiative can be challenging to have all key stakeholders involved and invested. Although it is often lead by the client services team, a multi-departmental approach is necessary for […]