Blogs
Talking with Steve Arentzoff About Aligning Martech Stack with Business Strategy
I recently interviewed Steve Arentzoff as part of a study series sponsored by InsideUp on the impact of buying committees on the acquisition of cloud technology solutions. Steve is a…
How Channel Partners Complicate Demand Generation
This is the second in a series of articles based on interviews with IT executives conducted as part of a study that looks at the evaluation and acquisition of cloud-based…
According to SVP of Marketing at Five9, Contact Center Technology Transition to the Cloud Driven by Digital Transformation and the Pandemic
Understanding Customer Needs – A Perspective from Five9 I recently had the opportunity to interview Scott Kolman, SVP of Marketing at Five9, as part of an ongoing study series, sponsored…
The Next Normal in Technology Demand Generation
I interviewed Samantha Foley, CMO of Turvo, as part of the InsideUp study series, “How Technology Buying Committees Make Faster Decisions”, which is focused on how IT Executives participate in…
You Can’t Judge an Email by Its Subject Line – But What’s Offered Still Matters
A lot of time and energy is spent by cloud technology marketers creating catchy subject lines for emails. Some may even cross the line and send out-and-out teasers. You would think…
How Technology Buying Committees Make Faster Decisions
How a Buying Committee is Formed For this, the first of many articles, I have been interviewing IT Executives (e.g. CIO, CISO, SVP/IT) as part of a study program I…
SaaS Vendors Would Do Well to Recognize the Growing Influence of IT in Buying Committees
Based on the results of a new study (sponsored by InsideUp), entitled “Cloud Technology Buying Committees: New Decision-Making Dynamics”, the operation of buying committees appears to have significantly changed in…
Getting on an Evaluation Shortlist Requires More Than Listening, It Requires Loitering
Over the past few years, the widespread availability of aggregated intent signals has enabled sales teams to obtain notifications when the online activity of various contacts within a target account…
