The Changing Roles of Sales and Marketing

Sales and Marketing: The Resourcing Challenge Yesterday I found myself running through some of the slides for our up-and-coming sales kick-off. The theme this year relates to moving sales people to the brave new world where 56% of buyer research is done without any sales person interaction. Looking at a then and now scenario, it’s clear that in the past responsibilities for the end–to-end sales cycle were shared relatively evenly…

Sales and the Value of CSR

The general consensus is that organisations who have Corporate Social Responsibility (CSR) high on their agenda will improve profitability.  The question for many organisations, particularly those who do not or are budget constrained, is how much effort needs to go into CSR in order to gain benefit.  Ron Robin’s ‘Does Corporate Social Responsibility Increase Profits?, offers the insight that even the smallest amount of positive CSR engagement can lead to…

Not all cloud and hosting providers are alike – seeing through the veneer

I’ve worked in the Virtualisation and Cloud industry for longer than I care to admit (think hair loss), both on a consultative basis and selling hosting services. In that time, working with a broad range of Hosting and Cloud providers, I have come across an alarming number of organisations who are heavily dissatisfied with their IT service provider. In some cases the blame can lie almost entirely with the Hosting…

Is there still a need for account managers

In a previous post I discussed how sales roles were divided between hunters and farmers.  During my first 12 months at Pulsant I have had the opportunity to grow, develop and restructure a new business sales team and am still grappling with the hunter or farmer conundrum.  My view 12 months ago about hunters and farmers was that you could simply put a couple of hunters into existing accounts and…

Is the domestic IaaS provider dead?

Gartner’s August 2016 Magic Quadrant of Cloud Infrastructure as a Service (Iaas) has two players in the leader’s quadrant, seven players in the niche quadrant and only one visionary. There are no prizes for guessing who the two leaders are and maybe only a small prize for guessing that Google is the visionary. Whilst this particular report is aimed at global providers of IaaS and excludes UK-only IaaS providers, it…

‘How Financial services providers can reap rewards of migrating to the cloud’?

Regulatory Landscape In a survey carried out by the Cloud Security Alliance, How Cloud is Being Used in the Financial Sector, 61 per cent of respondents admitted that a cloud strategy is only in the formative stages within their organisation, with 39-47 per cent planning to use a mix of in-house IT, private, and public clouds, and 18 per cent planning to use private clouds. None of the respondents have…

Does the Hunter / Farmer Still Exist in Today’s Digital Buying Cycle

According to IDG, B2B tech buyers are becoming more and more influenced by social, mobile, and video content when making purchase decisions.  B2B will always be about relationships, it’s about being in it for the long haul and today it’s even more important to foster long-lasting relationships by providing useful content that engages prospective buyers so they are able to make informed decisions about the product portfolio you are offering…