SiriusDecisions | July 10, 2017
SiriusDecisions has expanded its core industry benchmark database, the SiriusIndex™, the only one of its kind in the b-to-b industry, with new metrics across four major categories, including readiness, activity, output and results, and offered its clients unparalleled access to data from their peers with the introduction of its new Command Center™ platform. Now commercially available, it will enable business leaders to drive strategic and tactical changes informed by insights, best-in-class frameworks, readiness and performance metrics, and peer comparisons with the data, and qualitative guidance from SiriusDecisions analysts they know they can trust. With the data to support a variety of decisions from investments and organizational structures, to strategy development and process design, SiriusDecisions’ Command Center™ helps marketing, sales and product leaders realize competitive advantages, ensure smarter allocation of budget and human resources, and respond more nimbly to specific situations and opportunities.“We have made a major investment in data collection, analysis and the reporting engine fueling our client delivery portal called the SiriusDecisions Command Center™, which provides real-time access to more than 750 b-to-b industry metrics at your fingertips,” said Bruce Brien, Chief Technology Officer of SiriusDecisions. “The new platform will empower leaders to move quickly to energize their organizations’ performance and seize opportunities, with wiser organizational investment and resource allocation.”
SiriusDecisions | May 30, 2018
SiriusDecisions since around the time when Rich Eldh and John Neeson gave birth to the company. I’ve found their frameworks especially useful in helping focus my teams’ actions and report on the value of our contributions. Perhaps you’ve found the same. For many years, the SiriusDecisions Demand Waterfall has been used as the standard framework for managing demand generation processes. The beauty of the original Demand Waterfall was its clarity and simplicity. Built as a useful guide, it was never meant to become “the law.” Yet over the past few years, many marketers have found themselves ensnared by a rigid, faithful type of application. From helpful leading indicators, we’ve created rigid sets of KPIs that lock us into a way of doing things and shape how we “see” our world. A host of short-sighted KPIs are now constraining our ability to innovate. At worst, they’re locking us into counterproductive behaviors that actually hurt our ROI. I’m talking here about KPIs that drive up volumes even as they drive down quality; about filters that ignore tangible evidence of demand in favor of titles and contacts at accounts that aren’t in the market at all. The newly announced SiriusDecisions Demand Unit Waterfall concept contains major insights that could open the door to a new wave of progress. These observations should help keep many of us from going over the falls in a barrel crafted of our own short-sightedness.
SiriusDecisions | March 30, 2018
The ROI Awards are designed to honor companies who excel in product development, marketing and sales through the use of SiriusDecisions’ research, frameworks and best practices. This year’s winners include: Cisco for its next-generation, blended approach to the engagement and retention of both partners and customers.Huron Consulting Group for centralizing marketing sales resources, revamping company branding and positioning and developing cross-functional processes.Illumina for creating content which is more accessible, scalable and relevant to its representatives. Imprivata for refocusing the company to target a single market, updating its ABM efforts and implementing SiriusDecisions’ Demand Unit Waterfall; and Vocera for enhancing its solutions and constructing a new marketing campaign to accompany the changes. “In today’s highly competitive market, companies with integrated marketing, sales and product capabilities have a distinct competitive advantage,” said Tony Jaros, President and Chief Product Officer of SiriusDecisions, in a statement. “This year’s ROI Awards winners seized opportunities to unify goals across departments and build programs that consistently achieve those shared objectives through unique implementations of SiriusDecisions’ models and methods.”