Go to Market Strategy - The Cost of a B2B Direct Sales Rep

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Four Quadrant LLC

READ THE FULL ARTICLE AT http://www.fourquadrant.com/go-to-market-strategy-the-cost-of-b2b-direct-selling/ The effectiveness of a companies go to market strategy will be directly correlated to a company’s success. Although the sales function is a critical component of the go to market strategy and the lifeblood of any business, most direct sales people spend precious little time actually selling, even though the annual cost of a direct sales representative is very high. Incremental changes in the amount of time a direct sales rep spends on core selling activities will have a positive impact on the business. One way to increase the direct selling time for sales reps is to first understand the problem and then craft a solution. Go to Market Strategy – The Math Behind Direct Selling The fully loaded cost of a direct sales rep selling B2B is approximately $380K per year or $1.9K per business day worked. Granted, the base and bonus will vary by company. However, a typical B2B sales rep with a sound track record is expensive. Below is a guideline of how to derive a meaningful number for a company’s specific situation: Base is assumed to be $125K – $150K annually Variable compensation at quota is approximately $150K annually Overhead (benefits, office, taxes, phone, etc.) is estimated at 20% of total on target earnings Travel and entertainment is estimated at $50K annually Tip, tax and out the door this total approximates $380K annually. In addition, this estimate does not take into account any equity awards, spot bonuses or car allowances. Download go to market planning templates at http://www.fourquadrant.com/products/

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AI and Machine Learning in Marketing READ Use Cases & Buyers of AI@ fourquadrant.com/use-cases-and-buyers-of-ai/ 81% of consumers expect the same level of service whenever they interact with a company across different channels. 60% of marketers believe AI will have a “substantial or transformational” impact on their business’ programmatic and media buying in the next 5 years. In a Forrester survey, 79% of marketers thought AI would allow them to move toward more strategic work. When asked about the ‘next big trend’ in marketing, survey respondents saw: - personalization (29%) - artificial intelligence (26%) - voice search (21%) as the top three trends for the future VIEW THIS DECK TO SEE: - Applications of AI in Marketing - What is the Next Big Thing in Marketing - How Likely Are Marketers to Use AI for Content Strategy - How Important is AI for Marketing to Attain Goals - Marketing Skills Gaps Predicted AI and machine learning are making the customer experience more personalized and contextual than ever before. Banks and credit unions are using advanced technology to make websites, emails, digital advertising, social media and other content more efficient and effective. This is increasing marketing ROI as well as customer satisfaction. =========================================== MORE GO TO MARKET RESOURCES FROM FOUR QUADRANT Predictive Marketing Analytics @ fourquadrant.com/b2b-predictive-marketing-analytics/ Predictive Marketing Analytics Buyer’s Checklist @ fourquadrant.com/go-to-market-planning-templates/predictive-marketing-analytics-buyers-checklist/ Go to Market Resources @ fourquadrant.com Use Cases & Buyers of AI@ fourquadrant.com/use-cases-and-buyers-of-ai/ Free Downloads @ fourquadrant.com/free-marketing-templates/ Go to Market Insights @ fourquadrant.com/go-to-market-planning-templates/

AI and Machine Learning in Marketing

AI and Machine Learning in Marketing

AI and Machine Learning in Marketing

Four Quadrant LLC

How AI Changes Marketing View ABM Strategies @ https://www.fourquadrant.com/b2b-account-based-marketing-abm/ KEY TAKEAWAYS Top-performing companies are more than 2X likely to be using AI for marketing, 28% vs. 12% Retailers are investing $5.9B this year in AI-based marketing and customer service solutions to improve shoppers’ buying experiences according to IDC. Financial Services marketers lead all other industries in AI application adoption, with 37% currently using them today. Sales and Marketing teams most often collaborate using CPQ and Marketing Automation AI-based applications, with sales leaders predicting AI adoption will increase 155% across sales teams in 2 years. VIEW THIS DECK TO SEE - Technologies With Highest Growth - Top Uses of AI in Marketing - How Marketers Are Using AI - How CMOs Are Using AI - Machine Learning Use Cases in Retail - Percentage of Marketers Planning to Use AI - Reasons to Use AI for Marketing Personalization - AI in Online Advertising - AI in Email Marketing - Where AI is Used on Ad Campaign Execution ============================================ ADDITIONAL GO TO MARKET RESOURCES FROM FOUR QUADRANT ABM Strategies @ https://www.fourquadrant.com/b2b-account-based-marketing-abm/ Marketing Automation Buyer’s Checklist fourquadrant.com/go-to-market-planning-templates/marketing-automation-buyers-checklist/ Go to Market Resources @ fourquadrant.com IT Spending Research @ fourquadrant.com/go-to-market-it-spending-research/ Free Downloads @ fourquadrant.com/free-marketing-templates/ Go to Market Insights @ fourquadrant.com/go-to-market-planning-templates/

How AI Changes Marketing

How AI Changes Marketing

How AI Changes Marketing

Four Quadrant LLC

The Impact of Digital on CIOs Read, Where Digital Business Dollars Are Allocated @ fourquadrant.com/where-digital-business-dollars-are-allocated/ KEY TAKEAWAYS 33% of organizations have reached digital scale (up from 17% in 2018). 49% of respondents report their organization’s business model has already changed or is changing. 55% of organizations report they are moving from project to product delivery. READ THIS DECK TO SEE - The Rules of Digitalization Have Changed - Digital Fuels Growth for Enterprises - Business Model Changes Impact CIOs - The Consumer and Consumer Experience is Key for CIOs - Top Performing CIOs Favor Consumer Metrics - The Risk & Reward of Consumer Engagement - Cybersecurity is a Threat for CIOs - Who in the Enterprise is Responsible for Cybersecurity - A Product-Centric Approach Towards Digitalization - Digital Transformation is a Rebalancing Act for CIOs - Rebalancing the Technology Portfolio =================== ADDITIONAL GO TO MARKET RESOURCES Read, Where Digital Business Dollars Are Allocated @ fourquadrant.com/where-digital-business-dollars-are-allocated/ Marketing Automation Buyer’s Checklist fourquadrant.com/go-to-market-planning-templates/marketing-automation-buyers-checklist/ Go to Market Resources @ fourquadrant.com IT Spending Research @ fourquadrant.com/go-to-market-it-spending-research/ Free Downloads @ fourquadrant.com/free-marketing-templates/ Go to Market Insights @ fourquadrant.com/go-to-market-planning-templates/

The Impact of Digital on CIOs

The Impact of Digital on CIOs

The Impact of Digital on CIOs

Four Quadrant LLC

Account Based Marketing Best Practices Read the full post @ fourquadrant.com/abm-benchmark-research/ Organizations are leveraging an ABM to drive business growth. It's critical for B2B marketers to identify the best ABM tactics, necessary budgets, and resources to develop and effective ABM strategy and align internal resources and expectations around the expected outcomes. Over 150 ABM practitioners were surveyed and their responses compiled to highlights ABM Best Practices. The findings in the report provide insights for organizations that have embraced ABM to adopt or evolve their account based marketing strategy. VIEW THIS DECK TO SEE: - ABM Go to Market Performance - ABM Fundamentals - Biggest Challenges for ABM - ABM Budget Expectations - Percentage of Marketing Budget Allocated to ABM - ABM Budget Composition - ABM Budget Spend Per Account - Percentage of ABM Budget Focused on Customer Acquisition - Functions That Collaborate to Develop & Execute ABM Programs - Type of ABM Plays Executed - Channels Used in ABM Programs - How SDRs Support ABM Programs - Ideal Candidate Profiles (ICP) & ABM - Number of Contacts Per Account in ABM Programs - Number of Target Accounts Actively Pursued in an ABM Program - ABM Metrics & Benchmarks - Metrics to Evaluate ABM Programs Read the full post @ fourquadrant.com/abm-benchmark-research/ ============================================== FOR ADDITIONAL GO TO MARKET RESOURCES VISIT: The Demand Generation Time Lag Model fourquadrant.com/go-to-market-planning-templates/demand-generation-time-lag-model/ Sales Pipeline Planning Model fourquadrant.com/go-to-market-planning-templates/sales-pipeline-planning-model/ Sales Pipeline Planning Model fourquadrant.com/go-to-market-planning-templates/sales-pipeline-planning-model/ Account Based Marketing Template – Account Intelligence Brief fourquadrant.com/go-to-market-planning-templates/account-based-marketing-template/ Strategic Account Plan Template fourquadrant.com/go-to-market-planning-templates/strategic-account-plan-template/ B2B Account Based Marketing (ABM) fourquadrant.com/b2b-account-based-marketing-abm/

Account Based Marketing Best Practices

Account Based Marketing Best Practices

Account Based Marketing Best Practices

Four Quadrant LLC

B2B Tech Trends 2019 Read the full post on B2B TECH TRENDS 2019 at fourquadrant.com/tech-trends-for-b2b-marketers/ Included in this SlideShare Deck is: Trend No. 1: Autonomous Things Trend No. 2: Augmented Analytics By 2020, more than 40% of data science tasks will be automated Trend No. 3: AI-Driven Development Trend No. 4: Digital Twins Trend No. 5: Empowered Edge Trend No. 6: Immersive Technologies By 2022, 70% of enterprises will be experimenting with immersive technologies for consumer and enterprise use, and 25% will have deployed to production Trend No. 7: Blockchain Blockchain Will Create $3.1T in Business Value by 2030 Trend No. 8: Smart Spaces Trend No. 9: Digital Ethics & Privacy Trend No. 10: Quantum Computing ============================================================ FOR ADDITIONAL GO TO MARKET RESOURCES VISIT www.fourquadrant.com ============================================================ Read the full post on B2B TECH TRENDS 2019 at fourquadrant.com/tech-trends-for-b2b-marketers/ CMO Spend Survey, fourquadrant.com/cmo-spend-research-results-2018-2019/ Go to Market Resources @ fourquadrant.com Predictive Marketing Analytics Buyer’s Checklist, fourquadrant.com/go-to-market-planning-templates/predictive-marketing-analytics-buyers-checklist/ Free Downloads @ fourquadrant.com/free-marketing-templates/ Go to Market Insights @ fourquadrant.com/go-to-market-planning-templates/

B2B Tech Trends 2019

B2B Tech Trends 2019

B2B Tech Trends 2019

Four Quadrant LLC

CMO Marketing Benchmarks READ THE FULL POST at https://www.fourquadrant.com/marketing-benchmarks-for-b2b-b2c/ In general, marketing budgets are on the rise amid industry concerns. Digital Marketing Spend Growth of digital marketing spend continues to outpace traditional advertising spend, in fact, digital marketing expenditures are expected to increase by 12.3%. Spending on digital marketing is expected to increase from 44% of marketing budgets to 54% in the next five years. Social Media Spend Social media spend has increased more than any year prior, and is expected to expand by 66% in the next 5 years. Marketing Analytics Spend Marketing analytics spend is expected to double in the next 3 years. INCLUDED IN THIS DECK: - Marketing Spend by Growth Strategy - Marketing Spend as a Percent of Company Revenue - Marketing Budgets as a Percent of a Company’s Budget - Marketing Spend as a Percent of Company Revenues - Percent Change in Marketing Budgets - Percent of Marketing Budgets Spent on Domestic Markets - Marketing Spend on Marketing Analytics - Percent of Marketing Budget Spent on Marketing Analytics - Marketing Analytics in B2B & B2C Decision Making - Traditional Advertising and Digital Marketing Spend - Percent Change in Traditional Advertising & Digital Spending - Percent of Marketing Budget Spent on Outsourcing - Percent Change in Marketing Headcount - Percent of Sales Through the Internet FOR ADDITIONAL GO TO MARKET RESOURCES VISIT FOURQUADRANT.COM FOR: Marketing Automation Buyer’s Checklist https://www.fourquadrant.com/go-to-market-planning-templates/marketing-automation-buyers-checklist/ How to Evaluate B2B Marketing Automation Platforms https://www.fourquadrant.com/evaluate-b2b-marketing-automation-platforms/ Download free marketing templates @ fourquadrant.com/free-marketing-templates/ For key market research & Stats from Gartner, IDC, Forrester and more visit https://www.fourquadrant.com/go-to-market-charts-marketing/ Go-To-Market Strategy Planning Templates @ https://www.fourquadrant.com/go-to-market-planning-templates/go-to-market-strategy-planning-template/

CMO Marketing Benchmarks

CMO Marketing Benchmarks

CMO Marketing Benchmarks

Four Quadrant LLC

Gartner 2018 IT Tech Spending Read the full post at https://www.fourquadrant.com/gartner-it-spending-forecast/ View this deck to see where Gartner sees IT spending growth in 2018 through 2021 and Gartner's headlines for 2018: computing, AI, devices, and the digital giants Key Takeaways: - Global IT spending expected to increases expected through 2021 - IT projects in digital business, blockchain, IoT, and progress from algorithms to machine learning through artificial intelligence (AI) will continue to flourish Gartner 2018 IT Tech Spending - Headlines - Alexa leaves the house and gets a job - AI will return 3B hours of worker productivity in 2018 - Blockchain will create $176B in business value by 2025 - Top cloud providers will squeeze out smaller competition Read the full post covering Gartner 2018 IT Tech Spending @ https://www.fourquadrant.com/gartner-it-spending-forecast/ For additional go to market resources visit www.fourquadrant.com Go-To-Market Research - Cloud Computing @ https://www.fourquadrant.com/go-to-market-cloud-computing-research/ Free Downloads @ fourquadrant.com/free-marketing-templates/ For key market research & Stats from Gartner, IDC, Forrester and more visit www.fourquadrant.com/go-to-market-charts-marketing/ Leverage pragmatic insights on go to market processes and market tactics @ www.fourquadrant.com/marketing-resource-blog/ Go-To-Market Strategy Planning Templates @ www.fourquadrant.com/go-to-market-planning-templates/go-to-market-strategy-planning-template/

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Gartner 2018 IT Tech Spending

Gartner 2018 IT Tech Spending

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