Post Mortem of Digital Transformation Projects

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Post Mortem of Digital Transformation Projects Read the full post @ fourquadrant.com/roi-for-digital-transformation-projects/ With 68% of respondents reporting positive ROI for digital transformation strategies, digital transformation is now a profitable endeavor, and many are enjoying its results. AI investment surged in 2018, with 58% of respondents reporting they’ll spend money on the technology. 33% of survey respondents indicated their CIO leads their organization’s digital transformation strategies, with the CEO leading in 23% and the CDO leading in 20%. Collectively, the top five goals of respondents’ digital transformation are as follows: - Reaching and engaging customers more effectively, 50% - Building a competitive advantage in the current market, 46% - Implementing new, data-driven business models, 36% - Increasing revenue, 35% - Modernizing legacy IT systems and processes and reducing costs, 31& INSIDE THIS DECK - ROI of Digital transformation Projects - Digital Transformation Goals - Leadership of Digital Transformation Projects - Factors Impending Digital Transformation - Priorities for CDO Lead Digital Transformations - Priorities for CEO Lead Digital Transformations - Priorities for CIO Lead Digital Transformations - Leadership of Digital Transformation Projects - $1B+ in Rev - Leadership of Digital Transformation Projects - $10-$500M in Rev - Leadership of Digital Transformation Projects -<=$10M in Rev FOR ADDITIONAL GO TO MARKET RESOURCES VISIT Read the full post @ fourquadrant.com/roi-for-digital-transformation-projects/ Tech Trends for B2B Marketers @ 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/

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Post Mortem of Digital Transformation Projects

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Post Mortem of Digital Transformation Projects ROI
ROI of Digital transformation Projects
Source: Constellation Research

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Post Mortem of Digital Transformation Projects
Digital Transformation Goals
Source: Constellation Research

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B2B Tech Trends 2019
Leadership of Digital Transformation Projects
Source: Constellation Research

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Post Mortem of Digital Transformation Projects
Leadership of Digital Transformation Projects - $10-$500M in Rev
Source: Constellation Research

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Post Mortem of Digital Transformation Projects
Factors Impending Digital Transformation
Source: Constellation Research

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Post Mortem of Digital Transformation Projects
Priorities for CDO Lead Digital Transformations
Source: Constellation Research

Go to market resources available @ www.fourquadrant.com
Post Mortem of Digital Transformation Projects
Priorities for CEO Lead Digital Transformations
Source: Constellation Research

Go to market resources available @ www.fourquadrant.com
Post Mortem of Digital Transformation Projects
Priorities for CIO Lead Digital Transformations
Source: Constellation Research

Go to market resources available @ www.fourquadrant.com
Leadership of Digital Transformation Projects
Leadership of Digital Transformation Projects -<=$10M in Rev
Source: Constellation Research

Read the full post @ fourquadrant.com/roi-for-digital-transformation-
projects/
Tech Trends for B2B Marketers @ 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/
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for Sales & Marketing

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Some of Napa Valley's Best Cabernets

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The Truth About Marketing Analytics ACCESS THE Marketing Automation Buyer’s Checklist @ fourquadrant.com/go-to-market-planning-templates/marketing-automation-buyers-checklist/ Marketing Analytics Budget spent on marketing analytics has dipped but is expected to grow significantly over the next three years. Use of analytics reached the highest point recorded in six years, although perceived contributions to company performance remain weak. One reason for this may be that only 36% of marketers report they have quantitative tools for demonstrating the impact of marketing spend on company performance. Consistent with this, marketers report using experiments only one-third of the time to understand the impact of their marketing actions on customers. VIEW THIS DECK TO SEE - Marketing Analytics Usage in B2B & B2C - Marketing Analytics Spending in B2B & B2C - Benefit of Marketing Analytics in B2B & B2C - Marketing Analytics Spending By Revenue in B2B & B2C - Marketing Analytics Impact on Company Performance in B2B & B2C - Quantitative Metrics Demonstrate the Impact of Marketing Spend in B2B & B2C The majority of companies report using AI for content personalization, predictive analytics for customer insights, and targeting decisions. B2C Services companies use, on average, more AI in their marketing activities than other sectors. B2C Product Companies lead on use of AI for customer segmentation and autonomous objects, while B2B companies lead in the use of augmented and virtual reality. ============================================ ADDITIONAL GO TO MARKET RESOURCES FROM FOUR QUADRANT INCLUDE: Additional Go to Market Resources From Four Quadrant Marketing Automation Buyer’s Checklist @ fourquadrant.com/go-to-market-planning-templates/marketing-automation-buyers-checklist/ Predictive Marketing Analytics Checklist @ fourquadrant.com/go-to-market-planning-templates/predictive-marketing-analytics-buyers-checklist/ Go to Market Resources @ fourquadrant.com How to Evaluate Marketing Automation Platforms @ fourquadrant.com/evaluate-b2b-marketing-automation-platforms/ Free Downloads @ fourquadrant.com/free-marketing-templates/

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AI and Machine Learning in Marketing

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The Impact of Digital on CIOs

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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

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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/

Gartner 2018 IT Tech Spending

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B2B ABM Strategy Overview Download the ABM Planning Template www.fourquadrant.com/go-to-market-planning-templates/account-based-marketing-template/ Key Planning Assumptions Based on Research - How Account Based Marketing (ABM) Translates to Revenue - ROI for Account Based Marketing (ABM) - Account Based Marketing (ABM) as a Percentage of the Overall Marketing Budget - Account Based Marketing (ABM) Adoption - How Account Based Marketing (ABM) Challenges - Is Tech a Barrier for Account Based Marketing (ABM) - Is Account Based Marketing (ABM) an Effective Use of Marketing Tech For additional go to market resources visit www.fourquadrant.com 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/

B2B Account Based Marketing (ABM) Strategy Overview

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Read the full post at https://www.fourquadrant.com/gartner-go-to-market-strategy/ Gartner's IT Predictions Key technology drivers that will impact go to market strategy and tactics include: intelligent things, collecting massive amounts of data, artificial intelligence and machine learning. Gartner identifies 3 key themes that form the basis for the Top 10 strategic technology trends: - Intelligent - Digital - and Mesh The technologies noted above are at the front-end of the technology adoption curve but are expected to break out of an emerging state and stand to have substantial disruptive potential across industries. Read Pragmatic Posts on B2B Marketing - https://www.fourquadrant.com/marketing-resource-blog/ Download Go to Market Templates (FREE) - https://www.fourquadrant.com/marketing-tempates/ View the Go to Market PowerPoint Slide Library - https://www.fourquadrant.com/marketing-slides/ Leverage Proven Go to Market Planning Templates - https://www.fourquadrant.com/products/

Gartner Go to Market Strategy Assumptions

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The Optimal Marketing Agenda at Sales Kickoff https://www.fourquadrant.com/optimal-marketing-agenda-sales-kickoff/ The optimal marketing agenda at sales kick off meetings should be solely focused on correlating marketing to revenue. In general, marketing consists of three core objectives or “pillars”: Build and maintain the brand Help build better products, services, solutions Enable the sales team to get to and close more opportunities faster While marketing owns and is responsible for all of this, it is the third pillar that is most relevant to a sales team and sales kick-off. Ergo, that is what marketing’s agenda at sales kick-off should be focused on. The Optimal Marketing Agenda at Sales Kickoff – Know the Audience Provide A Step-by-Step Guide from Marketing to Sales Develop A Nurture Path Specifically Designed for the Sales Team The Optimal Marketing Agenda at Sales Kickoff https://www.fourquadrant.com/optimal-marketing-agenda-sales-kickoff/ Go to market resources available at www.fourquadrant.com

The Optimal Marketing Agenda at Sales Kickoff

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Download the Sales Strategy Template fourquadrant.com/product/strategic-account-plan-template/ Sales Strategy Template - The outline for s sales strategy plan should include an assessment of the customer’s business, opportunities that are prioritized, a summary of the team’s capabilities, an evaluation of relationships and a sales action plan. Strategic Market Planning - Assessing a customer’s business is a fundamental element of strategic market planning. Start with a basic SWOT and then drill down to develop value statements that specific to specific business initiatives. Sales Strategy Plan - The sales strategy plan should be centered around the opportunity area that provides high value to both the account and the vendor. Other opportunities may exist but win / win’s are the best possible outcome. Marketing & Sales Strategy - Document the sales strategies and capabilities required to penetrate and or expand into the account. Sales Tactics - The identification of key customer contacts required to advance the strategic and tactical aspects of the sales are key sales tactics. Formalize the collection of this information for the entire account team to leverage. Market Development Strategy - The market development strategy must document the tangible, objective, quantitative measures of success. These sales metrics are typically expressed as subscription, bookings or revenue. Download the Sales Strategy Template fourquadrant.com/product/strategic-account-plan-template/

Sales Planning - Sales Strategy Template

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Effective Marketing Strategies in demand management will increase and expedite the conversion of Marketing Qualified Leads (MQLs) to Qualified Sales Opportunities (QSOs). An organization that enjoys consistent double-digit growth typically has a healthy and sustained marketing and sales pipeline of qualified sales opportunities. Qualified sales opportunities are those with a high probability of converting to closed won/deals. They are not leads. Best-in-class organizations separate, but integrate, the process of creating MQLs (demand creation) and the conversion of marketing qualified leads to QSOs (demand management). These functions must not only be aligned and integrated for lead follow-up, but must also be united when building the demand generation plan. Because sales resources are among the most expensive resources for any organization, it is critical that tasks assigned to salespeople are high value and are directly correlated to advancing and closing opportunities. In general, steps in the sales process that reside at the top of the sales funnel are most often assigned to marketing, as they can be highly segmented and automated. However, these assignments have to be well-defined steps in the sales process and proactively managed by both sales and marketing. Below is an example of effective marketing strategies which increase the conversion of marketing qualified leads to qualified sales opportunities.

Effective Marketing Strategies

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Marketing Strategies - Go-to-Market Plans

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Marketing Process - Go-to-Market Plans

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Marketing Concepts - Go-to-Market Templates

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Post Mortem of Digital Transformation Projects

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