Nebula Global Services are delighted to support this report commissioned by our revenue enablement partner, Ice Blue Sky
Report introduction
B2B buying practices have changed considerably over recent years, and are impacting B2B technology buyers significantly. There are an increasing number of touch points before a technology deal is closed, typically involving 25 people, with buying committees of 28 individuals for cloud computing solutions.
Francesca Beddow, Director, Ice Blue Sky Ltd Revenue Enablement presents an exciting opportunity for organisations, providing a win-win for both the customer and the organisation adopting it. The model is based on placing the customer at the heart of what you do, allowing the organisation to create synergies to enhance the customer experience and customer lifecycle value.
We already know that buyers research their options online before engaging the services of salespeople, as a result they may only spend 17% of their purchase cycle time with potential suppliers—even less time for the individual suppliers. It’s clearly vital to make the sales process as efficient and effective as possible. And one way to achieve improved performance is by viewing the organisation through a wider lens, removing silos and replacing standard sales enablement with a revenue enablement model. This report looks to delve deeper and deliver insights and recommendations for sales and marketing leaders, and Chief Revenue Officers.
Please download a copy of the Revenue Enablement Report here…