Sales leaders’ and IT buyers’ perceptions of the sales process are often misaligned, which can lead to significant inefficiencies.
A recent OpenView survey of B2B sales people and IT buyers sheds some light on where the discrepancies exist and how to address them.
While many expansion-stage software companies have an employee referral program in place, they don’t always deliver the value, results, and impact that they should.
Find out how your program stacks up and learn the best practices your company should be utilizing to uncover and hire top talent.
At the expansion stage, software as a service (SaaS) companies are generally working toward one of two common goals: fast growth or profitability at a sustainable growth rate. The problem, however, is that they often wind up investing more than they generate in revenue, making them unprofitable.
The best way for companies to achieve sustainable growth is by having a finely tuned economic model that allows companies to minimize their costs and maximize their profits.
As many tech entrepreneurs and startup founders well know, recruiting software engineers isn’t easy. In fact, it’s often a case of all out war.
OpenView’s report, “How to Win the War for Top Tech Talent,” helps address this issue by sharing the firm’s deep experience recruiting software engineers for more than 20 expansion-stage technology companies around the country. That experience is also bolstered by our findings from a recent proprietary survey of hundreds of software engineers and technical recruiters nationwide.
Sales benchmarks are a critical reference tool for startups and expansion-stage companies, particularly those lacking a structured, repeatable lead generation and customer acquisition process.
By allowing companies to better evaluate and understand their own metrics, sales benchmarks can give executives and managers a much better sense of what to expect when launching a customer acquisition initiative into a new market or when building a new sales team.
Snagging new customers is one thing, ensuring they become active, long-term users is another. OpenView’s latest report reveals three techniques that require cross-departmental efforts but yield big results.
While it’s no surprise that expansion-stage SaaS companies are sharply focused on customer acquisition, to truly be successful, they also need to pay close attention to what their customers do once they have begun using their product. In fact, driving stronger user adoption — among both paying and trial users — can be just as important to a growing software company as acquiring new customers.
Is crowdsourcing marketing the key to unlocking your customers’ enthusiasm so that you can build better products, increase brand recognition, and produce the kind of content they want?
While crowdsourcing — the process of leveraging a large group of people to execute a specific task — has been around for a long time, it’s only more recently that crowdsourcing marketing has become popular. Today, an increasing number of companies use crowdsourcing marketing to engage and empower their customers, and to encourage those customers to interact with their brand. It’s also a tactic savvy companies are leveraging to generate content, fuel campaign virality, and conduct cost-effective market research.
OpenView’s latest report looks at three technology companies that are successfully cutting through the marketing noise and engaging their customers with interactive content.
If you’re a B2B company, chances are that you are (or at least should be) using content marketing to help generate leads. In fact, according to a 2012 report by the Content Marketing Institute and Marketing Profs on B2B content marketing usage, 90 percent of B2B organizations use some form of content marketing. The problem with the widespread adoption of content marketing, however, is that it’s become much more difficult to stand out.