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jonerp : studies   7

The Salesforce MBA: What We Learned with FinancialForce, Twilio, StitchFix (Video + Transcript)
"We were very happy to have the Salesforce “Mafia,” consisting of four executives–three who have since moved onto their next ventures–on the Strategy Stage so they could discuss some important lessons learned from being a part of the 19-year-old SaaS powerhouse."
business  startup  lessons  case  studies  hiring  &  operations  retention  metrics  saastr  annual  sessions  the  journey  video 
january 2018 by jonerp
Letting Your Customers Tell Your Story - by @barnes_hank
"But, when validation of service comes from your customers, it is immediately more credible. The volume of stories in the Mimecast piece is impressive. They had many many customers who were willing to invest their time to create stories about their experience. And the only thing Mimecast had to do was basic editing and layout."
go-to-market  advocacy  marketing  case  studies  customer  experience  service  validation  hpe  mimecast 
september 2017 by jonerp
Going Beyond the “What” in Case Studies - by @barnes_hank
"But “what stories” dont work for people that are not that far along. They need to know the why. Why did they need an e-commerce system? What was wrong with their old one? What problems were they experiencing? With “why stories,” you can help people sense and recognize issues they are facing that they had not identified a solution path for. You can tie that in to the value of solving them.

“Why stories” help people build the case for change."
go-to-market  buying  case  studies  content  proof  points 
april 2017 by jonerp
Dealing with the “happy customers won’t do case studies” problem - @barnes_hank
"Still don’t believe you can make progress. Maybe this will help. In a recent survey of 508 technology buyers (mix of business and IT roles, at varying org levels and in orgs from over 100 people to over 10,000), only 4% said they would not participate in any advocacy related activities. That means 96% are willing to help their providers, as long as they are receiving value."
go-to-market  advocacy  marketing  case  studies  customer  communities  references 
september 2016 by jonerp
Trust, Differentiation, and Messaging - by @barnes_hank
"A few weeks ago, I shared some of the results from Gartner’s latest survey about differentiation. In that post, the focus was on the impact of a failure to differentiate. Today I want to look at some of the other questions that we asked and the responses as it relates to messaging and trust."
future  of  sales  go-to-market  case  studies  differentiation  influencer  relations  situational  awareness  trust 
february 2016 by jonerp
Andy Wilson, CEO of Logikcull: “8 Things Learned Going from a Services Business to a SaaS Business - by @jasonlk
"There’s a good chance that if you’re running a services business that it can be transformed into a SaaS business. That’s what I realized in 2009. And although it took 4 years to complete the transformation, it was worth it. Because if we didn’t do it to ourselves, someone else would’ve. Your results will vary."
business  featured  posts  case  studies  entrepreneurship  startups 
june 2015 by jonerp
Is It Time to End the Traditional Approach to Reference Management in Technology Marketing? - by @barnes_hank
"The respondents may have viewed “sales arranged” as “moderated”. As a result, their skepticism about the authenticity of the discussion might be higher. With this interpretation or viewed at face value, the message to technology marketing and sales is clear. If you connect a prospect to the customer, get out of the way. Allow them to have a discussion without anyone from your organization present to moderate or influence the discussion."
marketing  references  case  studies 
february 2015 by jonerp

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