Jacques Begin

Principal Analyst

Author Insights

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One Solution for Sales Superpowers

Jacques Begin November 20, 2019
  • Aging or antiquated tech stacks lead to inefficiencies, including manual or under-automated sales processes
  • SiriusDecisions 2019 Technology Exchange focuses on data and technology for sales, marketing, customer success, revenue operations and revenue enablement
  • Sales engagement platforms provide sales reps with superpowers by increasing their productivity and effectiveness, shortening sales cycles and boosting revenue
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Blog

Technology and Sales Productivity, Part Three: Sales Management

Jacques Begin October 8, 2019
  • Revenue ops and sales ops leaders should make understanding the latest sales technology innovation a routine part of their jobs
  • Five key activities help determine what technology can be leveraged by sales management
  • Technology solutions improve the sales management process by automating, accelerating and increasing the effectiveness of coaching, management and forecasting
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Blog

Technology and Sales Productivity, Part Two: Opportunity Management

Jacques Begin September 18, 2019
  • Revenue ops and sales ops leaders should make understanding the latest sales technology innovation part of their jobs
  • Six key activities determine what technology can be leveraged for opportunity management
  • Technology solutions can improve opportunity management by automating sales activities and informing, advising and predicting outcomes at various points in the sales cycle
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Blog

Technology and Sales Productivity, Part One: Business Development

Jacques Begin June 12, 2019
  • Revenue ops and sales ops leaders should make understanding the latest sales technology innovation part of their jobs
  • Five key activities help determine what technology can be leveraged in the business development phase of the sales cycle
  • Sales engagement platforms provide a breadth of functionality that revs up sales productivity
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Blog

The Four Core Functionalities of Sales Engagement Technology

Jacques Begin December 19, 2018
  • Sales engagement technologies share four core functionalities: calling/dialing, email, calendaring and reporting
  • Automatically recording administrative sales tasks – and reducing the time spent on them – increases sales reps’ efficiency and can make them more effective
  • Differentiation among vendors goes beyond the core functionalities into other areas, including sales playbooks, chatbots and artificial intelligence
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Blog

Sales and Marketing Technology Adoption Isn’t a Game. Or Is It?

Jacques Begin September 4, 2018
  • Among methods for training sales reps, gamification scored low in a recent SiriusDecisions study
  • Sales and marketing technology adoption continues to puzzle many sales and marketing operations leaders
  • When using gamification for tech adoption, follow a structured approach of define, design and execute
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Blog

Martech and Beer: Bubbles, Sales and Growth – Part 2

Jacques Begin August 29, 2018
  • The marketing and sales technology industry is not following traditional market or economic dynamics
  • Martech and sales technology continues to see explosive growth and a rise in strategic partnerships
  • Technology predictions from 2015 are revisited and revised
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Blog

Martech and Beer: Bubbles, Sales and Growth – Part 1

Jacques Begin August 22, 2018
  • The marketing and sales technology industry is not following traditional market or economic dynamics
  • Martech and sales technology continues to see explosive growth and a rise in strategic partnerships
  • Technology predictions from 2015 are revisited and revised
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Blog

Why Sales Compensation Management Systems Are Critical

Jacques Begin April 10, 2018
  • Sales compensation management technology (SCM) is a critical component for sales operations leaders and sales compensation managers
  • SCM solutions make sales compensation plan design, creation, administration and assessment more efficient
  • B2B organizations spend an average of 20 to 25 percent of their annual revenue on sales salaries and commissions
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Blog

Sales Force Automation: The Backbone of Your Tech Stack

Jacques Begin April 6, 2018
  • Sales force automation (SFA) systems form the core infrastructure of a sales organization
  • Ecosystems of additional sales tools and applications are built around SFA systems, making them central to an organization’s tech stack
  • Benefit from the full value of SFA through a combination of process, user adoption, technology and data
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Blog

Product Management Infrastructure: The Stack That Drives Growth

Jacques Begin March 26, 2018
  • SiriusDecisions Summit 2018 will showcase a presentation that dives into the product management infrastructure technology stack
  • Product management specific tools can be divided into four major categories – concept testing; planning, prioritization and roadmapping; pricing optimization and management; and product engagement
  • Thirty percent of product managers use product management-specific tools
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Blog

Technology Investment: What’s Old Is New Again?

Jacques Begin May 1, 2017
  • SiriusDecisions surveyed 400 organizations to analyze marketing and sales technology budgets and technology adoption
  • Thirty-eight percent of marketing and sales organization allocate their budget equally between new technologies and existing infrastructure
  • More companies in the industrial sector are investing in new technologies compared to other verticals
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Blog

Technology Investment: Latest Trends in B2B

Jacques Begin February 15, 2017
  • SiriusDecisions surveyed 400 organizations to analyze technology budgets and adoption
  • Fifty-nine percent of marketing and sales technology budgets increased by 5 percent or more
  • The software and hardware industries retain flat marketing and sales tech budgets
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Blog

The Partner Relationship Management SiriusView

Jacques Begin December 14, 2016
  • Partner relationship management (PRM) platforms are purpose-built to support the complex challenges of a supplier-partner relationship
  • Given the rapid maturation of PRM solutions, buyers must understand the full range of available features to discern differences in functionality
  • SiriusDecisions evaluated the strengths and weaknesses of the qualifying vendors
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Blog

Technology Audit: The Stakeholder Interview Guide

Jacques Begin August 30, 2016
  • Stakeholder interviews provide first-hand knowledge of systems and processes that inform a technology audit and gap analysis
  • Structured stakeholder interview guides prevent scope creep during these audits
  • Interview guides are a valuable resource for supporting conclusions and decisionmaking
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Blog

The Sales Compensation Management SiriusView

Jacques Begin July 13, 2016
  • Sales compensation management solutions alleviate the burden of manually creating and administrating compensation plans
  • Some solutions extend incentive compensation into a broader set of sales performance management capabilities
  • Number and location of payees, number of plans and plan complexity (both current and projected) must factor into vendor selection
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Blog

Chief Marketing Technologist: Key Responsibilities

Jacques Begin May 23, 2016
  • Many B2B marketing organizations lack a cohesive technology adoption strategy, contributing to redundant systems and duplication of data
  • A chief marketing technologist has seven primary responsibilities, ranging from technology selection and implementation to budgeting and strategy
  • Before creating and hiring for the role of a chief marketing technologist, clearly define the role and its responsibilities
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Blog

Four Benefits of a One-Step Marketing Tech Plan

Jacques Begin April 1, 2016
  • B2B marketers overthink technology selection and make their lives way too hard
  • Accelerate technology selection by throwing all standards, protocols and formal vetting processes out the window
  • Seventy-nine percent of B2B organizations reported a 40 percent uptick in technology after procuring 10 percent more solutions monthly
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Blog

Technology Audit: Tips to Build Consensus

Jacques Begin March 10, 2016
  • Technology decisions need buy-in from stakeholders in sales, marketing and product
  • Build alliances and political capital to convince others that technology alignment is a good idea
  • Use research, case studies and real examples of successful technology implementations as evidence of the benefits of alignment
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Blog

Three Tech Steering Committee Potholes to Avoid

Jacques Begin March 8, 2016
  • Technology steering committees drive infrastructure alignment between sales, marketing and product
  • Steering committees often run into problems in three areas: authority, meetings and membership, and project insight and support
  • Best-in-class steering committees promote better technology procurement and vision by avoiding these costly mistakes
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