Planning Assumptions

Anticipating and planning for a new fiscal year can feel overwhelming. B2B marketing, sales, and product leaders need a clear roadmap that accounts for market shifts and helps them to capitalize on opportunities. Read our fact-based research and insights to develop role-based guidance that helps leaders achieve success.

Insights

Blog

A Look Ahead: What Sales Operations Leaders Must Prepare For In 2021

Steve Silver October 7, 2020
Change will be constant in the year ahead. Learn the steps that sales operations leaders can take to put their organizations on a path to success.
Read More
Blog

Six Opportunities For Demand And Account-Based Marketing Leaders In 2021

Isabel Montesdeoca October 5, 2020
Account-based marketing and demand marketing leaders starting to plan for 2021 have a unique opportunity. Seize the moment by focusing on these six areas.
Read More

Planning Assumptions 2021: Chief Sales Officers

Shifting buyer expectations and the pivot to virtual selling require sales leaders to build new strategies. Find actionable advice for navigating and succeeding in the “next normal.”

Podcast

How B2B Marketing Leaders Can Plan For The Unpredictable

What It Means October 1, 2020
How do you proactively plan at a time when so little is certain? On this week’s What It Means, Vice President and Research Director Jennifer Ross and Principal Analyst Adele Sweetwood explain how B2B marketing leaders can guide their organizations through an unpredictable year ahead.
Listen Now
Blog

Sales Operations Leaders: Set Realistic Sales Goals For 2021

Robert Munoz September 30, 2020
The uncertainty around the length and extent of COVID-19 makes the expected impact for 2021 unclear. One of the most important things you can do as a revenue or sales operations leader is ensure that the annual sales goals set across the business are realistic and in line with the business assumptions.
Read More
Blog

How To Create A Sales Plan While Dodging The Curveballs The World Keeps Throwing

Nancy Maluso September 29, 2020
For sales leaders at emerging companies, coupling a clear purpose with agile approaches is crucial for 2021 planning.
Read More
Blog

Product Management Leadership For This New Era

Lisa Singer September 25, 2020
This post outlines three key ways product leaders can use customer input and feedback to drive growth in the coming year.
Read More
Blog

The Show Must Go On For Portfolio Marketers In 2021

Barry Vasudevan September 24, 2020
Portfolio marketers today are being asked to lead. They must help their organizations find the new opportunities, identify the trends that can give their organizations lasting success, and ensure that buyers are kept top of mind.
Read More

Planning Assumptions 2021: B2B Chief Marketing Officers

Now more than ever, B2B CMOs must be agents of change. Dive into the trends that will shape B2B marketing in the next fiscal year and learn how to prepare in this webinar.

Podcast

The “Next Normal” For Sales Will Be Data-Driven

What It Means September 24, 2020
As sales leaders plan for 2021, leaning into data and insights will be key to success. Vice President and Research Director Mike Pregler explains why and dives into other action items for sales leaders in this week’s episode.
Listen Now
Blog

Welcome To The Year Of The Customer Marketer

Lisa Nakano September 23, 2020
One major trend we see is an amped-up focus on retention — keeping customers and ensuring they achieve value.
Read More
Blog

Time to Shift! The Top Priorities For Emerging-Company Marketing Leaders

Matt Papertsian September 22, 2020
For emerging-company marketers, too much of a good thing can be just as difficult to deal with as too little. Focusing all components of the revenue engine on the primary growth strategy with shared goals is critical in good and difficult times.
Read More
Blog

Navigating A New Wilderness: Five Steps Marketing Operations Must Take To Provide Leadership

Cristina De Martini September 21, 2020
B2B organizations are depending on marketing operations to lead them out of the crises of 2020. Here are five steps marketing operations leaders must take in 2021 to drive their organization’s success.
Read More
Blog

Is Your Sales Organization Ready To Emerge Its Fittest Self?

Mike Pregler September 18, 2020
Looking ahead to 2021, sales leaders mush shift from adapting to the “new normal” to proactively planning for the recovery and their “next normal.”
Read More

Webinar

Chief Sales Officers: 2021 Planning Assumptions

Against a backdrop of continued uncertainty, B2B sales leaders must forge a clear path forward. In this webinar, learn what success in the year ahead will require.

Blog

Is It 2021 Yet? Five Things B2B CMOs Must Do To Prepare For The Year Ahead

Jennifer Ross September 18, 2020
B2B marketing leaders should continue to expect the unexpected and embrace change as a constant. These five actions can help you build a path forward through the unknown.
Read More