When conducting a research study based on a survey, if data quality is important to you, then two of the (many) factors you should consider…
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The first post in this series tackled the topic of sales enablement. In this second installment, we look at ways marketing can accelerate the buying…
Marketing and sales teams often find themselves at loggerheads, due to different timelines, expectations and measures of success. This is the first in a series…
CyberEdge works hard to produce world-class content for our tech vendor clients, including white papers, product brochures, case studies, explainer videos, research reports, and much,…
The vast majority of sales tools promoted by tech vendors are clear cut and well-defined, such as datasheets, customer case studies, white papers, eBooks, and…
Most tech vendor sales teams forecast opportunities (i.e., prospective sales deals) within their customer relationship management (CRM) platform, such as Salesforce.com. The outcome is usually…
Many high-tech vendors are able to generate win/loss reports from their CRM system (e.g., Salesforce.com), but they rarely pass the "sniff test." In other words,…
Anytime you join a new IT industry, there’s always a learning curve. But many, if not most, would agree that the IT industry segment with…
The Coronavirus disease of 2019 (COVID-19) was first identified in December 2019 in Wuhan, China and has resulted in an ongoing global pandemic. In less…
I’ll admit it. When I started working for my first technology vendor, Citrix, back in 1996, I had no clue about the difference between product…
Throughout my 25+ year career in the IT industry, I’ve developed a significant pet peeve – cybersecurity vendors incorrectly saying “on-premise” when they really mean…
An effective sales playbook is essential for any cybersecurity vendor sales team. It’s more than a series of call scripts and selling sheets. It’s a…