Achieving the Fifth E of Sales and Marketing Operations

Posted by Ashish Vazirani on Thu, Aug 08, 2013

During a recent discussion, the head of HR at a leading software and information services company introduced the COO to me as “chief enabler.” The COO cleverly responded, “I thought I was the chief enforcer.” I added that both were certainly true, but that operations also has two other E’s that should define the role: effectiveness and efficiency.

I went on to share my perspective with the COO and head of HR that the role of operations is to address each of the first four E’s—effectiveness, efficiency, enablement and enforcement—to ultimately improve customer and partner engagement.


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Value and Insight: Key Building Blocks for Sales and Marketing Alignment

Posted by Ashish Vazirani on Tue, Jun 04, 2013

Social media and new channels are shifting the balance of power in sales relationships, and many chief marketing officers (more than half, according to an IBM study) are ill-prepared to handle this shift.

But the challenges are not insurmountable. Companies that transform their sales and marketing alignment can take advantage of these changes—and increase market share and profits.


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