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Measurements

Measurements drive all sales and marketing tactics. Selecting the right measurements to support the strategy will result in the correct tactics.

Demos and Meetings – The Pre-Opportunity Cohort

Demos and Meetings – The Pre-Opportunity Cohort

Understanding the Lead Cohort

Understanding the Lead Cohort

The Five Key Funnel Cohorts

The Five Key Funnel Cohorts

Introduction to Funnel Cohort Reporting

Introduction to Funnel Cohort Reporting

Real Time Web Site Traffic Measurements – What Daylight Savings Time Looks Like

Real Time Web Site Traffic Measurements – What Daylight Savings Time Looks Like

Building a Marketing Operations Center

Building a Marketing Operations Center

Preparing Weekly, for Quarterly Business Reviews

Preparing Weekly, for Quarterly Business Reviews

7 Reasons CMO’s Get on the CFO’s Bad Side

7 Reasons CMO’s Get on the CFO’s Bad Side

Measuring Expected Revenue (ER)

Measuring Expected Revenue (ER)

MCtR Skews Marketing Program Results (#5)

MCtR Skews Marketing Program Results (#5)

Transformers (#4)

Transformers (#4)

Closed Deal Forensics are Notoriously Difficult to Understand (#3)

Closed Deal Forensics are Notoriously Difficult to Understand (#3)

B2B Sales Cycles Have Many Touch Points (#2)

B2B Sales Cycles Have Many Touch Points (#2)

Marketing Does More than Lead Generation (#1)

Marketing Does More than Lead Generation (#1)

Top Six Reasons CMOs Should Be Wary of Using Marketing Contribution to Revenue (MCtR) as a Metric

Top Six Reasons CMOs Should Be Wary of Using Marketing Contribution to Revenue (MCtR) as a Metric

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GTM Diagnostics

Uncovering Hidden GTM Problems with the Onion Framework

Diagnostics
Case Studies
Topics
Budgeting Tool
About Us