What are 1:Few ABM Accounts? 1:few ABM accounts are a company's target accounts but are deemed to be a little less important than their 1:1 accounts. Where we might be super-focused on a 1:1 account, we have more accounts to manage in 1:few marketing, and that means resources are a little thinner. When it comes to account research and understanding those businesses, we have less money to invest (both in terms of marketing and account research), and we need to be more focused

SaaS contract churn is a persistent challenge for software vendors. Losing a customer at renewal time not only impacts revenue but can also signal deeper issues with customer satisfaction, product adoption, and competitive positioning. While the sales team is lauded for winning that all-important new logo, the business depends on existing customers signing renewals because that's where the profit sits. Since starting Viewpoint Analysis, I have had a deeper appreciation of the

If you want to improve your sales closing rates and your team's sales skills, running loss interviews is a crucial activity. Nobody wants...

Do you really know your buyer, or is your marketing and sales team guessing? Understanding your buyer is the key to winning new customers. Yet, many sales, marketing, and product teams focus on selling their solutions rather than truly grasping what their prospects want, need, and think. This is where buyer insight becomes invaluable. In this blog, we’ll explore why understanding your next customer is critical, the methods you can use to gain deep buyer insights, and how serv

How do you get the most out of your IT vendors and ensure IT service improvement? When a new software partner is chosen or a new service...

So what are Software Evaluation Criteria? You've probably heard it described as "evaluating vendors," but that's not quite right. Vendors, after all, are the people and organizations who sell you goods and services—they're not the product itself. So what is it exactly? Well, there are actually two main parts to this process. The first step is assessing your needs and goals so that you can best determine which products will meet them—and which won't. This can be called conduct

What is The Voice of the Buyer? You may be familiar with the term Voice of the Customer, but the Voice of the Buyer is subtly different. Whereas the Voice of the Customer is about understanding your customer - the Voice of the Buyer is about understanding your target buyer, your future customers. It’s a strategic research approach that gives businesses real, unfiltered feedback from their potential customers—helping them refine their sales strategy, improve messaging, and un

Sales territory planning is a crucial part of any sales leaders capabilities. Getting it right can be a game-changer. Getting it wrong...

Account-based marketing (or ABM for short) is a hot topic in the marketing industry. An increasing number of businesses are turning to ABM to ensure that they can market to the most important prospects for their solutions. In this blog, we look at what ABM services are available to support the account-based marketing teams to do an even better job! ABM services are a core part of what Viewpoint Analysis does to help our clients to win more deals. We are a 'Technology Matchmak

Route Planning Software is a crucial piece of technology for any company that needs to plot a route between two or multiple points. Be that delivery businesses, emergency service providers, couriers or transport businesses. A whole range of different businesses use Route Planning Software each day to ensure that they are becoming more efficient and saving money. What is Route Planning Software? Route planning software helps businesses figure out the best, most efficient route

Account Profiling is probably the very first step that any sales or marketing team takes in order to target a new account. It is therefore one of the most important activities that can be performed when investing in a new account patch or a new list of target accounts. Viewpoint Analysis acts as a 'Technology Matchmaker' - and one-half of what we do is to help sales teams to understand their customers better. That begins with account profiling or account research and we do a

Getting the Deal-Based Marketing basics right can be the difference between a sales pipeline that converts, and one that stagnates. Done well, Deal-Based Marketing can really accelerate warm leads through pipeline stages and see competitors out-maneuvered. What is Deal-Based Marketing? Deal-Based Marketing (DBM) is the art of marketing to an already engaged prospective customer in order to amplify sales messaging, differentiate the business, and increase the chances of sales

Deal-based marketing is all about differentiating a company's products or services so that they can create a better chance of winning a live customer pipeline opportunity. There are several deal-based marketing services and tactics that Viewpoint Analysis helps our customers with to challenge the status quo and increase their chances of winning the deal. Deal-Based Marketing Services Account and Contact Research The first step in every DBM opportunity is understanding the cli

IT procurement plays a critical role within most technology-focused businesses. Our new IT procurement training course aims to offer...

The Request for Proposal (RFP) process can be a challenging task for businesses looking to select a new technology vendor. Traditionally, the process involves sending out long, detailed questionnaires to multiple vendors, expecting comprehensive responses that ultimately make the selection process cumbersome. At Viewpoint Analysis we know both sides of this sorry tale - we've spent decades in sales answering them, and we now run RFP processes for customers in various industri

Is your team looking for new technology ideas? Our latest selection of technology ideas and options feature six leading tech vendors that...

Looking for Employee Onboarding Software for your business and for it to become a core part of your HR technology strategy? Here are the onboarding software vendors that you need to be considering as part of any vendor selection process. Each of the vendors included in our list is focused on the onboarding area, either just this area, or they include it as part of a wider product suite. Larger technology solutions (e.g. ERP-type solutions) that have onboarding as a part of wh

Growth Marketing Services - helping Growth Marketers to drive improved pipeline performance and gain in-depth customer understanding.

Learn about our new RFP Response Training where we help tech vendor sales teams to increase their chances of winning every RFP process.

Take a look at over 90 UK HR Technology vendors that can help with a variety of different HR needs and who form our HR Technology Guide.