Downloads

  • Sales Enablement Market Guide - Summary Report

    The sales enablement function continues to grow— forty-six percent (46%) of teams plan to increase in size in the next 12 months. This growth in headcount will be accompanied by continued spend in technology.

    Key Takeaways:
    * Key elements to an effective sales enablement technology stack
    * Overview of the five core capabilities: conversation intelligence, sales readiness, sales content management, real-time knowledge, and digital adoption platforms.
    * Eight market drivers driving the evolution of sales enablement

  • (Webinar) Getting Better With Revenue Operations

    In this webinar, Craig Rosenberg the Chief Analyst of TOPO, will present the key components of Revenue Operations (RevOps), examples of the RevOps functions that are emerging inside world-class go-to-market organizations, and actionable recommendations on how to get started.

    Key Topics Include:

    Key attributes that describe a successful RevOps organization

    Definitions for all critical elements in each RevOps category

    Examples of how different organizations are standing up RevOps functions

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • 2019 Sales Technology Report Executive Summary

    The sales technology stack follows the strategy for how an organization goes to market. It is the collection of software tools that help sales teams develop, enable, implement, and manage sales programs that resonate with prospects and customers. A tech stack is built like a house, according to a plan, with every component designed to serve a specific purpose. The tools should interact with each other in ways that create maximum efficiency.

    Sales technology and sales professionals should work together harmoniously to drive sales success. Many of the technologies discussed here also serve marketing and sales development, and, in fact, can help drive alignment across the functions.

  • 2019 Sales Technology Report Webinar Recording

    The sales technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales organizations and their tech stack.

Downloads

  • Sales Enablement Market Guide - Summary Report

    The sales enablement function continues to grow— forty-six percent (46%) of teams plan to increase in size in the next 12 months. This growth in headcount will be accompanied by continued spend in technology.

    Key Takeaways:
    * Key elements to an effective sales enablement technology stack
    * Overview of the five core capabilities: conversation intelligence, sales readiness, sales content management, real-time knowledge, and digital adoption platforms.
    * Eight market drivers driving the evolution of sales enablement

  • (Webinar) Getting Better With Revenue Operations

    In this webinar, Craig Rosenberg the Chief Analyst of TOPO, will present the key components of Revenue Operations (RevOps), examples of the RevOps functions that are emerging inside world-class go-to-market organizations, and actionable recommendations on how to get started.

    Key Topics Include:

    Key attributes that describe a successful RevOps organization

    Definitions for all critical elements in each RevOps category

    Examples of how different organizations are standing up RevOps functions

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • 2019 Sales Technology Report Executive Summary

    The sales technology stack follows the strategy for how an organization goes to market. It is the collection of software tools that help sales teams develop, enable, implement, and manage sales programs that resonate with prospects and customers. A tech stack is built like a house, according to a plan, with every component designed to serve a specific purpose. The tools should interact with each other in ways that create maximum efficiency.

    Sales technology and sales professionals should work together harmoniously to drive sales success. Many of the technologies discussed here also serve marketing and sales development, and, in fact, can help drive alignment across the functions.

  • 2019 Sales Technology Report Webinar Recording

    The sales technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales organizations and their tech stack.

Downloads

  • Sales Enablement Market Guide - Summary Report

    The sales enablement function continues to grow— forty-six percent (46%) of teams plan to increase in size in the next 12 months. This growth in headcount will be accompanied by continued spend in technology.

    Key Takeaways:
    * Key elements to an effective sales enablement technology stack
    * Overview of the five core capabilities: conversation intelligence, sales readiness, sales content management, real-time knowledge, and digital adoption platforms.
    * Eight market drivers driving the evolution of sales enablement

  • (Webinar) Getting Better With Revenue Operations

    In this webinar, Craig Rosenberg the Chief Analyst of TOPO, will present the key components of Revenue Operations (RevOps), examples of the RevOps functions that are emerging inside world-class go-to-market organizations, and actionable recommendations on how to get started.

    Key Topics Include:

    Key attributes that describe a successful RevOps organization

    Definitions for all critical elements in each RevOps category

    Examples of how different organizations are standing up RevOps functions

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • 2019 Sales Technology Report Executive Summary

    The sales technology stack follows the strategy for how an organization goes to market. It is the collection of software tools that help sales teams develop, enable, implement, and manage sales programs that resonate with prospects and customers. A tech stack is built like a house, according to a plan, with every component designed to serve a specific purpose. The tools should interact with each other in ways that create maximum efficiency.

    Sales technology and sales professionals should work together harmoniously to drive sales success. Many of the technologies discussed here also serve marketing and sales development, and, in fact, can help drive alignment across the functions.

  • 2019 Sales Technology Report Webinar Recording

    The sales technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales organizations and their tech stack.

Downloads

  • Sales Enablement Market Guide - Summary Report

    The sales enablement function continues to grow— forty-six percent (46%) of teams plan to increase in size in the next 12 months. This growth in headcount will be accompanied by continued spend in technology.

    Key Takeaways:
    * Key elements to an effective sales enablement technology stack
    * Overview of the five core capabilities: conversation intelligence, sales readiness, sales content management, real-time knowledge, and digital adoption platforms.
    * Eight market drivers driving the evolution of sales enablement

  • (Webinar) Getting Better With Revenue Operations

    In this webinar, Craig Rosenberg the Chief Analyst of TOPO, will present the key components of Revenue Operations (RevOps), examples of the RevOps functions that are emerging inside world-class go-to-market organizations, and actionable recommendations on how to get started.

    Key Topics Include:

    Key attributes that describe a successful RevOps organization

    Definitions for all critical elements in each RevOps category

    Examples of how different organizations are standing up RevOps functions

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • 2019 Sales Technology Report Executive Summary

    The sales technology stack follows the strategy for how an organization goes to market. It is the collection of software tools that help sales teams develop, enable, implement, and manage sales programs that resonate with prospects and customers. A tech stack is built like a house, according to a plan, with every component designed to serve a specific purpose. The tools should interact with each other in ways that create maximum efficiency.

    Sales technology and sales professionals should work together harmoniously to drive sales success. Many of the technologies discussed here also serve marketing and sales development, and, in fact, can help drive alignment across the functions.

  • 2019 Sales Technology Report Webinar Recording

    The sales technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales organizations and their tech stack.

Downloads

  • Sales Enablement Market Guide - Summary Report

    The sales enablement function continues to grow— forty-six percent (46%) of teams plan to increase in size in the next 12 months. This growth in headcount will be accompanied by continued spend in technology.

    Key Takeaways:
    * Key elements to an effective sales enablement technology stack
    * Overview of the five core capabilities: conversation intelligence, sales readiness, sales content management, real-time knowledge, and digital adoption platforms.
    * Eight market drivers driving the evolution of sales enablement

  • (Webinar) Getting Better With Revenue Operations

    In this webinar, Craig Rosenberg the Chief Analyst of TOPO, will present the key components of Revenue Operations (RevOps), examples of the RevOps functions that are emerging inside world-class go-to-market organizations, and actionable recommendations on how to get started.

    Key Topics Include:

    Key attributes that describe a successful RevOps organization

    Definitions for all critical elements in each RevOps category

    Examples of how different organizations are standing up RevOps functions

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • 2019 Sales Technology Report Executive Summary

    The sales technology stack follows the strategy for how an organization goes to market. It is the collection of software tools that help sales teams develop, enable, implement, and manage sales programs that resonate with prospects and customers. A tech stack is built like a house, according to a plan, with every component designed to serve a specific purpose. The tools should interact with each other in ways that create maximum efficiency.

    Sales technology and sales professionals should work together harmoniously to drive sales success. Many of the technologies discussed here also serve marketing and sales development, and, in fact, can help drive alignment across the functions.

  • 2019 Sales Technology Report Webinar Recording

    The sales technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales organizations and their tech stack.

Downloads

  • Sales Enablement Market Guide - Summary Report

    The sales enablement function continues to grow— forty-six percent (46%) of teams plan to increase in size in the next 12 months. This growth in headcount will be accompanied by continued spend in technology.

    Key Takeaways:
    * Key elements to an effective sales enablement technology stack
    * Overview of the five core capabilities: conversation intelligence, sales readiness, sales content management, real-time knowledge, and digital adoption platforms.
    * Eight market drivers driving the evolution of sales enablement

  • (Webinar) Getting Better With Revenue Operations

    In this webinar, Craig Rosenberg the Chief Analyst of TOPO, will present the key components of Revenue Operations (RevOps), examples of the RevOps functions that are emerging inside world-class go-to-market organizations, and actionable recommendations on how to get started.

    Key Topics Include:

    Key attributes that describe a successful RevOps organization

    Definitions for all critical elements in each RevOps category

    Examples of how different organizations are standing up RevOps functions

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • 2019 Sales Technology Report Executive Summary

    The sales technology stack follows the strategy for how an organization goes to market. It is the collection of software tools that help sales teams develop, enable, implement, and manage sales programs that resonate with prospects and customers. A tech stack is built like a house, according to a plan, with every component designed to serve a specific purpose. The tools should interact with each other in ways that create maximum efficiency.

    Sales technology and sales professionals should work together harmoniously to drive sales success. Many of the technologies discussed here also serve marketing and sales development, and, in fact, can help drive alignment across the functions.

  • 2019 Sales Technology Report Webinar Recording

    The sales technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales organizations and their tech stack.

Downloads

  • Sales Enablement Market Guide - Summary Report

    The sales enablement function continues to grow— forty-six percent (46%) of teams plan to increase in size in the next 12 months. This growth in headcount will be accompanied by continued spend in technology.

    Key Takeaways:
    * Key elements to an effective sales enablement technology stack
    * Overview of the five core capabilities: conversation intelligence, sales readiness, sales content management, real-time knowledge, and digital adoption platforms.
    * Eight market drivers driving the evolution of sales enablement

  • (Webinar) Getting Better With Revenue Operations

    In this webinar, Craig Rosenberg the Chief Analyst of TOPO, will present the key components of Revenue Operations (RevOps), examples of the RevOps functions that are emerging inside world-class go-to-market organizations, and actionable recommendations on how to get started.

    Key Topics Include:

    Key attributes that describe a successful RevOps organization

    Definitions for all critical elements in each RevOps category

    Examples of how different organizations are standing up RevOps functions

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • 2019 Sales Technology Report Executive Summary

    The sales technology stack follows the strategy for how an organization goes to market. It is the collection of software tools that help sales teams develop, enable, implement, and manage sales programs that resonate with prospects and customers. A tech stack is built like a house, according to a plan, with every component designed to serve a specific purpose. The tools should interact with each other in ways that create maximum efficiency.

    Sales technology and sales professionals should work together harmoniously to drive sales success. Many of the technologies discussed here also serve marketing and sales development, and, in fact, can help drive alignment across the functions.

  • 2019 Sales Technology Report Webinar Recording

    The sales technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales organizations and their tech stack.

Downloads

  • Sales Enablement Market Guide - Summary Report

    The sales enablement function continues to grow— forty-six percent (46%) of teams plan to increase in size in the next 12 months. This growth in headcount will be accompanied by continued spend in technology.

    Key Takeaways:
    * Key elements to an effective sales enablement technology stack
    * Overview of the five core capabilities: conversation intelligence, sales readiness, sales content management, real-time knowledge, and digital adoption platforms.
    * Eight market drivers driving the evolution of sales enablement

  • (Webinar) Getting Better With Revenue Operations

    In this webinar, Craig Rosenberg the Chief Analyst of TOPO, will present the key components of Revenue Operations (RevOps), examples of the RevOps functions that are emerging inside world-class go-to-market organizations, and actionable recommendations on how to get started.

    Key Topics Include:

    Key attributes that describe a successful RevOps organization

    Definitions for all critical elements in each RevOps category

    Examples of how different organizations are standing up RevOps functions

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • 2019 Sales Technology Report Executive Summary

    The sales technology stack follows the strategy for how an organization goes to market. It is the collection of software tools that help sales teams develop, enable, implement, and manage sales programs that resonate with prospects and customers. A tech stack is built like a house, according to a plan, with every component designed to serve a specific purpose. The tools should interact with each other in ways that create maximum efficiency.

    Sales technology and sales professionals should work together harmoniously to drive sales success. Many of the technologies discussed here also serve marketing and sales development, and, in fact, can help drive alignment across the functions.

  • 2019 Sales Technology Report Webinar Recording

    The sales technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales organizations and their tech stack.

Downloads

  • Sales Enablement Market Guide - Summary Report

    The sales enablement function continues to grow— forty-six percent (46%) of teams plan to increase in size in the next 12 months. This growth in headcount will be accompanied by continued spend in technology.

    Key Takeaways:
    * Key elements to an effective sales enablement technology stack
    * Overview of the five core capabilities: conversation intelligence, sales readiness, sales content management, real-time knowledge, and digital adoption platforms.
    * Eight market drivers driving the evolution of sales enablement

  • (Webinar) Getting Better With Revenue Operations

    In this webinar, Craig Rosenberg the Chief Analyst of TOPO, will present the key components of Revenue Operations (RevOps), examples of the RevOps functions that are emerging inside world-class go-to-market organizations, and actionable recommendations on how to get started.

    Key Topics Include:

    Key attributes that describe a successful RevOps organization

    Definitions for all critical elements in each RevOps category

    Examples of how different organizations are standing up RevOps functions

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • 2019 Sales Technology Report Executive Summary

    The sales technology stack follows the strategy for how an organization goes to market. It is the collection of software tools that help sales teams develop, enable, implement, and manage sales programs that resonate with prospects and customers. A tech stack is built like a house, according to a plan, with every component designed to serve a specific purpose. The tools should interact with each other in ways that create maximum efficiency.

    Sales technology and sales professionals should work together harmoniously to drive sales success. Many of the technologies discussed here also serve marketing and sales development, and, in fact, can help drive alignment across the functions.

  • 2019 Sales Technology Report Webinar Recording

    The sales technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales organizations and their tech stack.

Downloads

  • Sales Enablement Market Guide - Summary Report

    The sales enablement function continues to grow— forty-six percent (46%) of teams plan to increase in size in the next 12 months. This growth in headcount will be accompanied by continued spend in technology.

    Key Takeaways:
    * Key elements to an effective sales enablement technology stack
    * Overview of the five core capabilities: conversation intelligence, sales readiness, sales content management, real-time knowledge, and digital adoption platforms.
    * Eight market drivers driving the evolution of sales enablement

  • (Webinar) Getting Better With Revenue Operations

    In this webinar, Craig Rosenberg the Chief Analyst of TOPO, will present the key components of Revenue Operations (RevOps), examples of the RevOps functions that are emerging inside world-class go-to-market organizations, and actionable recommendations on how to get started.

    Key Topics Include:

    Key attributes that describe a successful RevOps organization

    Definitions for all critical elements in each RevOps category

    Examples of how different organizations are standing up RevOps functions

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • 2019 Sales Technology Report Executive Summary

    The sales technology stack follows the strategy for how an organization goes to market. It is the collection of software tools that help sales teams develop, enable, implement, and manage sales programs that resonate with prospects and customers. A tech stack is built like a house, according to a plan, with every component designed to serve a specific purpose. The tools should interact with each other in ways that create maximum efficiency.

    Sales technology and sales professionals should work together harmoniously to drive sales success. Many of the technologies discussed here also serve marketing and sales development, and, in fact, can help drive alignment across the functions.

  • 2019 Sales Technology Report Webinar Recording

    The sales technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales organizations and their tech stack.

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