Gerry Brown Research Director Read full bio @gerrybrown There is a lot of talk in the media about the importance of content marketing, but little attention is paid to the underlying challenges that hinder its effective execution. For a better understanding of content marketing issues, IDC ran a survey of 300 enterprise marketers across 11 […]
Duncan Brown Research Director, European Security Practice Read full bio @duncanwbrown What? You thought that GDPR was over by May 25th, and you never wanted to think about it again? Sorry folks, but we’ve just had the taster. Firstly, the bad news. GDPR is not a one-time project. Many organisations have approached GDPR like a […]
Lisa Borthwick Go-to-Market specialist, European Custom Solutions LinkedIn profile IDC predicts that by 2020, 1 in 5 marketers will abandon the traditional funnel for a buyer-centric approach. The funnel belongs to the 20th century. Back then, buyers were ignorant about their choices and sellers knew little about the needs and preferences of their prospective customers.
Thomas Barrieau Director, Sales Enablement Practice Read full bio @tbarrieau In my last post I laid out IDC’s original definition of sales enablement (i.e., “putting the right information into the hands of the right sales professional at the right time, in the right place, and in the right format to move a specific sales opportunity forward.”) and discussed some […]