Digital has rapidly transformed the economy, and it is no surprise that having a digital strategy has a profound impact on revenue growth. With so many definitions and ideas of what a digital strategy is and how to implement one, companies find it difficult to find clarity and achieve consensus. Today, Scott Santucci, CEO of Growth Enablement Ecosystems, shares his experience navigating the digital landscape.

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth.

 

With so many definitions and ideas of what a digital strategy is and how to implement one, companies find it difficult to find clarity and achieve consensus. 

 

Scott shares his experience navigating the digital landscape and addresses the importance of clearing traditional mindsets to see how making the number happens.

 

Click here for the podcast version of this interview.

 

Segment 1: Understanding Digital Strategy

 

Skip to minute 7:14 to listen to Scott discuss the changing landscape of a digital economy:

 

“…I like to talk about it to make it more practical; digital is very vague and broad and quite frankly very intimidating. It is easy to dismiss, but a way I like to think about it is, are you doing the digital telling, or are you being digital told?”

 

Segment 2: Integrating Product into Your Digital Strategy

 

  • Achieving interlock between sales, marketing, and product on a digital strategy. minute 17:22
  • Modernize the sales force to adapt to change. minute 19:10

     

Skip to minute 20:08 to hear Scott share his thoughts on breaking down silos to achieve a unified digital transformation.

 

“The sales group and sales operations have their own view of data management, and so does marketing. Who’s right just on that concept? Getting everybody on the same page is really hard. You need to take the time to do it.”

 

Segment 3: Guiding Principals of Digital Transformation

 

Skip to minute 24:42 to hear Scott discuss the opportunities to drive customer experience with digital strategy.

 

“…in the B2B world, people tend to not focus on the experiences of who specifically those buyers are, because they’re working an agreement network. And it is not a static journey; it is a flow…”

 

 

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ABOUT THE AUTHOR

Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.

 

Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.

 

Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.

 

 

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