September 14, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Revitalizing Growth: Accelerate While Others Stand Still.” The report uncovers how market leaders have responded to the disruptive economic climate to outpace the competition.

 

SBI’s study surveyed 157 CEOs from both public and private B2B companies and have found that UC&C companies have found themselves in one of two categories: Observers or Accelerators. While the majority are in the “Observer” category, we have found that the “Accelerators” have adopted agile revenue planning processes and it has helped them outperform their industry.

 

“Unlike other industries, UC&C companies saw demand for their solutions explode nearly overnight,” said Matt Sharrers, CEO of SBI.  “Although some have done well observing, others made hard choices and are already in test mode, ready to take action and overtake their competitors.”

 

This report outlines how CEOs and their teams can make strategic decisions to outpace their competition and industry by adapting best practices form the Accelerators. Namely, how to:

 

  • Re-assess the revenue growth strategy to adapt to changes over time.
  • Re-imagine the commercial engine to evaluate new opportunities in the market.
  • Re-allocate resources and execute to implement quickly and flawlessly.

     

“It is uncertain how long the changes in demand will last,” notes Gregg Blatt, Managing Director, UC&C Practice.  “Market leaders have implemented Customer Experience (CX) differentiation, informed by customer and market listening, to ensure they retain newly acquired customers.”

 

You can access the full research report here and subscribe to get more information on upcoming webinars and virtual annual planning workshops.

 

About Sales Benchmark Index:

 

 

SBI is a management consulting firm specializing in sales and marketing that is dedicated to helping you Make Your Number.  SBI is a firm comprised of former sales and marketing senior executives and top tier management consultants that help clients accelerate their rate of revenue growth.  SBI provides consulting, insights, research and advisory services, and benchmarking data to private equity clients and enterprise clients across North America and Europe.  Founded in 2006, SBI is headquartered in Dallas, TX.  For more information, please visit:  www.salesbenchmarkindex.com.

ABOUT THE AUTHOR

Gregg Blatt

Gregg’s role at SBI is to leverage his experience to drive growth for clients by solving the revenue and market growth challenge.

Peers, Clients and CEOs describe Gregg as a transformation strategist and industry thought leader. He has deep experience as a field executive implementing and managing multiple global sales teams.  He has a track record of outstanding performance in IT Services, SaaS and IT Consulting. Prior to joining SBI, Gregg held the position of CRO for Cast Software where he was responsible for global sales and solution delivery. Other executive positions include iRise, Keane, Headstrong, James Martin and Company, Comdisco and NYNEX.  Roles includes executive sales, marketing, delivery and board positions.

Gregg’s career has included everything from branding and transformation programs, field marketing/lead generation, organization, market and comp plan design, sales process and enablement programs to new team rollouts across NA, Europe and APAC.

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