The Changing Face of Distribution Marketing to Seniors

I’ve noticed a funny trend among marketers. We tend to talk about younger consumers in terms of their generation—for example, the term “millennials” has been a stand-in for a nyone under 35 for what seems like a decade or more—seniors are always seniors. I imagine this is due to some collective failure of imagination, whereby […]

Platform-as-a-Channel: A New Model Disrupting the Channel Partner Ecosystem

Defining the Traditional Channel Partner In 1997, MarketBridge’s CEO Tim Furey published The Channel Advantage. It became a best-selling business book, and a go-to resource for executives looking to navigate a new world in which technology was lowering the cost-per-touch every year. Smart companies realized that they needed to move away from expensive, one-on-one direct field sales if they wanted to compete […]

Why the Ancillary Insurance Market is About to Boom, and Only Some Will Have Competitive Advantage

Offering a health plan is no longer enough. Today’s employers are adding dental, life, long-term disability and other innovative ancillary benefits in order to attract and retain the best talent in the tightest labor market in years. This means brokers and carriers need to follow suit for immediate and longer-term revenue opportunities.

6 Step Approach to Reinvigorating Your Competitive Positioning – Part 1

As tech competition heats up, those that innovate and work faster, better or cheaper, may win, yet while they focus on reinventing or optimizing what they bring to market, businesses that focus on how to position their solutions might be more successful in attracting buyers. In our latest whitepaper, we highlight seven principles of how […]

How Simply “Watching Your Buyers” Can Increase Retention Rates

One of our clients recently came to us with an issue that we immediately diagnosed as a friction problem. A product had been conceived and built which should have been selling well, but uptake was slow. There was nothing functionally wrong with the product; it did what it said it did, and it filled an […]

9 Requirements for Effective Cross-Selling in Financial Services

As a part of their Future of Financial Services series, the World Economic Forum recently released a comprehensive and far-reaching report on the “New Physics of Financial Services” and the impact that digital transformation and the rise of Artificial Intelligence is having on the financial services ecosystem. There is no doubt that these trends will […]

The Retail Revolution: 5 Ways to Adapt, Survive, and Thrive

With the rise of e-commerce and the decline of the shopping mall, the last two decades have seen massive shifts in the world of retail. Consumers are migrating online and demanding more from their purchases: lower prices, faster shipping, sustainable practices. Amazon looms large and threatens players at every stage of the supply chain as […]

What Uber Teaches Us About Great Sales and Buyer Enablement

The “last mile” of revenue generation (getting a qualified lead to close) is always the biggest hurdle. Whether B2B or B2C, this ultimately requires some level of personal relationship development and product customization. Yet many times, businesses don’t realize the costs associated in qualifying a lead in the first place – despite whether or not they […]

Cyborgs Will Beat Robots: Building a Human-AI Culture

There are two competing AI narratives bouncing around the internet. On the one hand, AI is seen as a future scourge, a technology that once unchained will push humanity past a singularity. Past this singularity, we cannot predict what will happen—but many think it won’t be good [1].

How to Take an Omni-channel Approach to Sales Enablement

Today’s typical buyer journey was best described as, “…a big bowl of spaghetti,” at the Gartner Sales and Marketing Conference in Las Vegas. Thanks to constant innovation in digital and mobile technology, buyers now have the freedom to self-serve by researching information online and engaging with industry analysts, SMEs, and other influencers.  The real game-changer […]