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Thomas Barrieau

Director, Sales Enablement Practice

As Director, Sales Enablement Practice with IDC’s Custom Solutions group, Tom helps IDC clients leverage IDC intelligence and expertise to empower highly relevant sales conversations. With the goal of transforming sales professionals from the role of trusted technology advisor to that of market and business value expert, he helps enable sales organizations to compete in today’s changing sales landscape. As part of IDC’s continued commitment to fact-based advisory services, Tom also curates IDC’s sales-focused research agenda, exploring best practices and benchmarks in Sales Enablement.

While at IDC, Tom has also been a program manager in the Executive Advisory Group, where he co-developed IDC’s Sales Productivity Framework and definition of Sales Enablement. Research contributions include best practice studies in Opportunity Pipeline Management, Specialty Sales Roles, and Selling in an Economic Downturn.

Tom draws on 20 years of experience in the high-tech industry, where he has produced double-digit productivity gains for sales and marketing organizations that span the globe. This includes roles as a sales and marketing executive at Apple, Compaq, and Hewlett Packard.  As the co-founder and principal productivity consultant of Sales Productivity Architects, Tom has also helped to improve sales and marketing operations at numerous clients in the technology and related industries, including Comcast and Harvard Business Publishing. 

Tom holds a bachelor's degree in psychology from The University of Connecticut.

This IDC Insight examines the common decision gaps that can prevent marketers from executing effective sales enablement initiatives. Decision gaps exist wherever missing information prevents effective action. Simple examples include "We can...
What Is Sales Enablement?

Jun 2016 - Insight - Doc # US41529816

by: Richard VancilThomas Barrieau

This IDC Insight defines the process of effective sales enablement for the modern era defined by the digital transformation. Sales enablement is a critical function for any IT vendor with a B2B (enterprise) product or service focus. Because...
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