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Integrated Marketing Team

Jason Cunliffe

Vice President, Thought Leadership and Sales Enablement Practices

Thomas Barrieau

Director, Sales Enablement Practice

Laura Nurzynski

Group VP, Global Go-to-Market & Sales Enablement Services

Keith Bagley

Vice President, Operations, Custom Solutions

Chris Picanso

VP Engagement

Andy Fong

Consulting Director, Global Research & Executive Advisory

Thomas Richard

Engagement Coordinator

Amy Catalogna

Engagement Manager

Paul Morrisette

Engagement Manager

New Research
This IDC Perspective helps CMOs and their content marketing teams explore a simple, yet highly effective way of organizing content into stronger pathways to deeper customer engagement. It describes what IDC calls the promotable cascade, a s...
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: Thomas BarrieauRichard Vancil

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...
Enabling Sellers in a Buyer-Driven Landscape

Mar 2016 - Event Proceeding - Doc # DR2016_PB1_TB

by: Thomas Barrieau

The following was presented at the IDC Directions conferences in San Jose and Boston in March 2016.
This IDC Insight explores the early trend of the extremely automated "virtual" sales rep — the new role evolving to meet the expectations of today's self-sufficient buyer for high-service levels. This emerging hybrid of marketing and sales ...