Demanding Views

By Audrey Spangenberg, CEO of FPX, Inc.

Using technology to streamline sales processes is not a new concept for businesses with complex sales. What’s become critical is the importance of capitalizing on accuracy, access and automation to shorten a lengthening sales cycle. According to Aberdeen Group research, under-performing companies see a year-over-year increase to their selling cycles of 12%. Moving every day sales tools to the cloud has proven benefits to results-driven companies under pressure to cut costs while being held to higher revenue performance.

In an era where CTOs have become increasingly pressured to drive innovation to fuel growth for organizations, cloud computing has introduced a new wave of efficiency, empowering IT to allocate resources following a people-process approach to internal operations. DemandGen Report recently caught up with Mike Lingo, CTO & SVP, Professional Services, at Astadia, and author of Hey! You! Get Onto My Cloud, to explore how companies can effectively devise a “CloudMap” to streamline and support company growth efforts.

As BtoB organizations gear up for a year expected to see some bounce back of the economy, DemandGen Report caught up with Lisa Nirell, author of Energize Growth Now: The Marketing Guide to a Wealthy Company.