TSIA World ENVISION 2023: Insights, Takeaways, & Client Awards
By Cal Cavness / Marketing, Sales Enablement, Strategy, Technology
Another year, another TSIA World ENVISION conference in Las Vegas —where some of the brightest minds in digital transformation gather to share their perspectives on unifying organizations, leveraging data, and unlocking annual recurring revenue. The theme this year was “Silo Busting to Drive Profits & Growth”—tailored to address the four major consequences of silos, present…
Agency Group Thread: What Does Digital Transformation Mean to You?
By MODintelechy / Leadership Roundtable, Strategy, Technology
We hear a lot about “digital transformation” in our industry. Removing friction from buying experiences, implementing customer-centric technologies, embracing a more digital-first approach—but no two transformation efforts look the same. And the same goes for what digital transformation means. It’s a mindset shift, technology puzzle, and business model makeover all in one. So, with that in mind, we asked some members…
The Art of the Win-Back Email Campaign
By Cal Cavness / Customer Success, Marketing, Sales Enablement, Strategy, Technology
In the fast-paced world of technology, customer retention is a critical aspect of a company’s success. Sure—losing customers is inevitable, but it is equally essential to have a well-crafted win-back email campaign to re-engage with those who have previously utilized your products and/or services. Win-back email campaigns are a vital customer retention strategy aimed at…
Sales and Customer Success: Is It the Chicken or the Egg?
By Cal Cavness / Customer Success, Marketing, Sales Enablement, Strategy
When it comes to a healthy dynamic between Sales and Customer Success teams in achieving customer revenue goals, an age-old adage comes to mind: Is it the chicken or the egg? Meaning—what comes first? Who supports who? And which is more important? As you might have gathered from the old saying, the answer is a complicated…
Forrester B2B NA 2023 Recap: Customer-Obsessed Growth Engine + Lifecycle Revenue Marketing + Customer Value Realization
By Cal Cavness / Marketing, Sales Enablement, Strategy, Technology
We attended the Forrester B2B North America Summit 2023 this month, and needed a place to organize all of the knowledge we gathered along the way. So, here we are—paying it forward with some of our favorite insights from the week. The goal of this conference was to provide guidance to B2B sales, marketing, and…
Channel Partner Enablement Through the Lens of Strategy, Technology, and Transformation
By Cal Cavness / Marketing, Sales Enablement, Strategy, Technology
At MODintelechy, we categorize our capabilities into three buckets—strategy, technology, and transformation. Is there overlap amongst these three buckets? Yes, and by design. We like to think of it more as synergy, as there are very few silos within effective ecosystems. A transformation effort will impact technology, technology implementations will impact strategy, and so on…
TSIA World INTERACT 2023 Recap: Growth, Renewals, & Tiger Tails
By Cal Cavness / Marketing, Sales Enablement, Strategy, Technology
Another year, another TSIA World conference in Orlando—where some of the brightest minds in digital transformation gather to share their perspectives on unifying organizations, leveraging data, and unlocking annual recurring revenue. For those lucky enough to attend, the wealth of knowledge was invaluable. For those that weren’t, you’re in luck—because I jotted down some of…
Why You Should Embrace The Customer Journey—And How To Begin
By Maria Orozova / Marketing, Sales Enablement, Strategy
We’ve come a long way since the days of broad, singular marketing campaigns, where you’d spend months tinkering on a “catch-all” concept designed to capture as much of your audience as possible. Looking back, we really were boxed in. But with the rise of digital marketing, we can now create personalized experiences that cater to…
Leveraging Account Intelligence to Drive Marketing, Sales, and Customer Success Outcomes
By Cal Cavness / Data + Analytics, Marketing, Sales Enablement, Strategy, Technology
When we hear marketing and sales jargon like “account intelligence,” our first thought is often “technology.” And sure, technology plays a major role, but what is it in service of? Reaching our customers. Or more specifically, the person behind the customer. As the practice of gathering and analyzing data to provide actionable insights, account intelligence…
Expansion Selling: Strategies, Tactics, and Tacos
By Cal Cavness / Marketing, Sales Enablement, Strategy
This morning, I returned to my favorite place for breakfast. I ordered my standard bacon, egg, and cheese taco (look, we love our tacos in Austin). The cashier asked if I wanted to add avocado. An extra dollar…why not? She then asked if I wanted an iced coffee. I could use a morning pick-me-up…sure! And for just…
The Hidden Value Of Creative: How To Pitch Where Others Pass
By MODintelechy / Blog, Design, Marketing, Strategy
Every creative agency wants to work on the next eye-catching, brake-slamming billboard. Wait, let me try that again—every creative agency wants to work on the next eye-catching, thumb-stopping Instagram ad. Either way, our understanding of creative services tends to be boxed into one line of thinking. From marketing collateral and social assets to rebranded websites…
Expansion Revenue: The Opportunity is Right Under Your Nose
By Cal Cavness / Marketing, Sales Enablement, Strategy
Have you ever looked at a revenue goal and thought wow, that’s a little aggressive. Or better yet, have you ever looked at one and thought aggressive isn’t even a word that does this goal justice. When it comes to global organizations on the inevitable path toward growth, revenue is the only way to get…
Tips For Building Culture In A Hybrid Workplace
By MODintelechy / Agency Culture, Strategy
A few months ago, I surprised myself. After promoting one of our strongest employees to a senior account director position, I reflected back on her experience—she was hired over the phone during the pandemic, didn’t meet her direct manager in person for six months and has been fully remote ever since. It answered some questions…
The Power of Partnership: Why We Don’t Have “Clients”
By Maria Orozova / Agency Culture, Strategy
The word “client” often seems to represent a certain coldness, implying that your relationship is strictly transactional and will be dictated by terms in a contract. While terms and contracts are necessary and something everyone expects in business, there’s a lot more that comes up when seeing a project to completion—and that’s where true partnership…
Revenue Enablement: Aligning to the Customer Experience
By Cal Cavness / Sales Enablement, Strategy
Introduction In May 2021, top research and advisory firm Gartner made a striking prediction — 75% of the highest growth companies in the world will be moving away from sales enablement and toward a revenue enablement model by 2025. This anticipated shift comes in response to fast-changing global buying and selling processes, trends, and consumer…
Scaling your Sales Efforts with Renewals Automation
By Erik Merle / Marketing, Sales Enablement, Strategy
Unless you’re Michael Scott from the hit TV series “The Office,” you know it’s cheaper to keep an existing customer rather than signing up a new one. But cost isn’t the only factor, as customer expectations in the digital age are rapidly changing. Add in the COVID-19 crisis, and the pace of this change has only accelerated—forcing…
Demand Generation: Full of Leads with Nowhere to Go
By Jenni Waggoner / Marketing, Strategy
“We want them, and we want them now!” This is the approach most companies have towards gaining new leads. When people feel a slump in the market, or feel ready to grow, they gain a proverbial itch for immediate change. The problem isn’t just, “How can you find new leads?” but also, “What should you…
Long-Tail Renewals Strategy
By Scott Thomas / Marketing, Sales Enablement, Strategy
Starting around 2014, a new trend emerged and disrupted the way we think about customer acquisition—subscription marketing. Or for those that believe in the permanent demand behind the trend, an entire “subscription economy” was born. While this was not an entirely new concept, it has recently taken off with a new level of urgency—particularly in the tech…
Data + Design: The Perfect Marriage
By MODintelechy / Marketing, Strategy
Data and design have come together over the past decade in a marriage we couldn’t have forecasted. Some say they rushed into it, some say they’ll never last—but we believe they’ll live happily ever after. Because together, data and design have revolutionized how we market to customers. It’s something that has been on our minds…
Why Your Channel Program Needs PRM (Partner Relationship Management)
By Cal Cavness / Data + Analytics, Marketing, Sales Enablement, Strategy, Technology
What is Partner Relationship Management (PRM)? When seeking new and innovative opportunities for gaining traction in the marketplace, companies often establish channel partner programs. To create, manage, and maintain these channel partner relationships, partner relationship management (PRM) utilizes strategies and software that help companies execute new marketing ideas, reach new customers, and scale quickly. Creating…