Webinars

Webinars

  • Stop Losing to No Decision or Status Quo: a Challenger Conversation Framework

    On average, 38% of B2B opportunities are lost to status quo and involve an average of 11.2 stakeholders. B2B Sales and Marketing teams are not losing to competitors as frequently as they’re losing to customer risk aversion. We're losing to the customer's gut feeling that no matter how much "better" our solution may be, the road to "better" involves change, cost, productivity losses while the customer’s team learns how to do something new. Attendees will learn: • Why most Sales conversations and Marketing messages are contributing to status quo outcomes. • Why ROI is no longer enough, and how to leverage Cost of Inaction (COI) in your messages and pitches. • A framework for aligning Marketing and Sales teams with a messaging choreography that makes the buyer’s pain of same greater than the buyer’s pain of change. Read More

  • Faster. Better. Programs With Alignment Built-in

    Alignment is a challenge in the best of times, yet it impacts both efficiency and effectiveness at many points in your GTM. Misalignment and internal silos between teams inhibit innovation and efficient execution. They can cause your buyer journey to be disjointed and worse. That’s why, particularly when times are tough, you’ll want to design alignment into your programs and empower your people wherever they are to provide the best possible connected experiences to prospects and customers. In this session, Folloze experts and John Steinert with TechTarget will discuss the challenges and use their case studies to help you: • Better understand why organic alignment has historically been difficult and learn about alignment models designed to overcome past inefficiencies. • Design ABM and other GTM programs that empower teams to better identify opportunities and close deals faster. • Recognize the characteristics of tools that can support aligned action and deliver a rich, connected experience throughout the customer journey. Read More

  • Top 5 Strategies to Reduce the Risk of a Breach

    This session will describe approaches and suggestions for potentially lowering your risk of a breach and how to prepare for when they happen. We will discuss our experiences and practical ideas for consideration to take back to your companies. Tune in to learn more about these topics: 1. What is the definition of a breach 2. SANS Security Critical Controls – a. CIS Control 1: Inventory and Control of Enterprise Assets b. CIS Control 2: Inventory and Control of Software Assets 3. Starting with the basics 4. Access Control – Knowing your data – Identity Access Management (IAM) 5. Leveraging Threat Intelligence 6. Bonus – Have a plan, practice, table tops Read More

  • Understanding and Aligning With Buyers to Meet GTM Challenges

    In a rare public appearance by Tony Zambito, Founder of the Buyer Persona concept, Tony will talk about how to succeed in your GTM strategies through a deeper understanding of who your buyers are and the problems they encounter. Organizations lacking buyer understanding in a post-pandemic world are out of alignment causing their GTM Strategies to miss the mark with buyers. Overcome GTM challenges and create new opportunities when you properly define your buyers, create messaging that resonates, and get the attention of buyers to take action. Key takeaways include: • How to define your ideal companies and buyers • What Buyer Personas really are and why they are helpful to GTM Strategy • Key insights you need to get the attention of buyers • How to get in alignment with the new post-pandemic problems and challenges buyers face Read More

  • Reduce Risk and Prove Security Efficacy with Next-Gen MDR/XDR

    Security operations is hard. The threat landscape is constantly evolving. Business and IT initiatives create an ever-expanding attack surface. Myriad security products overwhelm operators and drive costs up. And as cybersecurity becomes a topic in board rooms, CISOs are not only under pressure to reduce risk, but also to prove the efficacy of their security postures.   Next-Gen MDR/XDR represents a shift in mentality from traditional solutions, which primarily focus on detecting threats by managing EDR and XDR products. In this session, we will discuss how Next-Gen MDR solutions:   1. Continuously assess prevention and configuration settings to prove security efficacy 2. Use security posture context to make more accurate incident triage and response decisions 3. Facilitate better collaboration between security and IT teams to streamline operations 4. Reduce overall complexity by plugging into a consolidated multi-cloud, multi-device control plane   Don’t miss out on the future of Managed Detection and Response! Read More

  • Engines of Alignment: People, Processes, Data and Measurement

    Great execution requires well-thought-through processes. And achieving great execution at scale requires that teams adhere to them. But stack complexity, systems choices and more can make things hard. So, while data and measurement should be a critical input for reaching high-performance, too often they become part of the problem. In this webinar, we host a leader from the RevOps solution side and an operating guru from a super-scaled up tech vendor. They’ll share challenges they’ve experienced and methodologies they’ve developed to help teams achieve alignment for maximum business impact. Read More

  • Putting the “Go” in Your GTM Plan with Your Executive Team

    You’ve come up with a go-to-market plan, but before you can get started you need buy-in from key stakeholders across your organization. For many, this is where the process can slow, or worse, break down. In this session Christa Martin, Partner and CMO of Chief Outsiders, will share how you can overcome these roadblocks and easily align with your executive team. Tune in to learn:  • Why GTM success and executive team support go hand-in-hand • Key considerations when building a plan that aligns to the objectives of your organization • How to influence and secure buy-in from members of your executive team • Core elements of an effective GTM plan presentation for your C-suite Read More

  • Breach Detection in the Cloud

    When we think of cybersecurity for enterprises, we think next-gen firewalls, EDR, and SIEM. But none of these resources can protect your cloud assets as traditionally employed. This means companies must use new techniques to protect cloud environments and the various SaaS applications deployed by modern enterprises. Tune into this talk to learn: 1.) How to collect telemetry and generate alerts from various cloud environments. 2.) Techniques to detect misuse of SaaS application including cloud account takeover. The ultimate goal is to stop cloud and SaaS breach from occurring in the first place. Read More

  • The 5 Real Pillars of Marketing and Sales Alignment

    Did you know ABM has helped 70% of B2B marketers align marketing and sales efforts to close business more efficiently? To learn how you can make the partnership between your own sales and marketing teams sing, join RollWorks’ Sr. Directors of Demand Gen and SDRs in a lively discussion exploring the five pillars of marketing and sales alignment that help their teams work together in lockstep. It’s a don’t-miss session that’ll help ensure your own marketing and sales functions are working efficiently and effectively together to drive business results in 2022. You’ll walk away with: - Clarity on the five pillars and why they matter; - The core characteristics of “best-in-class” partnerships between marketing and sales teams; - An understanding of how to evolve your relationships from good to great; and - Scalable strategies to ensure collaboration between teams — no matter how large. Read More

  • Align Your Second Generation MAP With Your Digital First Buyer’s Journey

    Second generation Marketing Automation Platforms (MAPs) are not flexible enough with access to real time data to deliver the CX your customers deserve. They were not intended to deliver the customer experience expected by buyers today in an omnichannel environment. Today, it’s about orchestrating the journey – not optimizing the campaign! In this interactive webcast, we will exchange ideas about how to deliver a data driven journey for today’s digital first buyers. You will leave the exchange with: • An understanding of the limitations of legacy Marketing Automation Platforms • How Customer Data Platforms (CDPs) can orchestrate a journey based on a unified view of a customer using real time data to supplement your investment in your MAP • Why a CDP is a central component in your stack • An appreciation of the benefits of implementing a CDP to achieve journey orchestration instead of campaign execution • A view about how to maintain your investment in your MAP in the short term and migrate to a more effective platform in the long term Read More