Executive Forum

The 24X7 customer arrived before 2020.
Customers had already started to…

• Get their product information with little or no sales dialog

• Expect deep engagement with selling resources about solutions, not products

• Demand results and access to the resources that would enable them

Along came 2020 and their demands sharpened. They needed…

• Information and solutions delivered virtually
• Access to expertise to help them manage in crisis mode and pursue new opportunities
• Support that enabled adoption and success delivered virtually

Companies pivoted on a dime, delivering value and support the way their 24X7 customers demanded it. Virtually, online, all the time. Organizations learned how to execute marketing, sales and success motions with minimal disruption to the revenue line. Revenue leaders and their teams rose to the challenge.

Now it’s 2021. Resources are re-deploying to the field. Marketing, sales and service motions don’t have to be virtual. The real question is: which elements of these motions SHOULD be delivered or supported with virtual expertise and enhanced digital solutions? And what are the broader implications for marketing, sales and services?

You can’t go back…the 24×7 customer is here to stay. How can you apply the learnings from 2020/2021 to bring better coverage, and results, to your customers (and your company) in 2022 and beyond?

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