Selling

Vendavo Joins Marketo LaunchPoint

By Vendavo
June 19, 2013

Today, Vendavo announced that we’ve joined Marketo LaunchPoint.

It comes as no surprise that today’s buyer is now in control of the buying process. According to the Corporate Executive Board (CEB), today’s B2B buyers are over 57% through the buying process before they are ready to speak with a salesperson. They are increasingly sophisticated, connected and social.

This has been behind the rapid adoption of marketing automation systems like Marketo, which enable marketers to stay in front of buyers as they educate themselves and pass only qualified leads to Sales.

At Vendavo, we’ve been witnessing a parallel shift in the world of B2B selling. By the time she is in front of a salesperson, the modern buyer has educated herself and is ready to extract the best pricing and terms, often holding more information than the hapless sales rep she is facing.

So, to negotiate effectively at the “moment of truth” – or each time you ask for your customers business – today’s salesperson needs to be armed to be effective. They need on-the-spot access to metrics such as sales history, spend over time, product to up-sell, the winning price, etc.

 

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Like Marketing, Sales needs a system to support this new reality.

Vendavo chose to join Marketo LaunchPoint because we believe the changes in Marketing and Sales necessitate a repeatable, hand-in-glove process, with both functions working together seamlessly.

You can view our listing here.

By partnering with Marketo, Vendavo hopes to help customers whose Marketing organizations are already responding to these modern B2B sales dynamics to be able to do the same in their Sales organization.

To learn more about the changes taking place in B2B selling, visit our Profitable Selling page or download the Winning at the “Moment of Truth” eBook.

    Vendavo

    Vendavo powers the shift to digital business for the world’s most demanding B2B companies, unlocking value, growing margin and accelerating revenue. With the Vendavo Commercial Excellence platform, companies develop dynamic customer insights and optimal pricing strategies that maximize margin, boost sales effectiveness and improve customer experience. With an annual margin improvement totaling more than $2.5 billion across companies in chemicals, distribution, high-tech and manufacturing, Vendavo delivers cutting-edge analytics and deep industry expertise that help companies stay one step ahead. Vendavo is headquartered in Denver, CO and has offices around the globe.