2002 Demand Generation Demand Generation Targets Prospecting 
Jeff Davis
MARCH 13, 2018
Process - Focus on pipeline Revenue One of the most impactful opportunities in an alignment effort is to focus on creating a robust prospect-to-customer process. This laser focus on revenue ensures that everyone knows exactly where we are in hitting our revenue target and also know how their work directly impacts us achieving that goal.
The ROI Guy
MAY 4, 2006
Compared to 2002 where growth was a dismal -31% for system vendors and -18% for service providers, these are happy days. Vendor analysis is so important that prospects view the ability to justify solutions as a key differentiator, with over 61% rating solution providers value assessment ability as important in the selection process.
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