What the board is asking data and commerce teams this Q4 | Ep. 21
It’s Q4, budgets are locking, and every data and commerce request has to be translated into what a distributor’s or manufacturer’s board cares about: growing existing accounts, winning new logos and protecting margin. Matt Johnson and Floyd Blaikie of Pivotree take this one solo, working through the questions boards ask during strategic planning and the numbers a practitioner should answer with.
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Matt draws on his time as a go-to-market consultant in distributor and manufacturer boardrooms. He starts share of wallet with historical data and digital adoption, ties new-customer acquisition to…
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