In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified.

This week I interview Katie Bullard, Chief Growth Officer of DiscoverOrg.

Nancy: Why does the industry need your solution?

Katie: You may have heard terms like sales intelligence, marketing intelligence, intent data, predictive data, or similar: They generally refer to the same thing, which we refer to it as marketing and sales intelligence, and it’s revolutionizing the B2B industry. It is now a must-have for any competitive business in the marketplace – and refers to any and all company, contact, and behavioral data sales and marketing teams rely on to execute effective sales and marketing campaigns.

Oh, year-end analysis. How I love thee and hate thee. Let me count the ways…

This is the time of year when executives become hyper-sensitive to numbers and are asking a flurry of questions.

What revenue will we close the year with?
What was our ROI on that new tech investment?
What did we do this past year that was most effective at moving the needle?

Your prospects want to succeed as much as you do. And they want to boost their companies — and hopefully their own careers — in the process. So, if your offer will help them succeed, why wouldn’t they call you back immediately and sign now? If something’s good for you, surely you should want it!

Your prospect has a tough job. She must convince her organization and relevant stakeholders (the proverbial average of 5.5 internal stakeholders) that change is a good thing. She must build a business case and balance the cost, risk, and effort associated with that change. She must own the results post-purchase. And she must accomplish all of this while doing her day job.

Enterprises today are focused on profitable growth. It is the primary objective for CEO’s and for Sales and Marketing executives. As a means to drive that profitable growth, companies are implementing digital transformation projects to more effectively engage with their customers and build stronger relationships. Model N Revenue Cloud solutions enable companies to turn those “relationships into revenues,” by helping them successfully deliver a digital transformation that drives sales growth across the entire life cycle of their engagement with those customers.

This is my favorite event of the year. First of all, Salesforce puts on a heck of a show – am I right?! And so do many of the attending partners.

I won’t go into all the stats about Dreamforce. Suffice it to say, it’s huge by any measure. For instance, if you secured one of over 100K hotel rooms that will be booked for the event, consider yourself lucky!

The Sales analytics category has exploded in recent years, both in number and diversity.  A recent industry round-up listed 50+ providers, and the list continues to grow.  Metrics are the bedrock of any sales function (in fact, one could argue that no enterprise function is tracked, measured and analyzed more than sales!)

When your customer is ready to sign, you want to close the deal ASAP—not be slowed by a paper-based signing process. And yet that’s exactly what happens in many organizations. According to an IDC report, Bridging the Document Disconnect in Sales, although most business today is digital, 56 percent of executives still rely on paper to sign contracts and close deals.