On July 21, 2011, IDC hosted a webinar entitled “Setting Your Sales Enablement Strategy”. In the invite for the webinar IDC revealed a very interesting number that really helps to put the financial impact a proper Sales Enablement strategy can make into perspective:
“Is Sales Enablement a new concept? Certainly not. Marketing and some sales organizations have been attempting for decades to equip their direct and indirect sales channels with the right information, at the right time, in the right format, to assist in moving specific opportunities forward. However, companies’ inability to get their sales and marketing teams aligned around the right processes and technologies (or at least consistent ones) has cost them upwards of 10% or more of revenue per year; or $100 M for a $1B company. […]”
The following chart (source IDG Connect) was also shared during the webinar:
B2B Sales Enablement and Sales Tech SaaS 