Summit Europe Return On Integration

Nominations for the SiriusDecisions European Return on Integration (ROI) Awards are Now Open!

The ROI Award recognizes an organization that has achieved strong sales, marketing and/or product alignment, and has improved company performance as a result. Award recipients have implemented SiriusDecisions frameworks to raise industry standards and exemplify best-in-class b-to-b organizations.

ROI Award Categories and Criteria

We are looking for best practices in the following key areas (awards will not be given in every category):

General sales/marketing/product alignment. A presentation by the chief marketing officer (CMO), chief sales officer (CSO) and chief product officer (CPO) – or their equivalents – on the impact that the alignment of sales, marketing and product has had on company performance.

Demand creation/lead management/account-based marketing. A presentation that shows how the organization has built a measurable, predictable, repeatable demand creation engine. The presentation must demonstrate high levels of cooperation between sales and marketing, especially in the areas of process, infrastructure and incentives. Initiatives may be broad-based or narrowly focused (e.g. account-based marketing) in nature.

Product or solution marketing. A presentation that demonstrates the transformation from product-centric to audience-centric go-to-market strategy and execution. The presentation must demonstrate measurable results of taking an industry or persona-based marketing approach.

Product management. A presentation that demonstrates how alignment between product management, marketing and sales has resulted in stronger innovation and better corporate performance.

Sales enablement. A presentation that illustrates a well-defined, process-based sales enablement initiative that has resulted in greater sales effectiveness for inside or field sales teams. The presentation should include specific linkages between sales, marketing and/or product during the enablement initiative.

Content strategy/operations. A presentation that illustrates a well-defined, enterprise-wide content creation, delivery and measurement process.

Third-party channels. A presentation that shows how the combination of shared strategy, processes and technologies have impacted channel partner selection, demand creation, enablement, customer experience and/or measurement/reporting.

Communications/brand. A presentation that shows how brand and communications disciplines have supported strategic goals for the business, including if new roles have been established (e.g. social media operations, branding center of excellence), or a new strategic communications initiative has been incubated. Employee engagement initiatives would also fall into this category.

Sales/marketing/revenue operations. A presentation that shows how the efficiency of the revenue engine has been improved through operational means. Key areas of consideration will include planning, budgeting, analytics, measurement and reporting, process development, data management, competency assessment and skill development, and technology strategy/implementation.

Customer engagement/success. A presentation that demonstrates a coordinated, well-designed post-sale effort by customer engagement, sales, marketing, service and/or product that has helped to deliver or improve retention, loyalty, advocacy and subsequent cross-sell/upsell. 

Recipients are selected based on the following criteria:

Nominations from the following will not be given consideration by the SiriusDecisions team:

Sales and marketing vendors can nominate clients for ROI awards; however, the nomination form and process must be completed by the client, not the vendor. Vendor-completed nominations will not be considered, and vendors will not be allowed to speak on behalf of a client.

Additional questions/clarification about the ROI Awards can be directed to Tony Jaros, president and chief product officer of SiriusDecisions at [email protected].

Submit Your Nomination

Nominees for an ROI Award must complete a nomination form, and identify the initiative, it's award category, the names of project leaders/presenters, the timeframe and the organizational scope of the initiative. The form must also describe why the initiative should be considered for an ROI award based on the criteria above. If submitters would like to include supporting documents (e.g. summary of results data, project plans) as part of their entry, they should email them to Tony Jaros at [email protected].

Requests must be submitted NO LATER than 7 June, 2019.

SiriusDecisions will choose finalists in each category, and then schedule interviews with key stakeholders. Finalists and winners will be recognized before and during the Summit event. Winners will also receive complementary admission to Summit, as well as a complementary hotel room at one of our host hotels.

Access the nomination form