by Maria Batt | Sep 10, 2026 | Marketing Strategy
Article Summary Sales organizations don’t sit still. Gartner surveyed 234 heads of sales in mid-2024 and found the average sales organization had gone through four separate transformations in the prior two years — new hires, new tools, new processes, new...
by Maria Batt | Aug 20, 2026 | Marketing Strategy
Article Summary Most mid-market manufacturers run their marketing budget almost entirely toward new customer acquisition — new leads, new accounts, new logos — while treating the customers they already have as a sales and customer service function with no marketing...
by Maria Batt | Jul 21, 2026 | Marketing Strategy
Article Summary Account-based marketing is widely understood as an enterprise strategy — a resource-intensive program requiring large marketing teams, expensive technology stacks, and the kind of operational complexity that only Fortune 500 companies can absorb. This...
by Maria Batt | Jul 16, 2026 | Marketing Strategy
Article Summary When a mid-market manufacturing company is acquired or recapitalized, the valuation conversation increasingly extends beyond traditional EBITDA multiples and balance sheet assets. Private equity firms and strategic acquirers evaluating manufacturers in...
by Maria Batt | Jul 14, 2026 | Marketing Strategy
Article Summary B2B manufacturers collectively spend billions annually on trade shows — booth fees, travel, hotel, staffing, collateral, and logistics — and the vast majority of them have never measured that investment against a serious counterfactual. The trade show...
by Maria Batt | Jul 9, 2026 | Marketing Strategy
Article Summary Mid-market manufacturers consistently underfund digital marketing — not because the revenue doesn’t support it, but because the budget conversation starts with the wrong question. The standard framing is: how do we find new money for marketing?...