How a KPI Management Approach Called 'World Clocks' Drove Demandbase Past $200M in Revenue

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Imagine you're in the lobby of a giant global bank. On one wall, there is a collection of clocks that indicate the times in major cities around the world.

Those clocks help keep the bank running smoothly and ensure every employee across the globe is on the same page.

That wall of clocks is an apt metaphor for the KPI management system employed by Allison Metcalfe, CRO at Demandbase.

Just replace the city times with KPIs and metrics critical to the business, and it becomes a wall of leading indicators that Allison and her team work to keep on track so that the company can avoid any surprises down the road.

In this episode, she explains how the “World Clocks” KPI management system works and why it’s so helpful.

Topics covered:

  • Managing go-to-market proactively
  • Gaining buy-in and implementing “World Clocks”
  • Ensuring data integrity
  • When to bring in sophisticated data modeling
  • CRO/CMO relationship management
 
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Go-to-Market Excellence

Written by Go-to-Market Excellence

Each episode, we dissect the innovative tools and data-driven strategies that give forward-thinking leaders an edge in today’s market.

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