This glossary provides clear definitions of key terms used in pipeline management and lead generation, covering sales cycles, qualification stages, and marketing tactics. It simplifies complex concepts like MQLs, SQLs, ABM, and pipeline conversion rates, making it easy for sales and marketing teams to follow best practices in generating and closing deals.
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This article explores the dual role of IT in organisations, balancing foundational “plumbing” functions with innovative business development. It discusses Gartner’s bimodal IT framework, highlighting the operational stability provided by Mode 1 and the experimental growth enabled by Mode 2. Topics such as cost centres versus profit centres, cybersecurity investment, and the integration of IT and OT are examined to underline the necessity of a balanced approach. The conclusion emphasises the importance of aligning these roles for operational efficiency and strategic growth.
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This article summarises Nicole Bucala’s insights on building effective partnerships in the fragmented cybersecurity industry, shared during the Cyber Runway: Scale programme. It explores key strategies, including sell-through, sell-with, and ecosystem integrations, alongside practical advice for startups on fostering relationships, creating mutual value, and timing partnerships effectively.
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