Insights

Why B2B sales is no longer a linear process

Corey Torrence a Blue Ridge Managing Director, is quoted extensively in a recent article published in B2B Marketing. Corey talks about how the old, linear process of B2B sales is obsolete, with buyers becoming more informed and sophisticated and how B2B marketers are learning a lot from the consumer side. Corey believes survival requires a […]

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Post-integration sales team management

Michael Smith, Senior Managing Director at Blue Ridge Partners is quoted in an article appearing in HR.Com and NewsOrg about specific HR issues in managing the sales team in a post-integration merger environment. Smith says the most important step is to foster two-way communications between sales management and the sales team. The integration of sales […]

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Growth strategies that work

Strong revenue growth is a major value creation engine often overlooked by private equity investors early in the investment cycle. Businesses demonstrating such strong growth distinguish themselves in commercial excellence, says Blue Ridge Partners managing partner Jim Corey. Reflecting on the performance of more than 400 B2B companies in North America, Europe and Asia spread […]

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Is Revenue Raining Out of Your Cloud?

Traditional technology hardware and software companies are seeing a significant share of their growth from the cloud. Legacy revenue streams are declining (in some cases declining rapidly) so it is imperative that companies make the transition to cloud effectively. Michael Smith and Kevin Jackson define the 14 major differences between the GTM approach for traditional […]

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