An Introduction to The Challenger Customer [Pat Spenner, CEB]
Pat Spenner, co-author of The Challenger Customer presented to animal health marketing and sales professionals at NAVC 2016 about the changing landscape of B2B buying.
Most Recent Presentations
![Rethinking 'the Customer' in the age of CX [infographic]](https://content.cdntwrk.com/mediaproxy?url=https%3A%2F%2Fcdn.slidesharecdn.com%2Fss_thumbnails%2Fcxinfographicv2-161005184759-thumbnail.jpg%3Fwidth%3D120%26height%3D120%26fit%3Dbounds&size=1&version=1665679078&sig=75a5e73424e00fadbdeff7d08eee35eb&default=hubs%2Ftilebg-docs.jpg)
Rethinking 'the Customer' in the age of CX [infographic]
In the age of customer experience (CX), companies must deeply understand their customers, but our research found that the majority of companies have a long way to go. Here’s a roadmap that shows the p
The Value of Being Customer-Centric (7 Facts)
B2B marketers know that the path to future success is paved in customer-centricity. Product-centric marketing is the cobblestone of the past. We scoured seven sources to find the seven must have facts
The 7 Segmentation Barriers to Creating Exceptional CX
The most important driver of loyalty is your customer experience. However, most organizations' CX initiatives are hindered by current conception of "the customer". The State of Segmentation survey unc
How to Feed an Elephant: Advice for Getting Personas Right
"How do personas work?" In exploring this question, Quarry's Chief Innovation Officer Glen Drummond calls out a misconception that can make personas not just ineffective but harmful. You'll learn how
15 of the hottest talks from BMA15, visualized
Get inspired and informed by 15 B2B marketing leaders. Quarry commissioned graphic recorder Kelly Kingman to capture 15 of the hottest talks from the Business Marketing Association's 2015 conference
Digital Experience Design Strategy at the CXPA 2015
Are you seeking to differentiate your brand brand through digital experience? This presentation will show you a proven, repeatable process model that leverages three CX design heuristics. Glen Drummon
5 Conversations for CX Leaders to Lead
The difference that really matters between CX leaders and practitioners is not their title, but whether they’re “building cathedrals” or just “laying bricks.” To help their organizations become more c
Case study: How Symantec built engagement through design
This case study summarizes the results of a controlled quantitative experiment surrounding the idea that design-based experience can change brand perceptions and customer behaviour. The hypothesis i
Transformative Segmentation - How John Deere is renewing leadership by disrupting the view of the customer
Product-centric companies target and count customers. Customer-centric companies reimagine the needs and motivations of their customers. Glen Drummond of Quarry and Todd VanTilburg of John Deere reve
The Zombie Effect - Using Actionable Insight to Combat Brain-Dead Views of the Customer
Do you have zombies lurking in your customer segmentation model? Find out what they are, what dangers they pose and what you can do about them. Presenting at the Corporate Executive Board (CEB) 201
Leading With Personas
Presented by Glen Drummond at the 2014 MarketingProfs B2B Forum, Leading With Personas explores the insight and persona development process from four different Quarry client projects - 3 innovation st
Making Digital Experience Pay
How do you develop a digital experience design strategy that transforms customer relationships with your brand? This case study, presented by Greg Olson of Symantec and Glen Drummond of Quarry at the
Zombies, Phantoms and Shadows: 3 Threats to Your Customer Experience Initiatives
Products fail, leading companies falter, and sales slump when businesses don't have an accurate view of 'the customer.' Does this just happen to poorly managed organizations, or could it happen anywhe
20 Must See Charts For Modern Marketers
Marketers have access to a plethora of data. But data alone isn’t enough. The challenge is making that data understandable, and more importantly, actionable. With help from our marketing automation p
Insights From TED Marketing
Adam Cochran, Marketing Analyst at Quarry Integrated Communications, explores the powerful marketing messages behind TED presentations by great business minds like Malcom Gladwell, Seth Godin and othe
Marketing Automation Mind Map
Marketing Automation Platforms are complex, with many features and functionality. We've created this Mind Map, which breaks down the four main components of the platforms - Managing Contacts, Managin
Responsive Web Design - One Website for 6500 Devices
Responsive web design lets you create a single website that detects the screen size of the device viewing it and fluidly adapts site content, layout and functionality in response to fit that device. R
Six Marketing Automation Potholes To Avoid
B2B marketers are embracing marketing automation solutions. Spending on these solutions is set to increase 50% this year alone. If you’re one of the many marketers pushing off on your brand new shiny
Six Marketing Automation Potholes To Avoid
B2B marketers are embracing marketing automation solutions. Spending on these solutions is set to increase 50% this year alone. If you’re one of the many marketers pushing off on your brand new shiny