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Executive Advisory Group

IDC's Executive Advisory Group provides sales and marketing executives with the richest benchmark data available as well as best practices studies and facilitated peer-to-peer discussions to plan investments, prepare operations, mobilize resources, and measure results.

On the right you'll find analysts working on this team. Click on the name of the analyst to view his or her profile. Below is a list of the most recently published research from this team.


New Research


Key Success Factors for Launching and Best Leveraging Your Sales Force Automation Application
Irina Zvagelsky, Michael Gerard, Mary Wardley
Sep 2010 - Doc # 224737      Insight
This IDC Insight provides key success factors for best governing and leveraging your sales force automation application. IDC conducted interviews in late spring 2010 with several IT companies that have undergone an SFA implementation in ...
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IDC's Sales Best Practices Series: Customer Intelligence for Sales
Irina Zvagelsky, Michael Gerard
Sep 2010 - Doc # 224520      Survey
This IDC study discusses the results of IDC's best practices survey of customer intelligence for sales. This research provides a detailed evaluation and analysis of the best and emerging practices of managing and providing customer intel ...
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The CMO Role: Insights from Jeremy Burton, CMO of EMC
Richard Vancil
Aug 2010 - Doc # 224484      Update
This IDC update is from a recent interview that I conducted with Jeremy Burton, CMO of EMC (see Figure 1), as of April 2010.: Burton's profile and outlook intrigued me because he has taken the CMO role from his previous position as ...
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Agile Marketing: Principles and Practices
Gerry Murray, Richard Vancil
Aug 2010 - Doc # 224079      Industry Development and Models
This IDC study provides an overview of agile marketing — the application of agile development principles to the marketing environment. Agile marketing is a high-communication, low-documentation, rapid iteration process designed to provid ...
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The IDC Sales and Marketing Automation Framework
Michael Gerard, Richard Vancil, Gerry Murray
Jul 2010 - Doc # 224215      Insight
This IDC Insight provides a framework that identifies the shared processes that sales and marketing organizations should automate in conjunction with one another. It is intended for use by sales and marketing executives who are embarking ...
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The Next Generation Sales Operations Team - Companion Presentation
Michael Gerard, Irina Zvagelsky
Jul 2010 - Doc # 224354      IDC Presentation: Survey
This presentation provides the results of IDC Sales Advisory Service's research of the sales operations function. This research provides::
  • A detailed evaluation and analysis of the best and emerging practices across sales opera
    • ...
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    CMO Advisory Best Practices Series: Talent Management in the Marketing Function
    Richard Vancil, Cushing Anderson, Joseph A. Ferrantino, Lisa Rowan, Gerry Murray
    Jul 2010 - Doc # 224210      Survey
    This IDC study examines talent management practices being deployed by senior marketing executives to attract, engage, retain, and develop their staff. The results include recommendations for best practices that other marketing executives ...
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    Board Meeting Minutes: May 26, 2010, CMO Advisory Marketing Leadership Board
    Richard Vancil, Joseph A. Ferrantino, Gerry Murray
    Jul 2010 - Doc # 223769      Insight
    This IDC Insight is a brief summary of the CMO Advisory Board meeting held on May 26, 2010, in San Jose, California, with more than 25 senior marketing executives. The morning session focused on the issue of talent management with Cushin ...
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    The Next-Generation Sales Operations Team
    Michael Gerard, Irina Zvagelsky
    Jul 2010 - Doc # 224122      Industry Development and Models
    This IDC study discusses the results of IDC's research of the sales operations function. This research provides a detailed evaluation and analysis of the best and emerging practices across sales operations teams at the technology industr ...
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    Business Strategy: Sales and Marketing in the Brand-Oriented Value Chains
    Simon Ellis, Kimberly Knickle, Mary Wardley, Michael Gerard
    Jun 2010 - Doc # MI223834      Business Strategy
    This IDC Manufacturing Insights report presents our view on the state of sales and marketing in the consumer products industry, starting with an overview of current conditions and followed by analysis of areas where we see either the hig ...
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    IDC Sales Leadership Board Meeting Notes: May 25 and 26, 2010
    Irina Zvagelsky, Michael Gerard
    Jun 2010 - Doc # 223736      Insight
    This IDC Insight is a summary of the IDC Sales Leadership Board meeting of May 25 and 26 in San Jose, California, with sales and sales operations executives from leading technology firms in attendance. Key findings from the discussions a ...
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    IDC's Sales Best Practices Series: Account Planning
    Michael Gerard
    May 2010 - Doc # 223295      Survey
    This IDC study discusses the results of IDC's best practices research in account planning for B-to-B sales organizations. This research provides a detailed evaluation and analysis of the best and emerging practices in account p ...
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    CMO Advisory Best Practices Series: Measuring the Performance of Digital Marketing
    Richard Vancil, Joseph A. Ferrantino
    May 2010 - Doc # 222927      Survey
    This IDC study assesses the current state of performance measurement for digital marketing, including social media, with a focus on best practice principles and examples. The study highlights four best practice approaches — foc ...
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    IDC's Third Annual Buyer Experience Study - Guidance for Sales & Marketing
    Richard Vancil, Michael Gerard
    Apr 2010 - Doc # TB20100422      Event Proceeding
    IDC's Sales and CMO Advisory Services recently completed its annual survey of 200+ IT Buyers, soliciting their feedback for how sales and marketing can improve the customer creation process. IDC's Sales and Marketing Advisory t ...
    CMO Advisory Best Practices Series: Agency Management Strategies and Tactics
    Richard Vancil, Joseph A. Ferrantino
    Apr 2010 - Doc # 222814      Survey
    This IDC study assesses the current state of the people, departments, and processes involved in agency management, with a focus on advertising, public relations, and digital marketing, including identifying best practice compan ...
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    Team Members
    Analyst Photo Michael Gerard
    Program Vice President, Sales Advisory Practice
    Analyst Photo Richard Vancil
    Vice President, Executive Advisory Group
    Analyst Photo Joseph A. Ferrantino
    Research Analyst
    Analyst Photo Irina Zvagelsky
    Research Analyst
    Analyst Photo Gerry Murray
    Research Manager