Driving Growth in B2B Tech Companies in the AI Era

Developing groundbreaking competencies for successful Marketing and Sales of Complex B2B TECH Solutions.

B2B Customer Framework

Understanding B2B TECH Customers: Learn how they make purchasing decisions, identify their needs, and navigate the buying process.

Segment Based Marketing

Marketing typically targets segments. But what if your entire segment is just one customer? What if you could segment within a single customer?

Account Based Marketing

B2B Power Academy, Human To Human

Marketing typically targets segments. But what if your entire segment is just one customer? What if you could segment within a single customer?

Human-To-Human Courses

Featured Human‑To‑Human Courses

Virtual Customer Meeting

Essential competency for professionals conducting virtual meetings with B2B TECH clients, including planning, executing, and following up on virtual engagements.

Storytelling

B2B Power Academy, Human To Human

Storytelling is something everybody knows should be done, but only a few do it right, especially in B2B. Let's do it right in your company.

Social Selling

B2B Power Academy, Human To Human

Your customers expect professional expertise, not sales pitches. Stop social selling—start social engaging.

Grow your EMEA, EUROPE, and CEE tech business with B2B Power Services.

Sometimes, you need a tiny piece of advice to grow. Other times, you need long-term support for complex projects to elevate above the competition. Victor Harrison does both.

explore services

success stories

Advisory & Consulting EMEA, EUROPE, CEE

Navigating Complex AI‑Powered B2B Buyer Journeys

If you want to sell, find out how they buy first... and yes, B2B buyers are empowered with AI.

Understanding and Feeling B2B Buying Committee for Business Results

The bigger the buying committee, the harder it is to communicate and sell. If you miss an essential person in the communication and sales process, your two-year efforts can fail. Identify and address crucial players through the complex buying journey. Deliver the value B2B Buyers expect and require.

Contact Victor Harrison to discuss your next project.

Buying Framework & Journey Empowered by AI

Identifying a B2B Buying Journey with AI-powered buying committees and agile buying processes is insufficient.

Victor Harrison has introduced and implemented the Buying Framework Methodology, which helps to understand the journey and the whole framework in which buyers operate.

Contact Victor Harrison to discuss your next project.

Discovering Commercial Insights for Better Communication and Value Proposition

Commercial Insights make a difference in B2B tech sales. They are a secret ingredient your competitors may not discover. Create an outstanding value proposition and communication that responds to buyer’s needs and wants.

Contact Victor Harrison to discuss your next project.

Understanding the Buying Process to Align the Sales Process

Sales process upgrades should start with a buying process analysis to fit B2B buyers’ perspectives. Define critical touchpoints your marketing and sales teams should focus on.

Contact Victor Harrison to discuss your next project.

Original Methodology that Has Been Proved in Tech Companies

Victor Harrison pioneered a unique B2B Buyer mapping methodology and successfully implemented this approach in renowned companies like T-Mobile, Microsoft, and Bunge. (success stories)

To increase partner sales, we can help you and your partners understand the B2B buyers’ journey to improve their sales process and the effectiveness of your partner marketing.

Our approach blends global insights with local market understanding, enabling your partners to operate regional markets effectively. Think globally and support partners locally.

To increase direct sales, we run B2B Buyer Mapping projects in close cooperation with your marketing and sales departments internationally.

Understand and feel B2B buyers in EMEA, Europe, or CEE markets.

Contact Victor Harrison to discuss your next project.

Advisory & Consulting EMEA, EUROPE, CEE

AI‑Powered Partner Sales

Driving Growth by AI-Powered Scalable Sales Enablement and GTM Programs

AI-powered Scalable Sales Enablement and GTM Programs

GTM and Sales Enablement Programs are a great challenge, especially in the diversified EMEA market. Discover how we did it for Cisco in two programs:

The CEE market also has its challenges. Find out how Victor Harrison designed and executed a Sales Enablement Program for Bunge:

Enhancing Bunge’s CEE Partner Sales Strategy with the GTM Program

We can help you design and implement Partner Sales Enablement and GTM Programs.

Contact Victor Harrison to discuss your new EMEA or CEE challenges.

Partner Sales Transformation

We can help your partners drive growth by transforming their sales reps into business experts and advisors who create and deliver added value to your solutions. Discover how we did it for Skoda and VWFS:

Transforming ŠKODA’s Sales Reps into B2B Business Experts

Build growth in channel partner sales based on your value proposition, enriched with your partner’s added value proposition, expertise, and customer-centric approach.

Contact Victor Harrison to discuss your next project.

Advisory & Consulting EMEA, EUROPE, CEE

AI‑Powered Tech Selling to Big Companies

Driving Growth in the AI Era with MARS1™ Ecosystem and VEX™ Framework

MARS1™—Marketing & Sales as One (ecosystem)

Your B2B marketing and sales departments and teams need a unified and agile organizational structure. Victor Harrison uses an original methodology called MARS1—Marketing and Sales as One.

MARS1 Ecosystem eliminates silos and introduces agile competency management and role assignment across marketing and sales teams for better efficiency.

Marketing & sales should be united and empowered by AI—for growth.

Contact Victor Harrison to discuss your challenges.

AI-Powered Marketing & Sales Functions

A merely AI-powered sales process is not enough. To compete internationally, you must empower the MARS1™ (Marketing and Sales as One) Ecosystem and its functions, such as Value Proposition Development, Trust Earning, Relationship Building, Communication, Sales, and Delivery.

Victor Harrison will help you implement the right solutions, either with the help of trusted technology partners or in collaboration with your suppliers of AI-powered tools and applications.

Sales Reps Transformation into AI-Powered Business Experts

In complex b2b tech sales, you need people who can organize complex sales projects, not closers. You need people who are buying enablers, not pushers.

Transforming ŠKODA’s Sales Reps into B2B Business Experts

Building relationships and trust is more important than using psychological and communicational tricks to close a deal. Signing an agreement is one thing; making a profit on delivering what you promised is the other.

Contact Victor Harrison to discuss your next project.

No More Funnels and Linear Processes with VEX™ Framework

Using sales funnels is standard in B2B tech sales. It should be customer-centric, efficient, and help build trust and relationships—but it isn’t.

Victor Harrison developed the VEX™ Framework (Value Exchange Framework), which integrates the buyer’s and seller’s perspectives on one page and treats value as the tentpole of the buyer-seller relationship.

B2B buyers don’t want to talk to sales reps to resolve complex problems and look for complex solutions. They require professional advice and look for VALUE at every step of the buyer’s journey. Provide the VALUE™ with the VEX (Value Exchange) Framework.

Contact Victor Harrison to prepare and develop a Value Exchange Framework for your organization, which can boost sales in the AI era.

Advisory & Consulting EMEA, EUROPE, CEE

AI‑Powered Business Scenarios

Define segments and fit the value proposition. Use scalable solutions and partner marketing to succeed.

Introducing New Tech Products/Services

Victor Harrison can help you as you create new B2B technology products and services to properly communicate the value proposition that comes with your product or service. Product features are not enough. One should speak the language of benefits that B2B buyers understand.

International Expansion

International expansion with B2B technology is a challenge. Whether you are thinking about a single country or a region like CEE, Europe, or EMEA, let’s talk about how Victor Harrison can help you.

Maintaining the Market Leadership Position

Your company knows how hard it is to become a market leader, but maintaining leadership is even more challenging. Victor Harrison will help transform your B2B marketing and sales so your company maintains a leading position in the industry.

Rescue Mission

Suppose your company is in a difficult situation. This is a very demanding scenario, with no room for error. Attracting new customers is becoming increasingly difficult, and current ones are canceling their cooperation. Contact Victor Harrison immediately to find out how to save your company.

Future-Proof Your Organization

Victor Harrison believes that the success of a B2B technology company depends mainly on the quality of the marketing-sales collaboration. To future-proof your organization, one must eliminate silos and develop an Agile and United Marketing and Sales Ecosystem that is customer-centric and value-based.

Victor Harrison uses two original methodologies:

MARS1—Marketing and Sales as One
VEX Framework—Value Exchange Framework