TBV Insights

In enterprise technology, buying-team members usually know the high-level story before they watch a webinar or request a demo. They understand the product category and the broad value claims. What they don’t have is the clear, practical detail that shows how a solution fits their organization’s goals, constraints, and tech

Sales leaders are always looking for new ways to help reps and go-to-market teams spark better conversations. One rarely seen approach is the video for sales outreach—a concise, no-frills story designed specifically for business development and partner engagement. These videos stand out because they feel more like ultra-short demos than

When tech buyers arrive at your website, most of them already have a pretty good idea of what you do. They want answers to specific questions. Some of these answers are supplied by AI-powered chatbots. In many cases, If the chatbot has an appropriate chatbot-ready video at hand, the answer

Laggard is a nice old-fashioned word that hardly anyone uses. It was surprising to learn that “laggard” is not infrequently used in discussions of technology adoption, and also how relevant it is to the issue of planning video for buying teams. Gartner uses the psychographic profiles “conflicted laggards” and “disinterested

Use case videos for product demonstrations and tutorials  Tech tips and how-to’s. Case studies. These categories — let’s call them “use cases” — invariably show up near the top in surveys of content preferences of IT decision-makers. A use-case video can help buyers develop budgets and justify spending, especially for

The High-Value Offer is a customer interaction with so much business value that the buyer feels compelled to engage. It’s an account-based marketing concept recommended by Gartner for customer acquisition, too. A high-value offer’s business value depends on timely topics meaningful discussion a unique opportunity not readily available elsewhere — like