Marketing
I just finished reading Phil Fernandez's recent book, Revenue Disruption, and I have to say that I recommend it highly. Fundamentally, Fernandez argues that the old Chinese Wall between sales and marketing needs to be torn down. Instead, companies need to think of a continuous process, executed collaboratively
Marketing
This post was inspired by a recent beer with long-term colleague, friend, and fellow volleyball dad, Paul Albright, now chief revenue officer at Marketo. The question we discussed was how can a company sell current product capabilities but also market vision at the same? (For brevity's sake I
Marketing
As a marketing guy turned CEO, I have the relatively rare experience of having seen marketing from inside the organization as well as from above it. Yesterday, the SV Forum Marketing SIG invited me to give a presentation where I discussed marketing from the CEO's perspective. I'
Management
I've always found business to have a fair amount of accidental, built-in hubris, largely resulting from the strategy formulation process. I remember one time at Business Objects we had a strategy offsite where, in our infinite wisdom and with a fair bit of groupthink, we came up with
Marketing
I stumbled into this press release during my morning reading (ParAccel Triples Revenue, Doubles Customers and Appoints New Executive Team in 2010) and felt an overwhelming and immediate need to use it as an educational example in public relations (PR). CAMPBELL, Calif.--(BUSINESS WIRE)--ParAccel, Inc., provider of the
Marketing
In a age where some 30% of the US adult population is technically obese, if you're like most people, then you're probably trying to keep an eye on your weight, and therefore on your daily food intake as measured by things like number of calories, grams
Marketing
One of my colleagues forwarded me this deck, The Presentation Secrets of Steve Jobs, which I thought I'd share. It's based on this book (of the same name) written by BusinessWeek reporter Carmine Gallo. My favorite points: * Introduce the antagonist * Use the rule of threes * Sell
Marketing
Pioneering a new market and introducing an innovative technology in the process invariably results in customer confusion, usually driven by a fairly predictable "I've never seen one of those before" reaction: * What is a relational database and why would I need one when IMS is doing
Marketing
Dear Marketer: I get about 5 of these emails a day. Dear Dave, Hope you are doing great. Damco has vast experience in providing high quality and cost effective data processing services to its clients globally. Since its inception in 1996, Damco has honed its level of expertise and built
Marketing
I've spent my career competing, for the most part successfully, against companies from 10 to 1,000 times bigger than my own. Thus, over the years, I've developed some rules that can help maximize your odds of success when competing against giants. * Concentrate force. The easiest
Marketing
On the face of it, Benihana is a pretty simple restaurant which ought to mean just one thing in the mind of its customers: teppanyaki, the form of tableside cooking/entertainment for which they are famous. I like the notion of businesses owning one word in the mind of the
Marketing
As previously covered, email archiving vendor ZL Technologies of San Jose, California sued leading IT market researcher Gartner for $132M earlier this year for its treatment in one of Gartner's vaunted magic quadrants. On November 4th, the case was dismissed, but have no worries. Armed with a seemingly
