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
Marketing
I have a new pet peeve: sales and marketing people who use the word "very" as a condiment, sprinkling it heavily and indiscriminately -- like salt -- into any product or company claim. Let's look at some examples, which I'll number for subsequent reference: 1. ... can
Marketing
In 1988, Listen To Your Heart was the third single issued in the USA by the Swedish pop duo Roxette. In this post, I'll use the song as fun example of flanking marketing strategy. First, the original song/video. (Sorry, but EMI disallows embedding, so you'll
Marketing
Quick post to highlight this New York Times story, Spinning the Web: PR in Silicon Valley. The article starts with the story of a start-up first pondering, and then deciding not to pitch the big tech blogs like TechCrunch. Excerpt: Instead, [publicist Brooke Hammerling] decides that she will “whisper
Marketing
I was reading this interesting post, Emerging Enterprise Content Management Trends, on the Gilbane Group blog this morning when I stumbled into this rather amazing soundbite. Jeff Fried, VP Product Management for Microsoft's FAST search engine actually proclaimed that "keyword search is dead!" Now, last I
Marketing
Thanks to a post by Darren Cunningham on LucidEra's blog I found this wonderful Dilbert cartoon which concludes that EVERYTHING IS A PLATFORM. I was happy to find this because tech marketers have so thoroughly over-used the word "platform" that I now rarely use it
Marketing
Continuing my recent rants about newspapers, please see this interesting story in the New Yorker by James Surowiecki, author of The Wisdom of Crowds, entitled News You Can Lose. On the source of the problems: There’s no mystery as to the source of all the trouble: advertising revenue has
