Channels have long been a staple of software sales. To meet the global and industry specific needs, software companies have relied on channels to reach the elusive customers. As luck would have it, I was involved in two instances, last week, where a channel strategy was being adopted as a predominant sales strategy, albeit in [...] Continue Reading
As a Marketing lead or an executive that is not directly responsible for Sales, you must have been called to interview a sales candidate frequently. I have had my share of those interviews. Sales is one skill that I don’t profess to have any expertise on. The ability to create new relationships, manage them on [...] Continue Reading
Uncle Larry is at it again!!. First he threw a left hook at SAP by announcing a in-memory offering just when SAP was hoping to bask in the glory of their results and highlighting how, with HANA, they would unseat Oracle in their customer base. If that was not enough now to negate SAP’s acquisition [...] Continue Reading
I was having this interesting chat with a salesperson today as I was trying to help get him hired to a software company. As we went through all the details of the product he posed this interesting question to me. How complete do you think is the product? 50%? 60%? I had heard this question before [...] Continue Reading
Sales demos are tricky no matter what. Unless your product is a well-known brand like Band-Aid solving, a clear and distinct problem. Sales demos need a whole lot of strategy to go into it. If yours is a software product, a early version of your product and a unique product that falls in between the [...] Continue Reading
By now you would think offshoring has acquired enough notoriety. Lots of water has flown under the offshoring bridge. Best practices have been written, re-visited and rewritten. So it was kind of a surprise when I got this call from a friend of mine who was trying to get this “offshoring” thing started in his new [...] Continue Reading
An excellent video by Chris Yeh(@ChrisYeh), an angel investor and one of the better speakers in the valley talks about Go-To Market strategy and many other critical things in a startup. Although the goal of the video was around readying the company for raising money, the points made are applicable to all companies. Specifically around [...] Continue Reading
With marketing moving increasingly online, a company’s website has become, above all, the quintessential brand ambassador for the company. The way the company website speaks to the visitor (a prospect) goes a long way in convincing them in becoming your customer. For a startup in its early stage when it does not have credible references, lot of [...] Continue Reading
Swayamvar, for those not familiar with Indian history, was a practice in old days, where the father of the bride invited all the possible suitable grooms to come and demonstrate why they were the most suited for marrying his daughter. Most often it included some kind of contest like lifting a humongous bow or moving some large [...] Continue Reading
Check how the HP stock has done versus IBM in the last two years, starting at almost similar position it has gone in symmetrically opposite direction and consequently the enterprise value. All through this journey HP has manfully stuck to its core strategy of ”Observe IBM and adopt their strategy 10 years later”. Case in [...] Continue Reading
I have been meaning to write this post for a while but was holding back so as to not upset anyone in the marketing/PR space. But the the last straw finally broke and I had to publish this post. PR as you guys might well know is an essential part of marketing notwithstanding all the [...] Continue Reading
Technology Marketing has historically been a chest thumping contest between vendors claiming one-upmanship on the back of a variety of statistics. If it is not the TPC benchmarks demonstrating the might of a database performance under stress, it has been volume of orders processed, that has been centerpiece of marketing campaigns. You cannot escape walking [...] Continue Reading
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