Perhaps this simple reframing of how you think about your product through the eyes of your customers will help.
This is an excerpt from our new book "Thinking of migrating to the cloud? Ask the Smart Questions" which is out in the fall. Simple decision, right? As every new software vendor "in the cloud" it would seem that migrating from on-premise to the cloud is the obvious answer. But it is not so clear cut … Continue reading Cloud – it’s all good right? Not for ISVs
So you are General William Giles Harding, living in Nashville, Tennessee and you need to drive up sales of your thoroughbred horses in 1860 and pay for the upkeep of your 5,400 acre estate, Belle Mead Plantation. You have customers in the north but how do you get the message out and close sales, when … Continue reading Viral marketing in 1860
The biggest issue when running an early stage company with a burn rate when selling to Early Adopters is the inability to predict the close date of the pilot projects. These make up the majority of the pipeline and are your lifeline. This uncertainty tears apart the executive team and drives the investors to distraction. … Continue reading Struggling to forecast sales? Maybe it isn’t you.
Just recently Q9 wrote a suitably dour article on why the CIO hates Christmas – Bah humbug. It all hinges around BYOD and the power of the consumer as an employee. So in the cheery spirit of Christmas, I thought I’d turn my attention to the COO or Operations Director. The one who keeps the wheels turning, no … Continue reading 10 reasons why the COO hates Christmas
READ TIME: 2 mins HINT: Pivoting is not a business strategy, but a tactic. HINT: Constantly pivoting is called a "death spiral" Pivot is not a business strategy Nowadays the trendy way to mask a failure is to successfully pivot – before the cash runs out – and then become successful. But for every one … Continue reading Pivot before the cash runs out *updated*
Companies still do it. They hire “booth babes” to work the stand, attract punters and scan badges. They are paid per scan. Yes it is still that shallow. Here are 3 reasons why this is a bad idea, and 1 reason probably it isn’t. NO: Qualified leads, not any lead Every time you scan someone … Continue reading Hiring a booth babe is SO, SO wrong, or not.
The summer is over. The flip flops and shorts have been swapped for business attire. I took the summer off to spend time with the family and that has proved to be one of my better decisions. But I also set myself the goal of by 1 Sept that I would decide what I would … Continue reading Q9 Group launches. The start of a new era or is that error?
Marketing’s dirty little secret In the world of B2B marketing a hidden secret is the humble printed book. Although eBooks are taking off there is still a place for the business paperback. Books are a little like PR and sausages. The more you know what goes into them, the less you want to have anything … Continue reading No one can throw a book away. Can the same be said of your marketing literature? #marketing
The Event Production Show, which kicks off today at Olympia in London, is the exhibition for exhibitors, so you’d expect it to be at the cutting edge of event technology. But this is a world first. "Can I scan your badge, Sir?" Doh!! Traditionally the “badge and lead retrieval” systems provided by the event organisers … Continue reading QR codes and iPad drag exhibitors out of the dark ages @eventprodshow #eps13 #ipad
Every major organization has some form of customer call center. You may have renamed yours "contact center." They are manned by staff that are trained, tooled-up with technology and incentivized to support customers. The center is critical because it drives long term sales and protects repeat revenue. It may even be considered a "profit center." … Continue reading CRM = Customer Rejection Management #crm #crmfail #customerservice
You could pay a “kings ransom” or “an arm and a penis” for the marketing rights to a huge event, such as the Olympics. Or you can spend time thinking and being creative. Something that is being called guerrilla or ambush marketing. It won’t make you popular with the organiser or the main sponsors but … Continue reading Ambush marketing. Way cheaper, way cooler and way more fun than BIG BUCKS marketing
Lotus Cars, alongside Aston Martin, is one of the UK's success stories in terms of building desirable sports cars. Aston Martin exudes sophistication and style - and their V8 and V12 engines sound awesome - but nothing compares to the driving experience of a Lotus. You don' so much sit in a Lotus, but more … Continue reading Why can’t Lotus Cars make a profit?
I was just copied on this post, which was in answer to the question; "My client needs to map their processes - any ideas" "Post-it notes, brown paper and a digital camera together with Visio work well for my work. Post it notes and brown paper for the process workshops, digital camera to capture the … Continue reading Fighting for a better yesterday? #bpm #scary