Everything Technology Marketing
NOVEMBER 23, 2010
And always watch out for surprises like new, unexpected customers that are enthusiastically adopting your product but don't fall into traditional segment definition. They might be a bluebird / black swan event, a less than ideal customer for other reasons, or they might be an early signal of a new market segment worth pursuing.
Everything Technology Marketing
JULY 10, 2010
Pragmatic Marketing Framework One of the best known frameworks in product marketing is from Pragmatic Marketing. Very clean and structured, it lists all major areas that need to be designed, built, and managed by product marketing and product management.
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Everything Technology Marketing
OCTOBER 10, 2010
Because there are so many attributes and dimensions of motivation and behavior based segmentation (such as business pains, adoption patterns, compelling external events such as introduction of new regulatory legislation, etc), it is important to find the most critical dimensions to use as a pivot point and build your segmentation framework around.
Everything Technology Marketing
APRIL 8, 2010
In the “old days”, the mainstream marketing approach was to interrupt and engage prospects, educate them on the vendors offering and move them through the sale cycle towards a transaction – a very vendor and product centric approach. What business problems do they face? And today’s customers are busier than ever. Time to get ready.
Everything Technology Marketing
JANUARY 31, 2012
Segmentation is critical as vendors evolve from technology-focused business models to customer-needs driven product development, sales, marketing, and operations. The benefits of segmentation are substantial.
Everything Technology Marketing
AUGUST 22, 2010
This way, vendors can optimize their product offering, marketing, and sales approach to meet the specific requirements of the segment better and more cost efficiently than the competition. Marketing segmentation is about subdividing markets into segments of customers that have similar needs and behaviors.
Everything Technology Marketing
MAY 24, 2010
They educate themselves on the nature of their business problem, possible solution options, available vendors and products. Today's prospects filter out most attempts by companies to interrupt them with vendor and product focused marketing messages and sales pitches. B2B buyers are more sophisticated than ever.
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