persona work 
Everything Technology Marketing
MARCH 14, 2011
3) Create buyer personas For many software vendors who have been selling traditional on-premise solutions to customers, this focus on the business buyer and their unique requirements should not be new. Nobody has the right answers and best practices, so try new things and see what works.
Everything Technology Marketing
JULY 10, 2010
The framework starts at the bottom with the “Market Knowledge Layer” - the foundational aspects of understanding the market opportunity and customer problem - and then works its way up to tactical execution of marketing programs along the customer life cycle.
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Everything Technology Marketing
MAY 24, 2010
2 - Buyer Persona After establishing your target segments at the macro level, and defining your ideal customer profile, let's look at the people within those target organizations that influence and make buying decisions for the type of products or services you offer. Profiling of ideal companies and everything else follows from here.
Everything Technology Marketing
JANUARY 1, 2011
2 – Focus on content marketing (content mapped to personas, buyer's journey, vertical, etc) Content marketing is going mainstream in 2011. This also means that more stringent demands for proof of ROI and revenue impact will be placed on social media investment.
Everything Technology Marketing
NOVEMBER 14, 2009
Step One: Working from an Ecosystem Map The first step is to understand the lay of the land. The sales enablement tools might include call scripts, presentations for initial meetings, personas, use cases, playbooks, etc. Defining tactical program activities, budget, calendar and ownership 8. Enabling the sales team for success 9.
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