| | | B2B Internet Marketing Strategies | |  Price | 7 articles |
| Page 1 of 1 | Previous | Next | B2B INTERNET MARKETING STRATEGIES MARCH 22, 2011 Stop Crossing the Chasm! Start Growing the Long Tail! If your products offer comprehensive solutions to large-scale problems faced by entire departments or enterprises, requiring complex, strategic sales processes, then you probably have longer sales cycles and higher average costs of sales that can only be supported by high average sale prices. Average Sale Prices. It’s time to question and even throw out many of the strategies in Geoffrey Moore’s iconic book, Crossing the Chasm. It’s been 20 years since Moore wrote the first edition, and it has become a staple of every Silicon Valley bookshelf ever since. Characteristic. | B2B INTERNET MARKETING STRATEGIES MAY 15, 2010 Debunking the Viral Coefficient If you achieve a viral coefficient of more than 1, but you have a 9 month sales cycle followed by an 18 month implementation time, followed by 6 months of customer usage before your average customer starts generating referrals which then take another 3 months to warm up new prospects, and if you win an average of only 10 high-priced deals per year…then, well, you can expect your revenues to explode from viral marketing sometime in the next by the year 2100. Viral marketing has long been the Holy Grail of Internet marketing. Congratulations! Viral bliss awaits you. Snap out of it! | | | | | |
| B2B INTERNET MARKETING STRATEGIES JULY 6, 2010  Does Your Content Marketing Support Your Customer Lifecycle? Volume discounted pricing. Bad content marketing is like a bad date. Imagine a handsome guy sitting down next to a beautiful lady at a bar and saying, “Hey beautiful, if you act now you can be my wife by this time tomorrow.” How successful do you think the guy would be? Are you asking your cold leads to buy from you before you’ve earned their trust and proven your value? Paying money. | B2B INTERNET MARKETING STRATEGIES MAY 15, 2010 Debunking the Viral Coefficient If you achieve a viral coefficient of more than 1, but you have a 9 month sales cycle followed by an 18 month implementation time, followed by 6 months of customer usage before your average customer starts generating referrals which then take another 3 months to warm up new prospects, and if you win an average of only 10 high-priced deals per year…then, well, you can expect your revenues to explode from viral marketing sometime in the next by the year 2100. Viral marketing has long been the Holy Grail of Internet marketing. Congratulations! Viral bliss awaits you. Snap out of it! | B2B INTERNET MARKETING STRATEGIES JUNE 8, 2010 High Growth Product Strategy Using Stack Integration Some of the advantages of a product strategy of moving higher up or lower down the technology stack can include: Higher price points. Corporate strategists have long looked to horizontal and vertical integration as tried-and-true expansion strategies. Horizontal integration is just a fancy way of saying that you plan to buy out your competitors to expand your market share. And vertical integration just means you plan to buy out companies that are upstream or downstream from you in your supply chain. Or they might instead buy out textile mills to move upstream in the supply chain. | B2B INTERNET MARKETING STRATEGIES JULY 6, 2010  Does Your Content Marketing Support Your Customer Lifecycle? Volume discounted pricing. Bad content marketing is like a bad date. Imagine a handsome guy sitting down next to a beautiful lady at a bar and saying, “Hey beautiful, if you act now you can be my wife by this time tomorrow.” How successful do you think the guy would be? Are you asking your cold leads to buy from you before you’ve earned their trust and proven your value? Paying money. | | | | | | | |
| - High Growth Product Strategy Using Stack Integration
Some of the advantages of a product strategy of moving higher up or lower down the technology stack can include: Higher price points. Corporate strategists have long looked to horizontal and vertical integration as tried-and-true expansion strategies. Horizontal integration is just a fancy way of saying that you plan to buy out your competitors to expand your market share. And vertical integration just means you plan to buy out companies that are upstream or downstream from you in your supply chain. Or they might instead buy out textile mills to move upstream in the supply chain. MORE >>
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