Chris Koch

DECEMBER 29, 2009

What, are we going to send out coupons for 15% percent off an enterprise software installation? That would seem enough to end the debate about B2B social media participation right there. Actually, B2B buyers would probably love that but we’d lose millions and get fired.). We can’t do deals. That’s a B2C thing. The expectation of value.

Enterprise Management 100

Enterprise Management B2B Marketing B2B Thought Leadership Marketing Management 100

Chris Koch

NOVEMBER 7, 2012

This Is Helping Me Create… Awareness that there many smart people within SAP who do more than install software. I’m Running From… Crappy, self-serving marketing content. This Is Making Me Think – Hard… The melding of business, IT, and personal life. This Makes My Teeth Itch. Can’t Do Without.

Disintermediation 100

Disintermediation B2B Marketing Marketing Management Paid Search Agency 100

Chris Koch

MAY 1, 2009

Sales and marketing create a shared definition of a sales-ready lead, implement software to track leads from marketing to sales and back to marketing, and then go back to doing their respective jobs in isolation. In typical functional fashion, sales and marketing have gravitated toward things that the other can’t or won’t do.

B2B Thought Leadership 100

B2B Thought Leadership Cross-Selling B2B Sales Thought Leadership 100

Chris Koch

JANUARY 22, 2010

To oversimplify it, if you want to sell more ERP software , you should use keywords like “enterprise software,” a lot on your blog so that Google associates your blog with your company’s area of expertise. Grow the number of influential referral sites.

Social Media 100

Social Media ROI Lead Ranking RSS 100

Chris Koch

MARCH 26, 2010

When blogger’s block sets in at IBM , bloggers can get inspiration through software that lets customers suggest the topics they’d like to see covered. Set up an RSS feed of key news sources and bloggers and forward the good stuff to your SMEs. Get ideas from customers. Filter research.

B2B Thought Leadership 100

B2B Thought Leadership RSS Enterprise Management Thought Leadership 100

Chris Koch

OCTOBER 12, 2010

Then came the Software as a Service (SaaS) providers, who offered certain applications and business processes through their own servers. It began with Application Service Providers (ASPs) that promised to surgically remove the hairball from the throat of the business.

Marketing Management 100

Marketing Management B2B Thought Leadership Paid Search Agency Thought Leadership 100

Chris Koch

MARCH 12, 2010

The quality movement let most companies achieve a high level of reliability and consistency (for example, most car companies score very closely in quality rankings these days), and the venture capital movement (along with 3-D design software) has created a ready avenue for unknown product innovators to gain the spotlight.

Social Media 100

Social Media Media Thought Leadership Work Management 100

Chris Koch

OCTOBER 6, 2009

It’s great because the software acts as a battering ram for alignment between marketing and sales. One of the great trends were seeing at ITSMA is increased automation of the lead process. But this trend has an unintended side effect: it exposes our content development processes (or lack thereof).

Planning 100

Planning B2B Thought Leadership Paid Search Agency Thought Leadership 100

Chris Koch

OCTOBER 6, 2009

It’s great because the software acts as a battering ram for alignment between marketing and sales. One of the great trends were seeing at ITSMA is increased automation of the lead process. But this trend has an unintended side effect: it exposes our content development processes (or lack thereof).

B2B Thought Leadership 100

B2B Thought Leadership Planning Thought Leadership Paid Search Agency 100

Chris Koch

OCTOBER 12, 2009

So when do we stop viewing Google as a software company and start viewing it as a media titan with a responsibility to the public? Businesses believe they have nowhere else to go to get their messages out other than through Google paid search, so they pay through the nose for it, just like advertisers used to with newspapers and magazines.

Social Media 100

Social Media Media Paid Search Agency Viral Marketing 100

Chris Koch

JUNE 5, 2009

Always known as an aggressive sales company, Oracle changed its practices for recognizing revenues so that salespeople would not be tempted to sell software before its official delivery date could be confirmed.

Paid Search Agency 100

Paid Search Agency Companies Work Management Ethics 100

Chris Koch

FEBRUARY 11, 2011

There’s lots of talk out there these days about the need for a technology guru within the B2B marketing department. Paul Dunay makes the case for one in this post, and Scott Brinker has been beating the drum for this for some time. Maybe I’m splitting hairs here, but I wonder about the long-term need for a marketing technologist.

Analytics 100

Analytics Paid Search Agency Marketing Management Loyalty 100

Chris Koch

MAY 12, 2014

He’s kind of afraid of humans – his software DNA tells him instinctively to avoid bumping into humans when working on an assembly line, for example. Baxter’s Kind of a Wimp. See, that’s the problem I have with Baxter. He is, to be perfectly honest, a bit of a milquetoast.

Startups 100

Startups Distribution Internet Marketing Education 100

Chris Koch

FEBRUARY 7, 2014

CNC machines make it easier for companies to customize products; alterations are just a matter of reprogramming the software. But as processing power became cheaper, CNC machines gradually replaced human-operated alternatives like mills, routers and lathes.

Startups 100

Startups High Quality Lead Cost Order 100

Chris Koch

FEBRUARY 5, 2010

At CIO magazine, I spent years writing about one of those Gartner-coined acronyms: Enterprise Resource Planning (ERP) software. And in Gartner’s defense, sometimes IT can be so complex and confusing that it really does help to have an acronym for talking about things. I guess I’m a little bitter, through.

Thought Leadership 100

Thought Leadership B2B Thought Leadership Gartner Planning 100

Chris Koch

MAY 5, 2014

Just set up a free blog or download free audio recording software to your computer and you can stream your creations to a nearly limitless audience for free. As I explained in a recent post, the costs of producing and distributing books and music have dropped to nearly zero. The Costs of Production Approach Zero for Everything.

Copyright 100

Copyright Distribution Youtube Internet Marketing 100

Chris Koch

JULY 9, 2010

Finally, as you play with the business rules and see the impact they have on revenues, you get a visual, visceral demonstration of the role that IT automation plays in business performance—which helps IBM sell its Websphere SOA software (the stuff that enables the automation). They call these things serious games. What do you think?

Thought Leadership 100

Thought Leadership B2B Thought Leadership Marketing Management Cross-Selling 100