Strategy

January 12, 2011 | 0 Comments | Lead Generation
What do you most want from your company's marketing programs in terms of lead generation--quality or quantity? Of course, you want both, large numbers of high-quality sales leads. But the sales lead tooth fairy rarely operates that way. She's either generating large numbers of poor-quality leads or many fewer high-quality leads.
 
January 4, 2011 | 0 Comments | Branding, Content Marketing, Lead Generation, Marketing Automation, Messaging, Social Media
Marketers can’t escape the call of the online marketing gurus – inbound marketing, outbound marketing, working the funnel, demand generation, social media b2b marketing, and so on. With the New Year upon us, there’s inevitably an itch to get moving, especially when you consider the possibility you might be missing out on an important new opportunity.
 
November 15, 2010 | 0 Comments | Lead Generation, Marketing Automation, Virtual Events
One of the top items on every ISV’s wish list in these tricky economic times is how to generate more sales leads. While everyone seems to want more leads, do you know what you’d do if you were deluged with sales leads?
 
October 10, 2010 | 0 Comments | Content Marketing, Lead Generation, Messaging
Content-based marketing is a well-established technique for software companies to showcase their expertise. Typically, an executive writes an article about a particular business challenge that his or her company's software solves. The article showcases the company's expertise rather than a particular product.
 
September 7, 2010 | 0 Comments | Lead Generation, Marketing Automation
I wrote previously about how dangerous it is in this day and age for Microsoft Dynamics ISVs to rely exclusively on well-worn marketing techniques--that is, an inclination to stay with the tried-and-true marketing approaches, even when they've stopped being very "true." Here are four ways to get out of your marketing rut:
 
August 20, 2010 | 0 Comments |
We all get in ruts. We regularly order the same menu item at our favorite restaurant, even though there are interesting specials we’d like to try. We go to the same vacation spot each year, even though it’s become ever more dumpy. We use the same lawn care company to tend our lawn, despite the fact the cleanup crew sometimes forgets to clean up.
 
July 23, 2010 | 0 Comments | Branding, Lead Generation, Virtual Events
Virtual conferences and trade shows are hot. They are being touted as providing everything a real trade show or conference provides, except at much lower cost because of the absence of travel and expenses for fancy booths. But when you participate in a virtual event, you find out that it's actually much different than a "real" conference.
 
July 7, 2010 | 0 Comments | VAR Partnerships
Here's an excerpt from Microsoft consultant Raman Dhooria's latest column on MSDynamicsWorld.com: "With some careful positioning and planning, ISV partners can build successful networks with implementation partners and create successful global business models. I will suggest two important approaches for ISVs to consider.
 
June 25, 2010 | 0 Comments | Lead Generation
If you’ve ever watched the guys and gals selling mops and blenders and cleaning fluids on late-night infomercials, you’ll quickly notice that, no matter what they’re pitching, they have one thing in common.
 
June 10, 2010 | 0 Comments | Branding, Lead Generation, VAR Partnerships
ISVs that truly understand what this means are more successful than those who don’t. It’s not difficult to train someone on how to go through the motion of selling something, but it’s almost impossible to make an outside group as passionate about selling it as your core team. You are the passionate product experts. Your main focus is on the health and well-being of your company.
 

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