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Three Things You Should Forget about B2B Sales and Marketing

Sometimes the things we forget are as important as those we remember.  Well, here’s 3 things I think we would all do to forget in our B2B go to market strategies… 1) Demo only when qualified – NO – Buyers come in MANY shapes and sizes, with MANY email addresses, and in MANY states of readiness.  In all cases, they have come to expect to be able to see the service or

09.18.12

Adopting a Cloud Mindset – Unleashing Enterprise Cloud Adoption

(This post was originally written as a contribute piece for Nimsoft’s Modern IT Blog, but I thought it would fit well here too – Enjoy) Much has been written here, and in many blogs, about Cloud Adoption. However, most of this has focused on the tangible and critical pieces like technical architecture and operational considerations. This can’t be minimized in the least. However, in

Eat this Dog Food – Experience Marketing, Dogfood, Stone Skipping and More

Jim Barksdale is a pretty quotable guy, work for him for a few years like I did at Netscape and you leave with a small library of “Barksdalisms” that just stick with you.  One of Jim’s sayings was, “It ain’t dogfood unless the dog comes off the porch to eat it…”. While Jim was making the point that you can love your product, but if the customers