You’ve been planning this launch and everyone involved in the process knows everything they need to know. Or, do they? In addition to Sales, Professional Services, Customer Success, Support teams need to be part of communication and alignment plan since they work with customers and prospects more often than you think. So, how do make…
Category: product
moving upmarket from smb to happy enterprise customers
Given the low barrier to entry, most technology vendors initially target SMB customers and develop a product to meet the specific needs of those customers. As revenues grow, vendors leverage SMB focused customer acquisition and marketing models to try and build a large customer base. Ideally, the product improves, large customers show interest, and vendors…
quick guide: sunsetting a product
I was recently reading Todd Berkowitz’s blog, “Overcoming the Sunk Cost Fallacy When Selling Applications”. According to Todd, Research Vice President focusing on B2B technology marketing and sales at Gartner, the Sunk Cost Fallacy is the justification of increased investment, based on the cumulative prior investment, despite new evidence suggesting that the cost, beginning immediately,…
step-by-step guide to acquire new customers for your new product
It goes without saying that acquiring new customers for your business is critical to the growth of your company. It is especially true for companies that are launching new products into the market and have not determined an exact formula to grow their customer base. Smaller companies that typically have 1-2 products in their arsenal are…
10 topics your business plan must include
Late last year, a CEO who is currently looking to build out a new product line for his business approached me to get some help on a business plan. He has a great idea for a product that he believes will bring in the sales he wants but needed help in determining how to…
focusing on the right customer and avoiding the prickly ones
Most pundits will tell you to identify a clear market segment for your product without which there is no real need to build a product. As simple and valid as the recommendation is, it really is a flawed recommendation. If you really want your product to sell and the customers to buy your product, the real…
Reach Every Customer 