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How to Use Teleprospecting to Compile Information About Competitors

Teleprospecting can be used successfully to compile information about competitors. Roughly speaking, there are 3 different methods worth considering: Covert activity, commonly referred to as G2 calls Overt activity and discussions with Prospects/Customers Covert activity We like the definition of Read more ›

Innovative Technology Compensates for Clumsy Sales and Marketing

Technology innovators targeting enterprise business and other large organizations in the public and not-for-profit sectors should look to product development for substantial, defensible barriers to competitor entry. Entering today’s ultra competitive markets for traditional solutions (for example, ERP) requires highly Read more ›

Plan on an ongoing intelligence gathering effort on competitors within your business plan

In order to formulate a competitive market plan it is essential to collect accurate information about competitors. Perhaps for this reason alone, with regard to developing an entirely valid understanding of the business operations of competitors in a market, it Read more ›

Peculiarities of marketing software to large groups in the public and private sectors

A radically different computing era was ushered in around 1985 with the advent of the so-called personal computer. Pertinent to this post is the observation that the personal computing era was characterized by a shift from cloud computing resources (in Read more ›

Develop a Thorough Familiarity with Competitors to Keep Market Development In Perspective

I never counsel clients to enter markets where competitors cannot be identified. The only exception, as I see it, is a market that services a niche set of needs that have arisen from a larger, more familiar and competitive market. Read more ›

A Post on Rising Above the Commodity Fray

I met recently with the president of an Independent Software Vendor (ISV) with software offerings built with the Java® programming language who expressed disbelief when I let him know that his prices are too low. I later learned that when Read more ›