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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 ›

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 ›

Build Highly Successful Products to Deliver Palpable, Clear Cost Savings and Win Big

Jeff Thull, in his book “Mastering the Complex Sale” makes a strong case for delivering tangible, observable cost savings to customers as the foundation for successful complex selling to enterprise business customers. I agree completely with Mr. Thull’s point. In Read more ›