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Early Stage Enterprise IT ISVs can plan on a Single Role for Head of Sales and Marketing

Enterprise IT ISvs can plan on combining responsibilities for marketing (including product marketing and marketing communications), and sales into one leadership position. In fact, it makes complete to implement this staffing strategy. The facts are that it is critically important 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 ›

Pharmaceutical Product Managers Could Still Use a Dose of Michael Porter’s Five Forces Competition Theory

We read a blog post by Dr. Jim Anderson, Product Managers Could Learn to Love Lipitor. We were interested to learn the steps that Pfizer has publicized that it will take to protect market share once its patent for Lipitor® Read more ›

Injecting Brand Strategy into TeleProspecting Activity

Over the last several years we’ve worked with tech innovators who have eschewed traditional marketing communications activities as the result of a larger business effort to operate under the radar. We’ve treated the rational for pursuing this larger business effort Read more ›

Value Based Pricing Should Never Equate With Expensive Pricing

Dr. Jim Anderson authors the blog, The Accidental Project Manager. I read Dr. Anderson’s post, “Confessions of a Product Killer” with interest. After all, Dr. Anderson communicated in simple phrases some foundation-level principles of product marketing, principally that overlapping products Read more ›