Competitive analysis is a key component of your marketing, sales and product strategy. If you don’t know where your company fits into the competitive landscape, you won’t know how to position your offering, what alternatives your prospects might consider, or what improvements are most critical in or...

Many of our clients are experiencing longer and longer sales cycles, and the longer the sales cycle, the more financially painful losing becomes.

At the same time, the propensity for “No Decision” losses is increasing. Let’s talk about how these trends affect your sales process and what you can do ...

A Bird in the Hand is Worth Four in the Bush

We talk a lot about creating demand, generating leads and acquiring customers in this blog. But marketers also need to focus on customer retention. Consider this: most sales organizations close about one out of every four qualified opportunities. So that...

Last week, we helped one of our clients organize and host a live round table event in London with members of the buy-side including CTAs, hedge funds and proprietary trading firms. This event was part of a year-long research project we’ve been doing to study the futures industry, develop effective b...

Some of our most impactful conversations have focused on the difference between content marketing and thought leadership. As I work with clients to plan their content strategy, this continues to be an important issue.

Explaining the Value of Financial Technology is Hard

We work with quite a few fi...

If you represent a financial technology firm and are looking for help with content marketing, then you already understand the very real need to deliver a steady stream of helpful, engaging content to your readers. But if you’re like most FinTech firms, your marketing team doesn’t have the time or at...

Your competitors aren’t the ones buying from you — so why are you spending more time studying them than your customers?

Chasing differentiation for its own sake can pull you off course; real clarity comes from understanding what your buyers actually need, fear, and value.

A competitive market isn’...

Many of our clients offering specialized trading technology spend excessive time worrying about their competition. Are you in this camp? Does your team spend more time doing competitor analysis and examining what competitors are doing than figuring out what customers need?  Are you trying to match c...