ERP VARs – if you’re going to grow your business, you have to focus branding your business, not branding the vendor's product.
Our last three articles about leapfrogging the competition talked about developing your go-to-market strategy and your niche. We also discussed the need to stop selling acc...
In my last article, I talked about the importance of a niche focus. This is crucial to your success. You select your target niche based on your own business experience.
Deploying a new ERP platform creates a huge risk for a company. Rollout failures are common, and they’re often at least parti...
My last article for ERP VARs about leapfrogging your competition showed you how to figure out your unique value proposition. It is based on your unique business strategy, your ideal customer profile, your revenue strategy and the skills of your team. Now let’s talk about how to maximize your value a...
ERPÂ VARs - if you develop a solid go-to-market strategy, you can leapfrog your competition and speed up the growth and profitability of your business.
As an ERPÂ reseller, you have hundreds of competitors all selling similar products. The competition is fierce. With so many VARs (value added re...
Small business is often touted as the primary engine of job creation. But in reality, it’s not startups that contribute to stable jobs. It’s companies that reach the mid-market level of $10-50M in revenue. However, only 0.4% of businesses in the US ever reach that stage. Millions of firms get stuc...
Recently, the CEO of a FinTech vendor realized that his sales team has “gone rogue.”
His sales people are spending upwards of 20 minutes in discovery meetings just talking about their company and product, rather than engaging buyers in a conversation that will aid discovery.
When they do ask disco...
About 4 years ago, a 50-person global financial services technology firm that provides cross-asset market access came to PropelGrowth for help developing and executing an integrated marketing strategy. This is their story.
Selling Technology to Financial Services Firms
This company was founded in ...
A few years ago, I did a loss analysis for a customer-onboarding software vendor. The sales team for this vendor were convinced (all the way up to the global head of sales) that the buyer for their product was the head of the onboarding team – essentially the product users and their direct boss. So ...
A few weeks ago, I wrote about how content marketing seems to be slipping into the “Trough of Disillusionment.” This is the second installment in that series. Unless marketers are compulsively customer-centric, they'll continue to struggle.
As I mentioned in the last article, a key reason for the d...
Financial technology marketers are steadily improving at creating awareness-stage marketing content. Many who were once verbose and blustery are now producing more customer-centric thought leadership. The white papers, blogs and articles they produce today provide substantially more value to the aud...
Marketers can't always get access to enough customers for buyer persona research. But all is not lost. Here are three other interview sources that give even better insights to help you flesh out your buyer personas.
Recently, one of our subscribers mentioned that he has difficulty getting...
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...
