– By Steve Robins
Six years running industry and solutions marketing at EMC Documentum underscored an important lesson for all solution marketers:
To engage on any level with business-oriented prospects, you need to speak their language and understand their business and culture.
From conducting research to developing new solutions to leading marketing and sales training – you must speak the same language as your customer in order to engage in meaningful dialog, to know what solutions they need, to market to them and to teach others to market and sell to them effectively. And this post will help you to get there, in 6 steps.
– By Steve Robins
AMD Simplifies Chip Labeling (Source: TechSpot)
Several months ago, chipmaker AMD updated their consumer marketing to focus on the total value of their PC chips rather than the speeds and feeds that consumers often found confusing and nearly meaningless. This case study offers a great lesson for solution marketers.
Filed under Case Studies, Information, Solution Marketing
— By Steve Robins
A few weeks back I attended a discussion by Alan Treffler, CEO of Pegasystems at the Vilnu Shul in Boston. Treffler described Pega’s decision to focus on frameworks atop their platform rather than applications. Let’s take a deeper look at software platforms, frameworks, and applications. Continue reading
Filed under Solution Frameworks, Solution Marketing, Solutions
The Strategic Role of Product Marketing
Presentation at ProductCamp ON>LINE Friday June 11 at 1:15 pm ET
Register – free to attend. Learn more.
 Steve Robins has been helping companies to transform their marketing focus from technology platforms to customer solutions -- for over 10 years as a tech analyst and marketer at EMC Documentum, KANA and The Yankee Group. More... |
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