Tag Archives: Products

Products or Solutions?

– By Steve Robins

What Should You Market?

It seems so obvious.  If you have a product to sell, you must to market that product.  But as it turns out, marketing your product is not always the best way to go.

Depending on the product’s market maturity, you may actually be better off not marketing the product.  That’s right, don’t market the product.

Let’s review.

If you’ve read Geoffrey Moore’s Crossing the Chasm, you already know that technology markets move through a bell curve of market adoption, progressing from sales to Innovators and Early Adopters, across The Chasm (we hope) and rising sharply with sales to the Early Majority and Late Majority, and then dropping as only the Laggards remain to purchase the technology.

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Filed under Overviews, Product Marketing, Solution Marketing, Technology Adoption Life Cycle

Comparing Products and Solutions

You would think that if you had a great product everyone would buy it.  After all, your product might have all of the features that customers have been asking for – it’s probably  innovative, new, fast, better than the competition’s, etc etc.  In some cases that works but all too often it doesn’t. Why?  

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Filed under Overviews, Product Marketing, Solutions