Archive | August, 2011
After much internal debate and in-fighting among departments you finally decide to put Social Media in PR. Well, don’t get too comfortable. The risk, according to recent research on the technology industry, is that PR may get pressured to turn a vehicle for engaging in genuine conversations into a broadcast channel for generating leads. […]
Recently I was doing some exploratory work at a car dealership and was amazed at how they manage inventory, and their internet presence. They can tell how many people have visited their website, which vehicles they looked at, what links they clicked on, etc. I mean, this is one slick technology rich business. But there […]
As one of many tools available to channel marketers, lead management is categorized under the the broader umbrella of opportunity management programs (along with deal registration, referral management, and special pricing). Within the context of channel marketing, lead management is intended to send leads down from the vendor to the designated partner(s) to assist in or complete the sales transactions. It’s cousin, referral management acts as the mirror image by allowing 3rd parties to send leads up to the sponsoring vendor (although effective referrals programs are designed to accept leads from a number of sources including customers, employees, affiliate organizations, in addition to just channel partners). Combine characteristics of each of these into a single program and the result may be labeled as a bi-directional lead management program. I spent the last couple of days helping one of our clients craft such a program and that process yielded some interesting observations and insights, which are the subject of this entry.
It was a busy week at the Flash Memory Summit. The number of companies on the show floor seems to have doubled since last year, and four concurrent sessions running all four days have been packed. Flash memory is the fastest growing storage technology, per a 2011 Gartner forecast. Flash is non-volatile read/write semiconductor memory […]
It’s conventional wisdom that it is “six to seven times more expensive to gain a new customer than to retain an existing customers.” Given today’s economic uncertainty, could the inverse also be true? Could existing customers be six, seven or even eight times more valuable in terms of revenue and growth than new ones? Frederick […]
Channel Chargers has been out and about this summer with binoculars and running shoes, all the better to focus and keep up with the latest technology trends. We especially like those that offer excellent potential for the channel. One we are following in particular is Solid State Storage (SSS). With over 100 companies currently in […]
I serve on a few marketing advisory boards and I have noticed how some folks are either confused by, or scared of new technology. Let’s take some of the mystery out of it. Technology advances are coming at us faster and faster it seems but they are only tools. And you have to use the […]