Custom Centric Marketing Means Shifting to “Resolution Messages”

Events, skmurphy / By /

Mary Sullivan addressed “Customer Centric Marketing” last Monday, providing a number of examples of marketing messages based on the customer’s operating reality. Mary highlighted the need for marketing campaigns to recognize that the customer is in charge of the buying process today. The example messages cut through the noise (Mary provided an estimate that every […]

Custom Centric Marketing Means Shifting to “Resolution Messages” Read More »

Bruce Mau’s Incomplete Manifesto for Growth

Blogging, Rules of Thumb / By /

Bruce Mau wrote 43 statements in 1998 to articulate his beliefs, motivations, and strategies in what he called “An Incomplete Manifesto for Growth.” His focus is on “growth” in the sense of increasing both craftsmanship and artisanship. I have selected eight that I think are the most applicable to folks in software startups. I kept the

Bruce Mau’s Incomplete Manifesto for Growth Read More »

Mary Sullivan on Customer-Centric Marketing at SDForum Marketing SIG Tonight

Events / By /

Mary Sullivan has prepared a great presentation on “It’s All About Them: Customer-Focused Messaging” for the tonight’s SDForum Marketing SIG at DLA Piper Silicon Valley. Mary offers a messaging framework for moving beyond product-centric features and product-centric benefits to demonstrating your understanding of a prospect’s problems, needs, and wants. If you want to see more samples of her thinking for

Mary Sullivan on Customer-Centric Marketing at SDForum Marketing SIG Tonight Read More »

3 things I learned at Next Step’s “How to Sell the Real Value of Your Solution”

Consulting Business, Events, Startups / By /

Here are 3 things I learned from Jennifer Vessels in Next Step’s workshop “How to Sell the Real Value of Your Solution” on Thursday, November 7. I need to align my sales efforts with my prospect’s success factors. This means that I need to figure how they are getting measured and how to influence and serve

3 things I learned at Next Step’s “How to Sell the Real Value of Your Solution” Read More »

KMWorld 2006 Wrap-up

Events / By /

I did my profile in http://kmi06.pbwiki.com/SeanMurphy in the form of a FAQ Q:Why do you come to KMWorld? This is my third year, so it’s something of a triumph of hope over experience, but I believe that there are a number of techniques and technologies in the “knowledge management” space that are going to have

KMWorld 2006 Wrap-up Read More »

Administrivia in Startups

Startups / By /

I had lunch with Sylvia Nessan, a veteran of Synopsys, CoWare, and several high tech startups and she made an observation that I thought was worth writing down: the founding team, and CEO in particular, don’t pay enough attention to how much time they waste on administrivia. Hiring an admin or other outside service providers

Administrivia in Startups Read More »

A WACI Track at DAC

EDA / By /

From the Call for Papers for the WACI track Wild and Crazy Ideas (WACI) at DAC 2007 Submit a paper to the new WACI track at DAC and demonstrate your long-term vision! The WACI track will feature novel (and even unproven) technical ideas that create a buzz and get people talking. The aim of WACI

A WACI Track at DAC Read More »

Scroll to Top