Tag Archives | Go-to-Market Strategies

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Go-to-market in Web 2.0 Era

It’s been 40+ years since E. Jerome McCarthy published Basic Marketing, the business book that introduced the “4 Ps” (product, price, place/distribution and promotion) to the world. While the categories still hold true, what was once considered the leading edge has drastically evolved. Web 2.0 has also impacted the paradigm by changing what product definitions  More

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Sparked!

Last night, a little venue called Spark was held. The notion was to connect really smart people – who are down-to-earth good leaders in high-tech – to learn from our firm the latest on transforming business and marketing models, and meet one another to exchange, interact, engage with one another. We barely mentioned the name  More

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What's Next for Technology Innovation in the Valley

Wanted to share with you an article that captures the fundamental shift in the technology innovation model. Some people call this shift ‘atomized’ software development. With AJAX (a new form of development using Javascript and XML), weaving together applications is more ‘cut and paste’. This enables the weaving together of interesting capabilities between programs. A  More

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What’s Next for Technology Innovation in the Valley

Wanted to share with you an article that captures the fundamental shift in the technology innovation model. Some people call this shift ‘atomized’ software development. With AJAX (a new form of development using Javascript and XML), weaving together applications is more ‘cut and paste’. This enables the weaving together of interesting capabilities between programs. A  More

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Sales model is critical go-to-market piece

Getting caught up on reading as I nurse a cold today. An article worth highlighting. On page B10 of this (3/28/06) Tuesday’s WSJ, there was an article on marketing strategy that made loads of sense. Two audiences might want to pay attention. First, product management folks who think it’s about building a better mousetrap and  More

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What makes a good Sales Comp Plan?

Last week, I worked with a CEO on designing / redesigning his comp plan. He has a set up where the business sells subscriptions and the sales rep gets paid a flat % for first year, as well as a relatively high % of future years. The idea being that the rep needed to be  More

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