4 levels of belief; 5 ways to market

Promise Phelon, CEO of the Phelon Group recently spoke at the fall WITI Conference in Santa Clara during a session called “the Changing Customer Conversation”, and introduced these 4 levels

SaaS avoids the Blue Plate Special

Marketing Profs kindly published part 5 of a 6 part series about 2 weeks back. Just catching up from last week’s break, and wanted to share it with you. It’s

Churn and Burn or Ways to Go?

It is true that, over time, strong technology consumer companies will win market share from weak companies. However, there’s one nearly surefire way to make sure you don’t fail. Focus.

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


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

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

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