Field of Dreams is not a Product Strategy

  • November 2010
  • Posted By Janet Muto
  • 0 Comments
Many organizations start by creating a product or offering without first figuring out who their market is, or whether a market exists at all. So they end up stuck trying to figure out how to sell said product. Having a good product is not enough (Betamax, anyone?) — you should have a pretty good idea who your target customer will be before you invest valuable time and resources in product development.

Marketing to SMB Tip #2: Avoid Buzzword Bingo!

  • November 2010
  • Posted By Janet Muto
  • 0 Comments
As all kinds of businesses flock to the SMB market (see SMB is the New Black) one of the greatest challenges is to ensure that enterprises speak to SMBs in their language (not yours)!  Nothing “dimes out” an enterprise solution hidden in SMB clothing faster than acronyms, techie lingo and industry buzzwords sprinkled into your SMB sales and marketing efforts.

SMBs: In the Middle

  • November 2010
  • Posted By Janet Muto
  • 0 Comments
In my last blog post, I talked about very small businesses (under 50 employees). In this post, we’ll look at the businesses who are ‘on the grow’ – the larger of the smaller in SMB, so to speak.

Marketing to SMBs: Understanding Small

  • November 2010
  • Posted By Janet Muto
  • 0 Comments
When marketing and selling to the SMB audience, be sure to factor in the size of the SMB. While employee size is only one of many ways to segment this large, highly diverse group, it is one that is useful when thinking about how to develop and market products to SMBs.