New approaches to sales and marketing strategies

When writing a business plan you of course need to think about your Marketing Strategy and Sales Strategy. The Chase Market Velocity blog has an interesting and useful way of looking at traditional approaches for marketing and sales strategies compared to web-based (or more IT centric) approaches. These are:

Traditional Enterprise Sales/Marketing	“Web 2.0” Enterprise Sales & Marketing
Marketing strategy
Product marketing: Focus groups	Have a “conversation” via blogs (book, blog) and aggressively use web usage analytics
Awareness generation: Print advertising, direct mail	Internet media advertising (search, email, blogs, etc.)
Awareness generation: Media tours, Press releases	Influence the influencers
Demand generation: Tradeshows, Seminars	Thought leadership webinars
Sales Strategy
Target Audience: Direct sales to Business/I.T. Decision Makers	End run traditional buying processes to get consumer/end user adoption first building internal credibility and grassroots support
Sales Force: Hire high-powered direct sales force	Tightly integrate a telesales team with web leads to qualify (and close) leads
Segmentation: Target Fortune 500 as first customer	Pursue SMB market before Enterprise
Pipeline Management: traditional tools	Web lead funnel management

The full blog entry is at https://marketvelocity.blogspot.com/2005/12/what-does-vinod-khosla-know-about-web.html

Comments

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  June 16, 2006
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  June 08, 2007
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  August 27, 2007
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