Crafted thoughts.

Change management, competitive positioning and market engagement for the B2B tech sector.

Digital Transformation delivers complexity for Sales & Marketing

Four significant forces are coming into play, they are linked, they will impact even the best in sales & marketing.  They demand a different set of expertise and depth of approach to navigate the complexity they create. But, what are they: The rise and impact of Digital Transformation The transfer of IT purchase decision-making into … Continue reading Digital Transformation delivers complexity for Sales & Marketing

exploring differentiation and competitive positioning

Seven points of true differentiation. Find out where yours is!

A crowded B2B tech market is making sales and marketing struggle to differentiate or not sound generic. We see it all the time when someone responds, “it’s our people that makes us different”. What does this really mean? It’s what your competitors say as well. What are you really trying to say? Our job is … Continue reading Seven points of true differentiation. Find out where yours is!

24 ways to say BI Platform! Vendors are confusing prospects. Find out why & the impact.

We found that all 24 vendors within the Gartner MQ for BI Platform providers categorise what their solutions is completely differently. Why’s this important? Put yourself in the customers’ head for a moment – based on varying levels of understanding they’ll use key phrases to search for potential vendors and compare them. It’s like entering … Continue reading 24 ways to say BI Platform! Vendors are confusing prospects. Find out why & the impact.

BI Platform providers only have 4 ways to describe what their solution does. Where’s the differentiation?

In our analysis of the 24 top BI Platform providers within the recent Gartner MQ, we identify that there are only 4 typical ways that vendors use to describe what their solution does. Allows deeper insights faster Connects people and visualization of data Provides simplification of data capture and processing Improves decision-making We expect all … Continue reading BI Platform providers only have 4 ways to describe what their solution does. Where’s the differentiation?

Are you struggling to sell to businesses tackling digital transformation?

Three simple facts to know. We all talk about digital transformation, but (as a supplier or strategic partner) if you’re struggling to sell to businesses that are defining what it means to them and what they need to achieve with transformation, this will help: MIT Digital research suggests* that organizations are using digitized business to: … Continue reading Are you struggling to sell to businesses tackling digital transformation?