It’s no surprise that Bain’s coronavirus thinking and resources are rich and well thought through. It IS slightly more surprising how relevant some of their thinking is not just for B2B enterprise sales but for us folk at the coal face of ABM. But when one thinks for a second, maybe not: these are lessons … Continue reading “RE-thinking B2B and ABM in the Turbulent Twenties: lessons from COVID – and the future beyond it”
Category: Proposition Development
Building a compelling proposition around digital transformation.
We’ve recently considered the following questions in relation to Digital Transformation. Click on the link the review our previous posts. What does transformation mean? How is transformation being implemented by businesses? Where have businesses reached on the digital transformation journey? By thinking about these three questions as a collective, we’ve developed some acid test points … Continue reading “Building a compelling proposition around digital transformation.”
3 simple steps we take in any RFP or ABM situation (however complex)
If you’re targeting global manufacturers as a technology vendor, there are many challenges they can have that provide important clues to influence your positioning when proposing a solution or approaching target accounts. We can’t explore them all and we could go into much more depth on each of them, but there are 3 simple steps … Continue reading “3 simple steps we take in any RFP or ABM situation (however complex)”
3 common challenges manufacturers face that IT vendors often overlook
Putting yourself in the position of your customers to truly understand their challenges is key to planning how to engage them. Without this perspective, opportunities to adjust or correct the approach can easily be missed. Here are three challenges that global manufacturers commonly face that their existing and would-be suppliers regularly overlook: Challenge 1: Protection … Continue reading “3 common challenges manufacturers face that IT vendors often overlook”
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.”