Message Development for Enterprise IT Technology
In a market flooded with vendors’ often conflicting claims, messages must go beyond hype and address the technology management, accountability and resource challenges that are at the heart of every IT manager’s problems.
Enterprise IT purchasing is usually done by committee, sometimes formally, sometimes not. Individuals involved are generally analytical and pragmatic. However, the sales process is stopped cold when an impact to job security is perceived or whiz-bang benefits fall outside a prospect’s comfort zone. In a market flooded with vendors’ often conflicting claims, messages must go beyond hype and address the technology management, accountability and resource challenges that are at the heart of every IT manager’s problems.
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Content Development for Enterprise IT Technology
Can your product or service really address business intelligence, cloud computing or EPM needs? How do your data warehouse or DBA practices minimize disruption, both technical and cultural?
“Can your product really do what you say it will do?” comes up often in the enterprise sales process. Case studies and video testimonials are the most effective way to address these issues, which are often the biggest barriers to closing IT sales.
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PR and Outreach for Enterprise IT Technology
With so many competing agendas influencing the corporate IT sale, it can be difficult for a sales team to reach all the influencers and gatekeepers in a timely manner.
However, a comprehensive push/pull media relations outreach campaign provides powerful sales momentum from the top down and the bottom up within targeted organizations. While many companies’ IT departments rely on marketing material and past vendors, adding bylined articles and media mentions to the mix can get you to the table faster…with better results.
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