Everyone? Everyone
I just started a two week Sprint on Positioning with Section4. They ask why you are taking the course. I said because I have spent 23 years in telecom where …
Marketing
Hey I am the 62nd UC Provider!
Recently, Intermedia announced they had joined the portfolio of vendors at Scansource/Intelisys. By my count, Intermedia is the 62nd cloud comms provider in the portfolio (that is viewable publicly). Also, …
What is the Target Market?!
From an earlier article: “What’s your ICP?” What is your Ideal Customer Profile? Who is your target market? This infographic from Masergy (now Comcast) showed up in the partner portal …
3 Scenarios to Re-tool
The transactional agent or sales rep who has been selling replacement services for years. Doesn’t matter if it long distance, SIP trunking, broadband or some other seeming commodity if the …
Necessities
While reading this article this morning, it got me thinking. I once told a rather large UCaaS CMO that 1-1000 wasn’t a market – it is at least 5 markets …
Market Segmentation and Buyers
This is one way to segment the US market – for any B2B product. Each segment has one or more Buyer personas. Each segment procures B2B products in a variety …