B2B Marketing

Lead Management or Customer Acquisition Management is designed to generate new business revenue, increase visibility and improve the attitudes of potential prospects and therefore nurture chances of future business development.

Typically an organisation will engage in some form of lead generation activity which will invoke a response from prospects and therefore generate leads. The lead

The 4 P's of marketing (Product, Price, Place and Promotion) is the generally accepted ‘recipe' of areas to consider when looking at any strategic position of a product in the marketplace and whether you agree or disagree that you should add more P's into the mix or not, such as People and Packaging etc, I feel strongly that the recipe is flawed, quite misleading and does not force the strategic

I have been considering an idea called ‘Consumerisation of the Enterprise' which seems to be a fundamental paradigm shift happening right now. The younger generation, just entering the workforce, is more accustomed to the use of technology and Internet enabling tools. They are the Facebook, Youtube and mobile phone generation who have grown up with expectations around what technology can do and

Segmentation has always fascinated me. There is actually a school of thought that proposes that we should de-segment markets (more of that when I discuss Value Innovation and Blue Ocean Strategy in another section). Here is the problem as I see it. I was in a restaurant in Scottsdale, Arizona last year. It was a fondue restaurant and a real nice set up. As I walked in I had a big smile on my

A very warm welcome to my B2B Marketing Blog. I hope you find some nuggets of wisdom and insight that help you as you manage dynamic change, increasing complexity and the ongoing imperative to constantly re-engineer