B2B Story

i2 Third Quarter Results Are The Usual Story

by Steve McVey ... Third Quarter Results Are The Usual Story S. McVey - November 3, 2000 ... Success in selling technology for B2B marketplaces continues to fuel i2's record growth. ... http:/.../ResearchHighlights/BusinessApplications/2000/11/news_analysis/NA_BA_SRM_11_03_00_1.asp - 7k Summary: i2 Technologies completes another stellar quarter. Does success ever become boring?

The Proof Is in the ROI

by Lawson Abinanti ... and sales program is becoming a must in today's difficult B2B software market. ... a positioning statement and three support points that unfolded the story in more ... http:/.../Research/ResearchHighlights/ExecutiveView/2004/03/research_notes/MI_EV_XLA_03_30_04_1.asp - 13k Summary: A well-thought out, comprehensive ROI (return on investment) marketing and sales program is becoming a must in today's difficult business to business (B2B) software market. However, few companies seem to be investing appropriately. The first mistake they make is to try to keep costs down by attempting to

A Positioning Process Helps Product Marketing Managers Do More

by Lawson Abinanti ... marketing, and your marketers can create a compelling, accurate story about your ... of Messages that Matter, a consulting firm that helps B2B software companies ... http:/.../Research/ResearchHighlights/PIM/2007/02/research_notes/MI_PI_XLA_02_12_07_1.asp - 14k Summary: Because product marketing managers constantly juggle competing priorities, companies should consider implementing a formal positioning process as a way of cloning their product marketing managers. Rationale documents and message strategies become vehicles that transfer product knowledge to marketing and

Getting Management to Buy-in on Positioning

by Lawson Abinanti ... 2. Get Your Story Straight. ... about the marketing message is one of the most common problems I've experienced in my business to business (B2B) software career. ... http:/.../Research/ResearchHighlights/ExecutiveView/2005/06/research_notes/MI_EV_XLA_06_25_05_1.asp - 18k Summary: Lack of consensus about the marketing message is a common, especially when the message differs between top management and the rest of marketing communications. Adopting a positioning process including executive management approval can be the answer.

Positioning Starts With A Message Strategy

by Lawson Abinanti ... If positioning is one of the most misunderstood concepts in business-to-business (B2B) software marketing ... Use support points to unfold your story in more detail ... http:/.../Research/ResearchHighlights/ExecutiveView/2004/09/research_notes/MI_EV_XLA_09_18_04_1.asp - 13k Summary: In business-to-business (B2B) software marketing, you'll get little debate about the importance of positioning. Yet few B2B software companies do it well, thus failing to set themselves apart from their competitors. There are many reasons for this void, and this column will help fill one big one by descr

Three Cs of Successful Positioning: The Competition

by Lawson Abinanti ... Also tell a better story about your product, one that is focused, compelling, and ... It's not unusual to see a B2B software company abandon a position in less ... http:/.../Research/ResearchHighlights/ExecutiveView/2005/08/research_notes/MI_EV_XLA_08_15_05_1.asp - 18k Summary: Learn how to avoid the most deadly sin of all marketing—using the same position or a similar one as your competitor, and not knowing it.

Pricing Management in a Down Economy -- Part 1 » The TEC Blog

... vendors and fierce competitors in the business-to-business (B2B) manufacturing and ... fact, field service is quite a different business model story, with profit ... blog.technologyevaluation.com/blog/2008/08/22/pricing-management-in-a-down-economy-part-1/ - 55k - 2008-08-22

So What: The Big Test of Your Positioning Strategy

by Lawson Abinanti ... But business-to-business (B2B) software companies in a hurry to launch their new ... Most of these claims may have their place in the story you tell about your ... http:/.../ResearchHighlights/BusinessIntelligence/2006/02/research_notes/MI_BI_XLA_02_17_06_1.asp - 14k Summary: Failing to ask 'so what?' of a positioning statement can mean losing an opportunity to communicate what is really important to the target market, and to gain some credibility.

The Three Cs of Successful Positioning Part Three: Get Your ...

by Lawson Abinanti ... vital to developing a unique and effective marketing position for your B2B software or ... I shared a story about a client who suddenly found himself face-to-face ... http:/.../Research/ResearchHighlights/ExecutiveView/2005/03/research_notes/MI_EV_XLA_03_07_05_1.asp - 18k Summary: If there's a disconnect between your channel and your marketing team, neither will reach their full potential. In this column, you’ll see how involving your channel in the positioning process is a key ingredient in successful marketing and sales.

ROI Systems, Inc.: Will Slow and Steady Remain in the Race?

by P.J. Jakovljevic ... campaigns concurrently with these developments; cut-and-dried success story articles in a ... currently not needing complex CRM, supply chain and B2B e-commerce ... http:/.../ResearchHighlights/BusinessApplications/2000/06/research_notes/VN_BA_PJ_06_22_00_1.asp - 17k Summary: Over past two decades, ROI Systems has shown the commitment to deliver solid discrete manufacturing functionality and superior customer support, with modest growth and cautious new technology introduction as a consequence. Owing to its slow growth, ROI has achieved a small market presence in general and