Silicon Strategies
Marketing White Papers
|
We believe
in sharing our expertise with others.
This collection of white papers cover many aspects of marketing strategy
and executive thought leadership.
|
|
|
|
Executive Management |
|
Plateau Prevention |
Many companies grow to multi-million dollar ventures, then grow no more.
Oddly, the founders are often the problem with their plateauing. |
|
Marketing Strategy |
|
Manhandling
Markets |
How to change company and
product positioning by changing the minds of the market. This white paper
is based on a case study of SUSE Linux and how a new strategy increased
their sales by over 5,000%. |
|
Technology Marketing in Troubled Times |
When customers face tough economic times,
you face tough economic times. This white paper examines one key aspect of
customer psychology and how to use it to your advantage. |
|
Marketing in
Troubled Times |
This set of
slides is from Silicon Strategies Marketing's webinar Marketing in
Troubled Times. If you missed these webinars, make sure that you
subscribe to our Marketing Memos blog where announcements for
future webinars will appear. |
|
B2B-ing
Maslow |
Organizations and executives have higher-order needs - the ones at the
top of Maslow's pyramid. Do you know why and how to tap into those
needs? |
|
Maslow’s Malady |
Maslow's
hierarchy of needs is very relevant to technology marketing, though it
is anything but transparent. |
|
Commodity Strategies |
You can win, you can break even, and you can quit the game. What
is the right strategy in a commodity technology market, and how do you make it
happen? |
|
Defeating
Commoditization |
All products become commodities over time,
even in high technology. This white paper reviews some strategies you can
take to fight the effects of commoditization. |
|
Buyer Genotypes
|
|
B2B Executive
Loyalty |
Executives
do
demonstrate loyalty behaviors. Learn how to tap into those who own
the budgets for B2B relationships. |
|
Buyer Genotypes - Gene Splicing for Fun and Profit |
If you sell technology in a B2B
environment, you have more than one buyer to sell to. This white
paper will help you to know your
buyer "genotypes" and shorten your sales cycle. |
|
Branding |
|
Touching Brands |
Creating a brand requires driving your brand essence
through every part of your company through which your customers interact. These "touch points" must carry your brand correctly and
consistently. |
|
Selling Empathy - the power of positioning and branding |
This
white paper is a case study examining the impact that branding and product positioning plays in driving leads, sales and market
dominance for technology products. |
|
Market Messaging |
|
Got Message? The Importance of Core Market Message Development |
Messaging to all of your buyers is
important. Lighting up both halves of their brains drives qualified
leads and shortens sales cycles. Learn the mysteries of appealing to
both their logic and their emotions in the white paper. |
|
True Value |
Communicating value to your customers is your primary mission, and the
one you are likely not doing well. This white paper explains what
value is from the technology customer's perspective. |
|
Market Segmentation |
|
Zen Segmenting - Accelerating Market Dominance |
Segmenting cannot be taken lightly.
A good market segmentation model brings many strategic advantages.
Download this white paper, be creative in your segmentation and dominate your markets faster. |
|
Market Definition |
|
Defining Markets |
Are you defining your total, addressable, realistic, segment or life-cycle market? If you do not understand the difference, then you cannot hope to make rational business plans of investor pitches. |
|
Technology and Assorted Papers |
|
Sales as Dating - It's all about commitment |
High-end, high-tech sales are a lot like
dating and marriage. Knowing the similarities shows you how to speed
your customer to the altar. |
|
What CxOs think about Linux |
Revelations about what CIOs and
CTOs think about Open Source and Linux, based on CxO interviews conducted
for SUSE Linux. |
|
Accelerating Software Development Through Collaboration |
This paper was submitted to the 2002 ICSE
conference and discusses how to accelerate software development through
collaboration and knowledge capture. |
|
Globalization by Design |
In conjunction with the
Software and Information
Industry Association (SIIA),
Silicon Strategies Market helps to explain the best practices in
reaching international software buyers by designing globalization into
products. |
|
Is IT
Software Doomed? |
Will the
information technology (IT) software business
survive the rapid changes in markets and marketing? Can money
still be made? |
