SalesForce Segments
There is hidden meaning to Silicon Strategies Marketing’s chess board metaphor. Sure, chess is a universal emblem for strategy, because you cannot win the game unless you think strategically – or unless you are IBM and build a computer that simply grinds through all possible moves in order to predict all possible outcomes of every game. The hidden aspect of chess is that it is played on a board divided into conquerable places, and the goal it to dominate space by taking it one piece at a time. In other words, segmentation. Market segmentation is like chess in that chasing the wrong segment with the wrong piece is a catastrophe in the making. Many chess strategies work like great market segmentation strategies, by taking the space/segment next to the one you already own and have well defended. Like SalesForce.com is doing. SalesForce started life with the right strategy, namely attack … Continue reading →