Don’t Lose Deals By Belaboring Business Value – Case Study
In Don't Lose Deals By Belaboring Business Value, I'd warned that B2B technology vendors risk losing a deal by belaboring business value all the time. In this post, I'll describe…
Don’t Lose Deals By Belaboring Business Value
"Most B2B buyers only care about the value you bring to their business. They really do not care about your products." When I read this line on LinkedIn, my first…
6 x 3 Rule For Surviving Content Deluge
With so much buzz around Content Marketing, content deluge is the new "information overload". From "helpful" guides to outright sales pitches to several things in between, I get hit by…
Secret Of Survival Of Bank Branches
From personal experience and anecdotal evidence, there's no question that retail banking customers are increasingly moving to digital channels to conduct everyday banking transactions like balance inquiry, statement download, and…
Why Indian Customers Will Flee Abroad Before Indian Startups!
I was introduced to SINE (Society for Innovation and Entrepreneurship), the technology incubator at my alma mater IIT Bombay, when I attended the Silver Jubilee Reunion of my Class of…
Banks Have Nothing To Fear From Neobanks
According to the Economic Times article Brokerages’ Retail Pain Is Banks' Gain, banks have stolen a march over neobanks in the e-brokerage space in India. Cheaper access to funds and…
3 Ways To Find Hidden Pain Areas
There's a growing realization among B2B technology marketers that positioning their products and services around technology is a fool's errand. Even compared to a year or two ago, there's a…
Going From Card To COD
I've been buying stuff online since circa 1998 but a few recent events have taken the edge off my enthusiasm for ecommerce: Driven by VCs braying for profits, many Indian…
Product Or Service? CBSA Helps You Take The Dilemma By The Horns
Many technology vendors sell analytics as a product. However, many marketers want to buy analytics as a service (because it's easier to get a tangible Return on Marketing Investment that…
How To Lie With Big Data
Darrell Huff's classic How To Lie With Statistics is as relevant now as it was when it was published 60 years ago. In fact, it's perhaps more relevant now because, as…