Official Blog of GTM360 Marketing Solutions
I don’t recall the last time I looked forward to the release of the Fortune Global 500 issue as eagerly as I did this year. (For the first time ever, I set up a Google Alert for the keyword “Fortune Global 500”. It worked, although I’d to filter out a lot of noise in the … Read more
As a sales rep in the era of Buyer 2.0, you need to make your customer eat out of your hands in order to succeed in the high value B2B technology business. For the uninitiated, the phrase “eat out of hands” means To be completely accepting of whatever one says. In the aftermath of the … Read more
The title of this blog post might sound insensitive at first glance but I couldn’t find a better way to capture the fact that Covid-19 has favorably impacted some companies and adversely impacted others on the FORTUNE magazine’s ranking of the top 500 corporations in the world. Last year, I predicted: … the assymetric nature … Read more
As soon as the UK government announced that it won’t accept CoWIN Certificate as proof of vaccination of Indian travelers, all hell broke loose on Twitter. Some people argued that CoWIN portal provides cloud-based, digitally signed vaccination certificate. UK cannot make sense of India's CoWin vaccine certificate, because India's QR coded, digitally signed document is … Read more
Deal attribution is a chronic problem in almost all industries. Its direct fallout is the never-ending fights over credit sharing for deals between sales and marketing in B2B industries. Let me illustrate the attribution problem with the following example: You read an advertisement for a product in the newspaper at home. You forget about the … Read more
We saw three illustrations of False Positive in the first part of False Positive Primer. They were: Credit Card Fraud Detection & Prevention Covid-19 Test “Cry Wolf” Syndrome In this second part, we take up three more examples of this concept in statistics. #4. EMAIL SPAM FILTER Have you ever found your emails suddenly landing … Read more
We hear a lot of talk about False Positive and False Negative these days. Along with True Positive and True Negative, they constitute important principles in statistics. In general, this is what the terms mean in the context of a test for X: True = Test is right False = Test is wrong Positive = … Read more
Courier services stopped operating during the pandemic-caused lockdown. I have not received the FORTUNE GLOBAL 500 issue. This is the first time I don’t have this issue in my hands since I started tracking this list almost 25 years ago. This post is written based on my review of the magazine’s website. Please excuse its … Read more
There are several ways for IT companies to differentiate their products and services. They include: STRADOF framework to look beyond features to find differentiators Marketable Items to make headway in crowded markets ASPOs to improve cold call response rates. But all of them cost money and take time. Meanwhile, here’s a low hanging fruit for … Read more
The Co-Founder of Druva, the Pune-based cloud data protection software provider, once narrated the story of how his company broke into NASA. Its sales team was pursuing the prestigious American space administration agency for months with the usual sales approach spanning demo, proof-of-concepts, requirement study, and so on, but didn’t get much joy. Apparently, the … Read more