IT Marketing

Overcoming The Top 5 Challenges Of Selling AI To Enterprises

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AI vendors report that they’re facing many challenges in selling AI to enterprises in USA and other markets. According to the Economic Times article entitled Scoring with AI not Enough to Crack US Enterprise Code, they’re learning that merely having an AI solution is not enough. Surprise surprise said no one! The cardinal principle in … Read more

B2B Appointment Booking: T&M or Output or Outcome Based Pricing Model?

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A B2B Appointment Booking firm (herewith “Acme”) serves B2B technology vendors for whom it creates awareness, generates interest and sets appointments for meetings with decision makers of companies in their Ideal Customer Profile. Acme employs people to do research, understand the vendor’s (i.e. its client’s) product or service, create compelling messaging, develop email flyers, telescript … Read more

Three Truths About Outcome Based Model

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In Output Versus Outcome Model, we described the difference between output-based model and outcome-based model. In this post, we’ll look at a few attributes of the outcome-based model. To recap: Output: I deliver ERP, you use it to reduce your DSO. Outcome: I deliver a reduction in your DSO by using ERP. where: “I” means vendor “You” … Read more

Trump Tariffs: 7 Reasons Consumers Won’t Pay The Price

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Economists claim that American consumers will bear the cost of Trump Tariffs. Dealmakers insist that overseas exporters and / or American importers will find ways to avoid passing on the burden of Trump Tariffs to American consumers. According to me, the question of who pays tariffs is extremely nuanced. As a career sales professional in … Read more

Why Does It Take So Long To Be Unsubscribed From Mailing Lists?

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(This post is a slightly edited version of my answer to the above Quora question.) In my company, we run many email newsletter campaigns for customers and ourselves. We rarely get unsubscribe requests, as you can see from the following exhibit. On the rare occasion that somebody wants us to stop sending them our future email … Read more

Dealmakers Trump Economists In Predicting The Impact Of Tariffs

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To: editet@timesgroup.com Subject: Alternative to Dollar Trump | Letter to the Editor Dear Editor of Economic Times: This has reference to op-ed entitled Alternative to Dollar Trump by T. K. Arun in Economic Times. Most economists says tariff is paid by the consumer. Some economists say it’s paid by the supplier. As a career sales … Read more

Output Versus Outcome Based Pricing Model

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During the recently concluded NASSCOM Technology & Leadership Forum 2025 conclave held in Mumbai, the OGs of Indian IT industry noted that the time is ripe for the industry to pivot to Output-based Model. I shared this article on LinkedIn (and X fka Twitter) with the following comment: “Output-based Model” is correct. Kudos to Indian … Read more

Globalization – Good or Bad?

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Any discussion of globalization and its impact on a country needs to recognize that a nation comprises both producers and consumers. Producers are businesses. Consumers are J6P (Joe Six Pack or Jane Six Pack aka common man / woman). While import of cheap goods from China might cripple American manufacturers, it is a positive for … Read more

Why Calculating ROI for Software Is Harder Than You Think

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Every now and then, somebody will question ROI metrics reported by B2B tech vendors. Let’s take the following LinkedIn post for example: Tech vendors’ use of the term “ROI” is maddening. Two recent (ROI claims) triggered this rant. “Did you know that financial services firms that use Salesfarce achieve a 188% ROI?” Really? EVERY ONE … Read more