Official Blog of GTM360 Marketing Solutions
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Any business endeavor has many drivers of success. Leadgen is no exception. But, unlike other pursuits, outsourced B2B lead generation has one driver that has an outsized influence on its success: Definition of Lead. If you get this right, half your success is assured. On the other hand, if you leave it to your outsourced … 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
When I was in Germany in the early 2000s, all my questions about distance would receive answers in terms of time. That too, under two conditions, namely, without traffic and with traffic. For example, if I asked a customer, “how far is your office from Munich airport”, the typical answer would be, “one and a … Read more
Most statements about behavior of Millennials are true for all people when they were 25 years old, regardless of whether they really belong to the generation called Millennials (defined as born between 1995-2005) or some other generation like Gen X, Boomers or Gen Z. Let’s take one oft-quoted behavior: Millennials prefer renting to owning houses. … Read more
We hope this finds you healthy and safe. Like us, you might be inundated by emails from all kinds of companies sharing their plans to face the Coronavirus outbreak. Since we’re not epidemiology, pharma or healthcare experts, we will refrain from offering our $0.02 on how to come out of this crisis. Neither do we … Read more
After reading my post entitled TCS Is Within Striking Distance Of FORTUNE GLOBAL 500 – Even Without M&A, a friend who wishes to stay anonymous asked me the following question: In the digital age of AirBnB, Uber and the like, does the Fortune 500 list still matter? It would also be interesting to learn how many … Read more
One or the other startup founder regularly asks on social media whether angel investors can steal their ideas. This question on Quora is a recent example. Yes, angel investors can steal ideas. Whether they actually do is a trade secret and you’re unlikely to find any mea culpas in an open forum! What you’re likely … Read more
Here’s our latest success story: Latecomer Outflanks Incumbent Products “AHA” moment gives the winning edge to new SAAS product A midsized IT company wanted to develop a new Configure-Price-Quote product and engaged us to provide specifications for its Minimum Viable Product version. CPQ is a category of software used to support the configuration, pricing and … Read more
There are many situations when there’s no fraud but consumers feel defrauded. For example: Price of a certain item is €225 at the outlet of a chain store in a certain zip code and €265 at another outlet of the same chain store in the adjacent zip code. (Real life example in Frankfurt with a … Read more
In my last post on cross-selling entitled Cross Selling Is Hard, we had seen several cross-selling flops by majors. In each case, a company that is wildly successful in one product category attempts to cross-sell a new product to its existing customers and achieves very little success. In some cases, the lack of success is … Read more