Official Blog of GTM360 Marketing Solutions
In Product Versus Services Selling – Part 1, I’d highlighted three differences between IT product and services selling. In this second part, I’ll cover two more differences and examine the implications of these five differences on the way forward for the Indian IT industry. #4. PROSPECTING V. CLOSING According to the popular narrative, it’s easier … Read more
We’re happy to share with you that Gartner has accepted our recent article about Hootsuite for publication on its prestigious peerinsights review portal. As many of you would be aware, Hootsuite lets you view all your social network feeds on a single dashboard and cross-post updates to different social networks from a single screen. Hootsuite currently … Read more
This is a slightly edited version of my answer to the following question on Quora: At the highest level, “selling is selling is selling”. Sellers of both product and services need to convey the value of their offerings and get paid in return for the value. Because of this, many tech founders think that there’s no … Read more
In Four Out Of Five Brands Get PUSH Notification Wrong, I shared my experience with PUSH notifications from four leading brands. I found it impossible or very cumbersome to redeem the targeted offers made by them. At the end of the post, I promised to share the rare example of a brand that gets PUSH notifications right. To … Read more
Customer Engagement Management is a technology platform that helps brands manage their end-to-end engagement with their customers in order to foster loyalty, drive repeat sales, increase ticket size, cross-sell and upsell new products, and generate customer advocacy. Customer engagement spans the following stages: Customer Engagement Management Stages Stage 1: Identify customers and enroll them into … Read more
My personal experience with EMV payment cards goes back over 15 years. Credit cards and debit cards were both EMV-compliant in Germany when I was there in the early 2000s. They had a chip and required the entry of PIN on the POS terminal to complete a payment. Ditto in UK when I was there … Read more
Since I wrote Flight Delay Insurance – Why Blockchain?, I’ve come across several updates that have reinforced my skeptical views around the claim of decentralization and raised new doubts about the touted advantage of resilience. UPDATE #1: SINGLE POINT OF FAILURE Let me take the following remark in my original post: Data is distributed across multiple … Read more
There are many business relationships where trust is one-sided. Let me give a few examples of such relationships in which the contract between two parties A and B is such that A needs to trust B but B does not need not trust A. #1. METERING Mobile phone subscriber consumes data. The consumption is measured … Read more
Here’s another post on the cultural differences across different markets, with specific lessons for sales and marketing. Many years ago, Fortune had used the following lede to introduce the largest company on its prestigious list of 500 largest corporations in the world: Walmart is the #1 company on the GLOBAL FORTUNE 500. As the largest … Read more
Direct-to-Consumer financial technology startups are new age companies that sell bank accounts, loans and other financial products directly to end users. In this post, we’ll use the term “Fintechs” to refer to these D2C firms and “Fintech” to refer to the industry as a whole. Fintechs are different from “Fincumbents”, which is a term I’ve … Read more