Posts Tagged ‘ SMBs ’

Starting to sell? you need to get (a) vertical !

Popsicle - Benny Shavivs sales and marketing blogor maybe the title should be: why do kids buy ice cream?

So you slapped down some code, received a first round investment, printed some fancy multicolored business cards with a kick-ass logo, designed the best product brochure in the industry, got three beta customers through friendly connections, bought a bunch of Google adwords and sat back waiting for the leads to come pouring in… and they didn’t.

Why aren’t the customers showing up en-mass? Because its not easy to get people’s attention when they are seeing your name and logo for the first time.  How many times did you see the coca-cola logo yesterday?  Now what if you were to walk into the nearest convenience store and right next to the known brands you’d see nifty-swifty-cola stacked up.  Would you buy it instead of your coke?  You might not know this, but nifty-swifty-cola tastes ten times better than coke and pepsi combined, so I’m gonna print right on the can “it tastes 10 times better than coke and pepsi combined, it really does!”, would you buy it now?  Probably not.  I wouldn’t either. Continue reading

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How can small software startups beat the SW giants?

Fly like a rocket boosted turtleYes.  They can.  You can.  And this is exactly what this blog is about.  My purpose in starting this blog is to provide tips and ideas for small and medium software companies (especially startups), on how to kick some big corporate butt.  If you are reading this and you work for Microsoft, Oracle, SAP, IBM, CA, etc – this is not the blog for you… or maybe it is, because you are going to end up buying startups that kick your butt, which should probably make everyone happy.  Just try not to mess up their software and their customers after you buy the company, ok?

Big companies have massive resources at their disposal, armies of marketeers and sales people, hoards of customers, and seemingly infinite presence.  Funny enough – this is also where your opportunity lies, because the flip side of this very fact is also their weak spot.  Their massive sales & marketing machines are like aircraft carriers – they are powerful, loaded with weapons, omnipresent, but also take a long time to change course and they work according to predefined procedures.  Flexibility is nonexistent, and unknown/bold tactics are almost never used.  They also carry a lot of baggage with them in the form of reputation & corporate standards.  For many large companies, their truly creative sales & marketing people are buried in some corner of a side department with a corporate style manager asking them whats the status of their sales.  This is not to say that the large companies are not smart. They ARE smart, VERY smart.  They did not get to be the biggest and best in their field by being bozos.  However, they do have an inherent weak spot created by their size, and this can be exploited.

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