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As we turn to September it's time to think about your plan to meet the CEOs goals in 2013.
You and your executive management have probably already articulated that your growth strategy is predicated on "deepening relationships in existing accounts while expanding in new markets." The math looks compelling — if your typical salesperson could just sell 10% more of the portfolio to their current accounts, organic growth would be off the charts. Unfortunately, your situation is just like every other B2B business with a broad portfolio of capabilities and a blue-chip roster of clients — cross-selling is a lot harder to execute than most CEOs think.
Welcome back to us all from vacation. I, Peter O'Neill, would like to join the discussion on “What is marketing?” ignited by an HBR article a few weeks ago — if only because of the reaction to my last blog post, where I pleaded for HP marketing to do something about its worsening brand standards. That post hit a nerve, generating several urgent inquiries with B2B marketers. A few clever journalists even wrote articles afterwards that combined comments on HP’s business prospects from Steve Milunovich, investment analyst at UBS, with my point of view, as an industry analyst, about HP’s lack of marketing agility.
While most responses were statements of violent agreement, one point was frequently made: “Which marketing group should be stepping in to stem the tide?” Another was: “Yes, but does that brand stuff matter? We are still selling our kit to customers — they don’t seem worried.” I like to keep things simple, so, for me, there are just two disciplines in B2B marketing:
· Brand marketing. Often called “corporate marketing” or even “marcom,” this discipline is responsible for the marketing of brand values; running centralized marketing processes such as customer/market intelligence and public/analyst/blogger relations; and perhaps managing social media services, such as listening and content management.
Brocade held its Asia Pacific (AP) Partners Summit 2012 last week in the capital of China’s Yunnan Province, Kunming. For a company which has been the subject of perennial takeover rumors, I was interested to know if it had anything new to convey to its partners. I was also looking forward to meeting Regan McGrath, Brocade’s newly appointed VP for Global Channel Sales and Marketing and Charlie Foo, Brocade’sVP for the Asia Pacific region.
Brocade emphasized three key target areas for innovation and investment:
Ethernet Fabric: Brocade’s 2ndgeneration Ethernet fabric technology is aimed at organizations driving virtualization and cloud-related consolidation initiatives.
Campus Network: Part of its Effortless Network vision, Brocade’s recently announced HyperEdge technology targets innovation in the campus LAN market.
What is going on at HP? Or rather, what is not happening at that company? Ex HP- marketer Peter O’Neill here with some observations.
I am sure you’ve all consumed the numerous stories about HP over the last 18 months: CEOs being fired and hired in an almost show-business fashion; a board not paying enough attention; business strategy speculation (is the PC business in or out? – imagine this, for a while, the PC business unit actually ran ads arguing against their CEO’s plan!); multiple tablet announcements, and withdrawals; plus a long list of failed, mistimed, or simply stupid acquisitions. Clearly, many journalists, who are not technology market experts, now see HP as being run incompetently.
While working on my recently published report, The Cloud-Driven Evolution Of Asian Tech Distributors, the tech vendors and distributors I interviewed drew parallels between telcos and tech distributors, both of which sell cloud-based solutions. However, during further discussion, the friction and competitiveness between the two quickly became apparent. So why should they compete when they can exploit each other’s resources and pursue joint go-to-market initiatives? By partnering, each can focus on doing what it does best to meet customer needs.
Telcos’ reach, ready infrastructure and existing customer bases provide a solid cloud foundation:
Back-end infrastructure. Telcos’ robust network and data center infrastructure is critical to setting up and delivering cloud-based services swiftly and without massive additional investment. Moreover, their businesses are well-suited to annuity models.
An existing base of enterprise customers. Although telcos aren’t considered a strategic enterprise provider in most instances, their access to a large base of qualified enterprise accounts and existing relationships potentially provides a very good foundation for cloud solution sales.
Last week, Peter O'Neill here, I had the pleasure of going to Marseille and contributing to Dell’s first EMEA-wide PartnerDirect Marketing Advisory Council. I led a session entitled “Leave Your Competitors Behind With Better Marketing Campaigns,” where I proved that vendor-centric fulfillment marketing models no longer work in today’s market because the modern empowered buyer now controls when and how information is found and consumed.
The battle among tech vendor marketers to configure their programs and content accordingly has now really heated up. The very same trend is about to hit the channel as well — there are too many companies in the tech channel, so only those that market well and appear compelling to buyers will prevail.
I enjoyed discussing content management, the buyer’s journey, and digital marketing tactics with the 30-odd marketing professionals in the audience in Marseille. But even these marketing pros admitted that they still need ammunition to argue for more resources with their own executives, so I hope that the material I provided will be useful in that respect. Feel free to drop me a line if you would like a copy of the presentation as well.
As promised, here is Peter O’Neill with my thirdregular blog where I highlight something important for you that has or is about to happen in Germany. My colleague Andrew Bartels has just published his European ICT Market 2012 to 2013 report so I’ll take the chance to augment his prognosis on the German ICT market by adding some local color. Andy’s report is, as usual, excellent reading, runs to more than 40 pages, and is based upon our own buyer intention surveys plus government and vendor reports. Germany is the largest ICT market in Europe, estimated by Andy at 86.6 billion € for 2012. This puts Germany at 18% of the total Western and Central European number and 14% of the Europe, Middle East, and Africa total (EMEA) — a much more common regional division for tech vendors.
Andy reports that the German tech market is growing at 1.6% in 2012, which is in the more positive league of European markets together with the Nordics, Central Europe, Switzerland, and Austria — many other country markets are shrinking or “experiencing negative growth” as some people like to say.
Three years ago, I wrote a report on a then-forthcoming SMB market phenomenon, characterized as the “SMB phoenix.” Gleaned from interviews with new (at the time) small business founders, our research indicated that these new businesses “rising from the ashes” of the 2008-09 recession were poised to mark a significant departure from the SMB market of yore. Headed by a new breed of entrepreneurs, these SMBs were characterized by their optimistic growth projections, their bigger investment in and broader utilization of technology, their marketing prowess, and their relative self-sufficiency. In many ways, they act more like an enterprise business than a classical SMB.
In addition to our extensive Forrsights data on customers’ technology adoption trends, issues, and opportunities, we are engaged on a regular basis by tech companies to research various aspects of the SMB market. One of these recent projects, commissioned by Symantec, involved a deep dive on the SMB phoenix market to determine if it had evolved according to our projections (N.B. Symantec refers to the SMB phoenix as “accidental entrepreneur”).
I expected the original SMB phoenix premises to be borne out, but not to the extent that the research concluded. The differences between SMB phoenixes and their predecessors are astounding! Faster growth? Almost four times as many phoenixes project that their employee headcount will double in the next two years. Technology? Phoenixes have a broader (by about 25%) software deployment footprint, which is characterized by much greater propensity to go cloud. Self-sufficiency? Phoenixes’ technology decision-informing skews heavily toward their founders’ prior enterprise experience, their employees’ input, and online resources; their predecessors’ toward VARs and traditional media like print and radio.
Brand marketing was a focus of our Marketing Leadership Forum in Los Angeles, where Chris Stutzman talked about brand building in the 21st century (see video). His examples were primarily B2C, but he also cited IBM and Adobe: two tech vendors that have rightly earned respect for their brand marketing. But to be honest, for the rest of us, brand marketing is less about raising the bar and more about getting out of our limbo position (think about that).
Those of you who know me (Peter O’Neill) know that I’ve lived in Germany for 30 years. So, I am posting a regular blog – probably bimonthly – where I highlight something important for you that has or is about to happen in Germany. We’ll start with a history lesson. In 1972, the last Apollo moon mission was launched, Germany won the European Championship (soccer), and five consultants and developers left IBM Germany to start their own company called Systemanalyse und Programmentwicklung GbR. They wrote financial accounting software for the local Imperial Chemical Industries (ICI) factory, which incorporated the then-revolutionary idea of using terminals and keyboards for data entry and reporting instead of the more common punch-hole cards. This made their software appear to work in “real time,” so they called it R/1. Now, 40 eventful years later, SAP is undoubtedly one of the most important technology vendors in the industry and still doing very well, thank you.
So, happy birthday SAP! As someone who was part of the early HP team that partnered with you to market R/3 on HP-UX back in the 1980s, and now work with numerous SAP marketing professionals in my current capacity, I enjoy the success you are having.