The following is sixth in a series of posts about high tech marketing strategy based on Geoffrey Moore’s Crossing the Chasm.

In order to win the battle for customers and revenue, you must define the battle.

One essential component to building a market is positioning.

Positioning is the image or identity in the minds of their target market for its product, brand, or organization.

Despite common misconception (and Wikipedia’s own entry), positioning is not a process but rather the market position itself.  Read more...

The following is the fifth in a series of posts about high tech marketing strategy based on Crossing the Chasm.

One of the most important functions of marketing isn’t viral and it isn’t advertising and no, it’s not creative slogans. Rather it’s in the fundamental 4Ps taught in every Marketing 101 class: Product.

In order to win the marketplace, you must wire the marketplace. According to Moore, “For a given target customer and a given application, create a marketplace in which your product is the only reasonable buying proposition. That starts… with targeting markets that have a compelling reason to buy your product. The next step is ensuring that you have a monopoly over fulfilling the reason to buy.”  Read more...

By Daniel Goldstein

Unless you have been living under a digital rock, you probably know the increasing importance of social-media marketing to your business both today and in the future. However, it is important to know that social media is not a panacea – it is not a magic bullet that will get you a quick million dollars in sales in return. If it were, then every business would be successful within weeks of creating a Facebook page or Twitter account.  Read more...

By Emily Kanter

A lot of women, like me, watch the Super Bowl for three main things: The national anthem (sung by Kelly Clarkson this year), the halftime show (Madonna featuring many other pop icons), and of course, the commercials.   Each year, advertisers battle and bid millions of dollars for a 30-second spot to debut their commercials during the football game.

Super Bowl XLVI had a lot of entertaining bits while others fell flat or tried too hard.  The thing that stood out most for me was Chevy’s aggressive digs at Ford. In a commercial portraying the Mayan apocalypse, Chevy drivers survived, leaving the rubble unscathed, while the narrator told us that Ford owners couldn’t survive the destruction.  Read more...

The following is the fourth part of a series of posts about high tech marketing strategy based on Crossing the Chasm by Geoffrey Moore.

Moore opens with a quote from Yogi Berra: “If you don’t know where you’re going, you probably aren’t going to get there.”

The fundamental principle to cross the chasm is to pick a specific niche market and focus all your resources on achieving the dominant position in that segment.

It sounds simple but most organizations fail.

Why?

According to Moore, it’s a high risk, low data decision.  Read more...

By Josh Cline

When you think about the strategy behind your current or future online presence, you likely think about beating your competitors (perhaps in search-engine rankings or in direct sales on your website) or becoming a recognized thought-leader in your specific industry.

Today, however, such a strategy is becoming increasingly difficult – if not impossible – in a world of millions of websites in which a select few have usually dominated their online markets for years (and will most likely continue to do so). If your company sells books, you will likely never beat Amazon. If your firm wants to create the next Facebook (and you are not Google) and replace the popular social-media network, it will take years even to come close to Mark Zuckerberg’s behemoth. The “first-mover advantage” exists for a reason.  Read more...