Tuesday, November 3, 2009

The Model

The B2B IT technology market is rapidly waking up to the 'new model'. It's the buzz, it's what all the VC are investing in, it's the model for the leading IPO's in this otherwise bleak year. What is it? The combination of an internet marketing and inside sales go to market. No high priced, prima donna, enterprise sales guys, no powerpoints, no long sales process. This has all been replaced by a high velocity transaction model of small transactions ($1k to $15k?).

Pretty cool, huh?

Actually, it's lots of fun for the professional marketer.

First you need a high demand product category. You can't fool yourself here - where talking need to have or at a minimum 'lots of pain without' products.
Mix that with a downloadable product (preferably in less than 15 minutes).
Stir in some easy to use, no training needed, I can figure this one out by myself thank you.
Then follow up with a well oiled inside sales model.

Companies like Solarwinds and LogMeIn have accomplished some stellar results (where talking operating margins in the 40s!

This blog is a record of my sojourn through the model for the first time.

Hope you enjoy it.

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