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Archive for the ‘marketing’ Category

Those of us who work with distributors are generally of the opinions that ‘you don’t sell to the distributor, you help it to sell to the enduser’. That’s rule number one in the game. And if it’s true about selling there’s a strong implication that it’s also true about marketing and that’s reinforced by rule number 2 viz ‘don’t expect your distributor to do any serious marketing; that’s your job’. And as rules go these two are pretty good: most of the time. (more…)

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This is a guest blog from Nick Milner of Milner Company Marketing. Milner is a business and marketing consultancy that uses marketing methods to build and measure the valuation, visibility and reputations of companies in a structured way. (more…)

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I’ve recently rediscovered the value chain. Actually I’ve never lost it but I’ve found it increasingly valuable as I work with more start-ups and small companies through my work with CUE and the St John’s High Growth Coaching program. It’s a simple way of taking people through the analysis of what their companies need to be doing and where they needed to be focussing their management time. (more…)

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After my participation in the Cambridge University Entrepreneurs’  (CUE; www cue.org.uk) 5K event earlier this month (click here to read about that) I was invited to act as a mentor at the Cambridge Apprentice run jointly by CUE and the Cambridge University Technology and Enterprise Club (CUTEC; www.cutec.org). (more…)

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This is a guest blog entry from April Dunford of Rocket Watcher. April  blogs at www.rocketwatcher.com. Rocket Watcher is her personal blog covering marketing for startups including messaging, market strategy, lead generation and metrics. April has run marketing at startups including Janna Systems, DataMirror, and Infobright. She has also held executive positions at Siebel Systems and IBM. (more…)

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Shen Wei, CUE president, JDJ and Suzanne Oliver, HLBBShaw

I attended, and participated in, the Cambridge University Entrepreneurs (CUE; www.cue.org.uk) ‘Entrepreneurs’ 5K challenge’ training event today. It was attended by about 70 very keen (it was Saturday afternoon) and clearly smart budding entrepreneurs from Cambridge University and I was one of 5 speakers. My topic was ‘routes to market’ and I had a brief which posed 3 questions which were a challenge to address in just 30 minutes. (more…)

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This is a guest blog entry from Holger Schulze. Holger blogs at Everything Technology Marketing  (click here) where he shares thoughts and and engages in discussions on B2B technology marketing trends, ideas, and best practices. (more…)

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