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May 12, 2019

The Elevation of Product Leadership

Product has long been one of the four “Ps” of marketing, along with Price, Promotion, and Place (distribution). As digital services have become a pervasive part of modern life, the Chief Product Officer title has similarly grown in popularity. …

SaaS

4 min read

The Elevation of Product Leadership
The Elevation of Product Leadership
SaaS

4 min read


Jan 14, 2017

Minimum Viable Brand Experience in Customer Centricity

Minimum Viable Brand Experience in Customer Centricity In my last blog post, I pointed out that Low Value Customers are Not a Problem to be Solved. I stated that “Any time your salesperson or customer service rep spends time making a low rCLV [residual customer lifetime value] customer feel great…

Marketing

4 min read

Minimum Viable Brand Experience in Customer Centricity
Minimum Viable Brand Experience in Customer Centricity
Marketing

4 min read


Jan 9, 2017

Advice for Entrepreneurs Stuck in “Real Jobs”

For any number of reasons, there comes a time when many entrepreneurial-minded people decide to take on “real jobs.” These folks have great energy, and I have hired a number of them over the years for exactly that reason. They are driven, passionate, and they can be valuable to an…

Startup

5 min read

Advice for Entrepreneurs Stuck in “Real Jobs”
Advice for Entrepreneurs Stuck in “Real Jobs”
Startup

5 min read


Jan 2, 2017

TECH TALK (VIDEO): CUSTOMER CENTRICITY

A couple months back, I had the opportunity to present to a packed room at Skookum in uptown Charlotte. It was my first run with this new deck, but the response to the material was highly positive. Check it out!

Marketing

1 min read

TECH TALK (VIDEO): CUSTOMER CENTRICITY
TECH TALK (VIDEO): CUSTOMER CENTRICITY
Marketing

1 min read


Dec 29, 2016

Low Value Customers are Not a Problem to be Solved

Customer centricity can reveal the insights necessary to determine which customers should get the premium treatment, and which should not. Specifically, a business would be best served by reserving its most outstanding service for those with high residual customer lifetime value (rCLV, the aggregate value of a customer’s future transactions…

Startup

4 min read

Low Value Customers are Not a Problem to be Solved
Low Value Customers are Not a Problem to be Solved
Startup

4 min read


Nov 30, 2016

The 4 Ps of Customer Centric Marketing

Traditional marketing is composed of the 4 Ps, which include product, price, place, and promotion. Briefly, promotion is what most people perceive as marketing, and it involves the communication of a value proposition to potential buyers. Product includes to the the attributes and characteristics of what is being sold. Price…

Marketing

3 min read

The 4 Ps of Customer Centric Marketing
The 4 Ps of Customer Centric Marketing
Marketing

3 min read


Feb 16, 2016

Sales Prevention as a Signaling Strategy

Marie Forleo talks about Sales Prevention on a recent ilovemarketing.com podcast, and my mind is racing. I’ve advocated this concept for a long time, but I’ve never come close to articulating it as well as she has. Sales prevention as a powerful growth strategy, because: It grabs serious attention to say “no” among a sea of “yes.” Those not turned away feel even more special. Brutal honesty is refreshing.

Sales

1 min read

Sales

1 min read


Oct 21, 2015

The Purpose and the Promise: a loose framework for strategic product thinking

This is a loose framework for strategic product thinking that has served me well over the years. It is a tool that can help narrow down the world of what you could do into what you should do. …

Product Management

5 min read

The Purpose and the Promise: a loose framework for strategic product thinking
The Purpose and the Promise: a loose framework for strategic product thinking
Product Management

5 min read


Oct 8, 2015

The Customer Lifetime Value Formula is Flawed

If you’ve been to business school, this equation should look familiar: It is the formula for calculating customer lifetime value (LTV or CLV). It fits nicely on the back-of-the-envelope for simple math. It is also wrong. …

Marketing

3 min read

The Customer Lifetime Value Formula is Flawed
The Customer Lifetime Value Formula is Flawed
Marketing

3 min read


Sep 10, 2015

Modern Marketing Redefined

Why is “marketing” so often used interchangeably with “advertising” when advertising is only part of ONE of the FOUR Ps? (Product, Price, Place, and Promotion) Whether you’re talking about marketing or advertising, marketing guru Mitch Joel is right on when he says that people don’t hate marketing. They hate bad…

Marketing

2 min read

Marketing

2 min read

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Scully

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