26-31 Lead Nurturing

Your outbound marketing program should effectively nurture leads for you sales teams: folks they have talked to who are not ready to buy but that they want to track. You probably won't be able to afford hiring a team of SDRs so this will have to take their place. ... [Continue Reading]

Marketing Momentum

Marketing momentum is measured in months not weeks. Commit to a marketing program when you and think in terms of a 12 month time horizon. Much shorter than this and your efforts will be frustrated. ... [Continue Reading]

14-64 Email + Authentic Content

Your initial marketing efforts should focus on exposing a tight, accurate email list to authentic content - content that you have generated yourself - in a steady, consistent and repetitive manner. ... [Continue Reading]

Effective Email Marketing

In this one minute video I describe how to make your email marketing effectively. One Minute on Effective Email Marketing   ... [Continue Reading]

Five Things to Keep in Mind About Email Marketing

It can be a bit of a puzzle getting an outbound email marketing program going and the whole process can seem a little overwhelming.  Keeping the following five things in mind should simplify and demystify the process for you. Develop a Clean, Focused Email List When putting together your email ... [Continue Reading]

Poor Man’s Marketing Automation

Few of the companies that I work with are large enough to manage (or can afford) a full-on marketing automation system (MAS) like Marketo, Hubspot, Silverpop or Eloqua.  Marketo has come out with a "lite" version of its offering to support smaller businesses but even this is a little too heavy for ... [Continue Reading]

Goldilocks Marketing

I suppose that it is human nature to look for patterns in data that we are exposed to: sometimes this is a wonderful thing, other times it is not so helpful.  I want to describe on pattern that I have noticed in my work with early stage companies.  Remember here that I am talking primarily about ... [Continue Reading]

PR For the Little Guy

I had lunch with Jon Bloom recently.  Jon runs McGrath Powers, a Silicon Valley based PR strategy and marketing firm.   Jon has worked with myriad of hardware, software, Internet focused, mobile and networking companies over the years (e.g. Tivo, Vodaphone, Nikon, RSA, Fusion Garage, mBlox) and has ... [Continue Reading]

Marketing and the Early Stage Company

"Half the money I spend on advertising is wasted; the trouble is I don't know which half." - John Wannamaker, US department store merchant (1838 - 1922) One of my clients, a CEO who runs a solid, successful, SAAS company, after I had described a simple content-based email marketing campaign, ... [Continue Reading]

Crafting Your Email Lists: Six Rules

Ok, you're emerging technology is profitable, you are moving beyond missionary sales and are beginning to think about how you scale the sales process. As you build momentum, you will want to start some simple content-based email marketing. The foundation of this process has two components: 1. ... [Continue Reading]