Year in Review Last year was at best a mediocre business environment. Using the consumer confidence index, business spending indices, and stock market indices as a guide, we can predict that next year will present us with a slow recovery at best. Given this outlook, it might be tempting to keep our heads in the…

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The Deming Constant Improvement Cycle for business management can be simplified to measure, analyze, plan, and do. Sales and marketing, like other business processes, are continuous. As such, sales and marketing managers can also take a similarly structured approach to generating revenue. While there are many variants on the Deming Constant Improvement Cycle, I would…

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We all know that a market-driven product strategy is required for success. But how should we craft one? Richard Leavitt, Sr. Director of Product Management of Insightful, shared four best practices he deploys to drive product strategies. First, Mr. Leavitt utilizes industry research provided by IDC and others. The analysts’ reports provide general industry knowledge,…

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Product lifecycles drive the frontier of industry dynamics in high tech markets. High tech business-to business-markets additionally face the difficulty of complexity in value offerings, purchasing drivers, and buying committees, as well as non-transparent pricing and highly targeted markets. To manage the dimensions of competition while competing on a rapidly evolving product lifecycle, CEO’s and…

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