When measuring market volume, markets are usually measured by unit rather than transactions. While this historic basis for measuring markets has proven useful for many business people, sales and marketing teams in B2B businesses should consider replacing the unit sales metric with the transaction metric. The reason is that transactions are the points that sales…

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There are four basic growth strategies for firms to increase their revenues. These are penetration, geographic, horizontal, and vertical. Each growth strategy has its own internal characteristic growth rate, beyond which growth is achieved in non-economically efficient manners. Selecting the appropriate growth strategy and growth pressure for a firm requires determining competitive strengths and managing…

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A danger in all firms is myopia. Companies can focus too long on creating excellence using internal data while the competitive landscape changes and the value proposition becomes obsolete. While academics are encouraged to spend multiple years perfecting the understanding of a subject, businesses can’t afford this luxury. Business must always focus on their value…

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The best practices in marketing hi-tech new-ventures more closely resemble that of a targeted portfolio management than that of a general portfolio management. Within this logical construct for marketing and sales, expenses are allocated within a selected portfolio of activities that are dependent upon the economics of the market being served. Under modern financial portfolio…

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