Archives posted in: Marketing

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Merge with Similarly Market Focused Companies – Marimba

By Tim J. Smith, PhD June 9, 2004

Founded in 1996, this public company achieved $40 million in revenue in 2003 and has over 450 customers including name brands such…

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SPL Takes First Step in Acquisition Strategy

By Tim J. Smith, PhD May 26, 2004

In December of 2003, Harry Debes, CEO of SPL, announced his intent to execute an acquisition strategy. A few months later, on…

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Tapping Salespeople’s Market Knowledge

By Tim J. Smith, PhD April 28, 2004

During the past few decades, the job of selling has been professionalized. What was once seen as a transaction oriented task best…

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Relevancy of Market Research in Business Markets

By Tim J. Smith, PhD April 14, 2004

Competitive Advantages and Results from Implementing Researched Information Market segmentation in business markets is an underutilized tool. The subject of pricing readily…

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Relationships vs. Deliverables

By Tim J. Smith, PhD March 17, 2004

Which drives revenue success, the ability to forge strong customer relationships or the ability to create a compelling products and services? Not…

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Lodestar in Brief

By Tim J. Smith, PhD January 21, 2004

Lodestar Corporation’s products solve a highly complex business process for power suppliers and transmission and distribution companies. They have produced load and…

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CIS Industry Can Improve

By Tim J. Smith, PhD December 10, 2003

The US Utility CIS market is plagued by questionable growth and excessive competition. These challenges result from the last decade’s development path…

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Tantalus Emerges in AMR

By Tim J. Smith, PhD November 26, 2003

In our third article exploring changes in customer business requirements for automatic meter reading (AMR) and their effect in driving market growth…

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Dialing for Dollars: Anatomy of Prospecting Calls

By Tim J. Smith, PhD November 12, 2003

Making phone calls is one of the few constants with respect to selling in business markets. When businesses sell low-cost goods in…

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TWACS® Attacks AMR Market

By Tim J. Smith, PhD November 12, 2003

As discussed in our recent article, new business requirements in automatic meter reading (AMR) has increased market demand for AMR and repositioned…

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