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Viewpoint Value and VelocityUnlocking High Impact SaaS Marketing                    Ken Rutsky              President KJR ...
the world has shifted
Enterprise    IT Cost                          Cloud Content                    Collaboration Transparency                ...
115,000     550,000     286,0005,170,000   1,230,000   2,800,000220,000     2,030,000    27,500
we have connected buyers
The New Buyer                                                                                    Connected                ...
we have solution proliferation
IMPACT ViewpointImpact =   V3
ViewpointValueVelocity    V=DE2
Viewpoint            Customization                            Configure                            Code                   ...
Value               Who               Care                s               Draw        Customer Care ($$s)
Value                     Who                     Care                      s                      Draw        Customer Ca...
Three Strategies ForBreakthrough Positioning
Strategy 1: 1+1=3
Strategy 2 : Embrace and         Extend
Strategy 2 : Embrace and         Extend
Velocity             V=DE2   Velocity = Delivery * Engagement * Experience
SOURCE: B2B Content Marketing: 2010 Benchmarks, Budgets and Trends; B2BOnline, Junta42
“The problem is getting the right content to the right            people...Producing smart, highly targeted and truly     ...
Match Delivery to Audience and Buying                                       CycleSource: http://www.b2bbloggers.com/blog/t...
Driving Velocity Engagement                                                   Trial                       Online          ...
Strategy 3 : Copy and Paste
CASE STUDY: NimsoftGETTING NOTICED AND WINNING
Nimsoft: The Big 4 Alternative
from the datacenter to the cloud   Value
Engagement and Experience
$350,000,000
SUMMARY        Impact Marketing = V3ViewpointValueVelocity            V=DE2
Next Steps•   Find Your Viewpoint – 2X2•   Set The Value Terrain– VENN DIAGRAM•   Are You Experience – DEFINE THE EXPERIEN...
Unlocking High Impact Go To Market - V3 Exposed
Unlocking High Impact Go To Market - V3 Exposed
Unlocking High Impact Go To Market - V3 Exposed
Unlocking High Impact Go To Market - V3 Exposed
Unlocking High Impact Go To Market - V3 Exposed
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Unlocking High Impact Go To Market - V3 Exposed

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How do we breakthrough and win in today's crowded, information overloaded market. Unlock Breakthrough Go To Market with V3 - Viewpoint, Value and Velocity.

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Unlocking High Impact Go To Market - V3 Exposed

  1. 1. Viewpoint Value and VelocityUnlocking High Impact SaaS Marketing Ken Rutsky President KJR Associates Strategic Product Marketing Expert ken@kjrassociates.com www.kjrassociates.com
  2. 2. the world has shifted
  3. 3. Enterprise IT Cost Cloud Content Collaboration Transparency Management Software BusinessVirtualization & Flash Storage Intelligence Security Solutions Solutions On DemandEnterprise Social Virtualization Identity Software Software Management
  4. 4. 115,000 550,000 286,0005,170,000 1,230,000 2,800,000220,000 2,030,000 27,500
  5. 5. we have connected buyers
  6. 6. The New Buyer Connected Impatient Impulsive Informed Elusive Still Human Still Part of OrgAdapted From Joel York, Chaotic Flow, and Ben Horowitz Ben’s Blog
  7. 7. we have solution proliferation
  8. 8. IMPACT ViewpointImpact = V3
  9. 9. ViewpointValueVelocity V=DE2
  10. 10. Viewpoint Customization Configure Code Software SaaS Delivery
  11. 11. Value Who Care s Draw Customer Care ($$s)
  12. 12. Value Who Care s Draw Customer Care ($$s)
  13. 13. Three Strategies ForBreakthrough Positioning
  14. 14. Strategy 1: 1+1=3
  15. 15. Strategy 2 : Embrace and Extend
  16. 16. Strategy 2 : Embrace and Extend
  17. 17. Velocity V=DE2 Velocity = Delivery * Engagement * Experience
  18. 18. SOURCE: B2B Content Marketing: 2010 Benchmarks, Budgets and Trends; B2BOnline, Junta42
  19. 19. “The problem is getting the right content to the right people...Producing smart, highly targeted and truly innovative content can be really challenging.” “ “It’s often difficult to find topics that have not already saturated the market. Putting a different spin on a subject takes time.”SOURCE: B2B Content Marketing: 2010 Benchmarks, Budgets and Trends; B2BOnline, Junta42
  20. 20. Match Delivery to Audience and Buying CycleSource: http://www.b2bbloggers.com/blog/the-ultimate-content-marketing-infographic/
  21. 21. Driving Velocity Engagement Trial Online Assessment High Velocity High Video Live Demo Case Study Screen-show Low Low Whitepaper Velocity Datasheet Low High Experience
  22. 22. Strategy 3 : Copy and Paste
  23. 23. CASE STUDY: NimsoftGETTING NOTICED AND WINNING
  24. 24. Nimsoft: The Big 4 Alternative
  25. 25. from the datacenter to the cloud Value
  26. 26. Engagement and Experience
  27. 27. $350,000,000
  28. 28. SUMMARY Impact Marketing = V3ViewpointValueVelocity V=DE2
  29. 29. Next Steps• Find Your Viewpoint – 2X2• Set The Value Terrain– VENN DIAGRAM• Are You Experience – DEFINE THE EXPERIENCE TO SHOW VALUEEmail ken@kjrassociates.com www.kjrassociates.com

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