Through my consulting work with a number of clients, I’ve started to notice a very common trap which many of them are falling into.
Technology firms, whether vendors, resellers, or systems integrators tend to have numerous product offerings. They want to market these offerings in the best way possible, however the common trend is to market each product, in an unstructured way which varies from month to month.
For example, in January an e-Shot is sent talking about product one, in March some telemarketing occurs on product two, and in May an event is run on product three. It’s a bit like a one night stand, or a quick fumble in an alleyway – the customer is hit with various products at various times, with zero consistency. Each product does something different; the company pushes mixed, confusing messages. There is no central theme or strategy which underpins the campaign – its pure hit and hope.