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Richard Fouts

Research VP
Richard Fouts analyzes best practices in marketing management for technology and service providers, including insight and advice in brand management, market and competitive position, messaging, sales, and go-to-market strategies.
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Why Aren’t the Stats on IT Spend Changing?

April 30, 2009 | 1 Comment

In this blog we discuss issues facing technology marketers and sales people. For example:  I just reviewed a pitch from an IT service providers that opens with the famous statistic – that 70% of the typical IT budget is consumed with keeping the lights on.  Haven’t we been looking at this statistic for at least 15… Read More

Can Social Media Kill You?

April 28, 2009 | 4 Comments

This blog is for marketers and salespeople.  Although we focus on those who market and sell technology solutions, many of the things we discuss apply to any marketer. For example – In an age of time-starved marketers, the last thing we need is one more thing to do. You can become consumed by social media, and… Read More

What’s Your Seven Word Blurb?

April 27, 2009 | 0 Comments

This blog is for marketers and salespeople.  Although we focus on those who market and sell technology solutions, many of the things we discuss apply to any marketer. For example – What do you do – in seven words or less?   It’s a simple question that begs a simple answer, and in the age… Read More

Your Silent Competitor

April 27, 2009 | 0 Comments

This blog is for marketers and salespeople.  Although we focus on those who market and sell technology solutions, many of the things we discuss apply to any marketer. For example: As sales people, we do a great job analyzing the competition.  But we often overlook our prospect’s internal organization as our biggest competitor. When I… Read More

How to Improve Response Rates

April 22, 2009 | 0 Comments

This blog is for marketers and salespeople.  Although we focus on those who market and sell technology solutions, many of the things we discuss apply to any marketer. For example, how can you improve response rates when it comes to marketing copy? Studies show that people have a distinct hierarchy when they pick up any… Read More