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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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Advertising-based business models on the decline, at least on the Web.

May 28, 2009 | 0 Comments

Venture capitalists have invested $5.1 billion into 828 Web startups since 2004. The majority of these are startup revenue models are supporting by advertising. However, according to the National Venture Capital Association, look for the VC community to push back on companies that don’t seek new ways to make money, like selling real (or virtual)… Read More

How are You Compensated?

May 26, 2009 | 1 Comment

Ron Baker just wrote a new book, Pricing on Purpose where he cites a new provider billing model that replaces hours billed with results achieved. IT services has talked about this for years, and many firms like EDS and others in the outsourcing business, have adopted this type of model with gain sharing. But it’s far more the… Read More

CEOs Just Want to Have Fun … or Do They?

May 20, 2009 | 0 Comments

I thought about Carly Fiorina versus Mark Hurd when reading David Brooks’ insight into CEOs today (New York Times, Op Ed from May 19, 2009).  According to Brooks, CEOs, at least the good ones, aren’t exactly the life of the party – in fact, “they are usually quite one-dimensional.” Brooks observations actually stem from a study… Read More

Social Media and the Marketing Plan

May 14, 2009 | 1 Comment

I’m surveying technology marketers about how they view the role of social computing in the marketing plan. Here’s a few early observations: The impact of experience: Those new to adding social media to the marketing communications mix cite lead generation as a primary goal. The ‘veterans’ position social media primarily for brand awareness and thought leadership. … Read More

How do You Build a New Brand?

May 8, 2009 | 2 Comments

This blog is for people in technology marketing and sales. However, many of the things we discuss apply to marketers in any industry. For example: You’ve just spun off a piece of the company … that will now operate as a wholly operated subsidieary. Or you’ve started a new company that you need to brand.… Read More

The Death of Voicemail

May 6, 2009 | 0 Comments

Bill Nussey, CEO of Silverpop blogged recently about a story in the New York Times … here’s the text of his post which says a lot about how communication is changing…and why brevity is the new black.   According to the story, the once-indispensable tool for busy offices and households, voicemail, appears to be going… Read More

Who’s Your Prospect?

May 4, 2009 | 3 Comments

This blog is for marketing and sales people. While many of the issues we discuss apply to any marketer, we address business leaders in the technology sectors. For example: I’m surprised by the number of marketers that tell me “everyone is a prospect” for their solution. While it may sound like a good answer, it… Read More