Gartner Blog Network

Posts from Date:   2014-2

Why You Need to Market and Not Just Sell to Your Existing Customers

by Todd Berkowitz  |  February 20, 2014

  Back in December, I wrote a blog post and research note (subscription required) about the “MQL Trap”, the problem that afflicts technology marketers who focus primarily on generating Marketing-Qualified Leads (MQLs), often at the expense of other, more important activities. One of those neglected functions is marketing to existing customers. When tech marketers are […]

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Beware of Bright Shiny Objects and Great White Buffaloes

by Todd Berkowitz  |  February 7, 2014

Although I spend a fair amount of time in this blog talking about things that fall squarely in the marketing domain, the Tech-Go-to-Market team (and me in particular) also covers product strategy¬†and that’s where I want to focus this post.¬†While technology and service providers have an extremely large number of challenges (some of them existential), […]

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