Posts by Phil Brown

From musings and mullings to facts and figures, here's where you'll find our latest thoughts, opinions, insights and analyses of all things B2B marketing - and some things not.


The Importance of an Opinion in B2B Marketing

The Importance of an Opinion in B2B Marketing

16 January 2012

Anyone involved in the business of B2B technology marketing knows that the rules of the game have changed.

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Foolproof exit strategis for stressed B2B sales and marketing directors

Foolproof exit strategis for stressed B2B sales and marketing directors

5 January 2012

For some of you the new year return to work will have created a feeling of dread. Times are tough right?

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Who's fast wins! The importance of speedy response to sales leads

Who's fast wins! The importance of speedy response to sales leads

22 March 2011

Research recently published in the Harvard Business Review highlighted the importance of speedy follow-up in lead generation programmes.

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New Channel Opportunities in a Cloudy World (Part 1)

New Channel Opportunities in a Cloudy World (Part 1)

16 February 2011

Much has been written about the impact of the cloud on existing IT channels and many vendors are struggling with the thorny questions of how to transition, or in some cases jettison, their existing channel...

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Can social media deliver tangible benefits in the channel?

Can social media deliver tangible benefits in the channel?

2 February 2011

There's a lot of debate about the value of social media within channels. One of the difficulties that channel marketers face when deciding how much effort to put into social media is in measuring any sort...

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Steering a channel through the cloud

Steering a channel through the cloud

6 January 2011

The impact of cloud-computing and its effect on the channel has been a much debated topic over the last 2 years. Although some of the hype may have preceded the reality (no change there then) there can...

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