2003 Commentary Archive

In 2003, the tech scene was just plain strong. We had wins boosting Panda Software's USA revenues, and we achieved a funded launch of a stealth startup. And the data conferencing service WebArrow became ready for OEM commercialization! Full speed ahead. Narrative Marketing "Forget traditional positioning and brand-centric approaches to marketing. We're now in the 'Age of the Narrative' where the biggest challenge facing companies is how to tell communicate their story in the most compelling, consistent and credible way possible -- both internally and externally." William Ryan, Founding Partner, Portola Strategies. So... we're now in the era of Narrative Marketing. What is that and what does it have to do with the problems VPs of Marketing face? What's The Real Story For 2004? Mitchell Levy just came out with his CEOnetworking's Top Ten 2004 Business Trends and it's pretty cool. Of course, you already know these stories: virus attacks worsening, globalization continuing, wireless everywhere, internet phone calls, tech consolidations, tech market improving, e-commerce red-hot (as always. Yeah, yeah, yeah. Now tell me something useful. What's the real story for 2004? The Panda Rocket Ride Panda Software - what a rocket ride. I engaged personally in February to expand US operations - and in 8 short months we doubled the revenues and created a new software player in the US. How did we do it? Well, the first problem that any growing, self-funded company faces is how to upgrade its sales, marketing and operations practices to meet the incredibly tough US national market - which is a global market in disguise The Web Services Wave TechTransform, August 20, 2003: A customer requests a quote and your sales force furnishes it. You negotiate a deal and the product is supplied after credit verification, and then the bill is paid. Simple, huh? Now imagine a world in which this was all done dynamically and automatically by online systems talking to each other using the web. Not a single human was involved. Provocation Selling TechTransform, February 6, 2003: It doesn't take a high-powered seminar to understand that selling technology has changed dramatically. But Geoffrey Moore's latest seminar on Provocation Selling makes some great points on how to approach the tough selling climate. How's Business? TechTransform, January 3, 2003: In this market, the closer you are to the actual commerce of the internet, the more likely you are to make money - big money. But the farther away you are... the harder it will be to make a living. This explains why "The e-commerce sector is far from dead. In fact, it is booming", while "The environment will remain difficult for high-tech firms seeking capital infusions. Venture capitalists ...foresee little change through late 2004."