Subscription Models

Volume 18 Newsletter 11 Most companies today operate on a Sales Model.  They create great looking web pages and dispatch armies of sales people to pound on customer doors in an all-out effort to convince them to make a one time purchase.   However, in many industries today the product offerings have become ubiquitous.  With little […]

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How Are You Segmenting Your Market?

Volume 18 Newsletter 10 How do you segment your market place;  by customer size, maybe by industry type or perhaps geographically?     At a recent talk, Wharton Professor David Reibstein suggested that if you aren’t segmenting by customer needs you’re making a big mistake.    Here’s why …. A large computer hardware supplier was struggling to connect […]

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