In my blog, Has Social Media Failed SMB B2B Businesses? Part 1 – The ROI Problem, I shared an issue we hear a lot – How do small-to-medium (SMB) sized B2B businesses show a dollar-based return on investment (ROI) with social media? Until social platforms mature to the point where these companies can make predictable revenue directly attributable to their posts, it’s going to remain a very difficult question to answer. Right now, B-to-B interactions involve activities like EDI exchanges, supply chain or ERP activities, or possibly help-desk questions and responses.  Social media is not yet viewed as an imperative part of this communication mix,Read More →

Porter Consulting

Imagine you’ve just created a new service for your partners, perhaps a way of helping them work with you more closely to develop and market joint solutions, driving new revenue opportunities for both your companies. Your service aims at helping them define and promote the solution, given that their limited resources are mostly focused on development. Your management is onboard, and you’ve already developed a systematic approach that partners will flock to as soon as they learn about it. But, even though you come from a larger company, there are limits to your resources. You don’t have a dedicated marketing staff. Corporate marketing resources areRead More →

What problem are we trying to solve for Vendors / Distributors/VARs? (The entity that will write us a check?) Vendor/Distributor/VAR: The main problem holding back my business is…. How can I get more real sales opportunities into my pipeline? At all. Affordably. Without having to deal with a lot of non-opportunities. “How do I run a 100-lead campaign and then focus on the 10, 20, or 30 most promising leads – leads that meet all of the key criteria for success – and add a significant portion of them to the sale pipeline?” I need an “Easy” button for lead gen or the pipeline. PerhapsRead More →