Strategy

A robust, effective Key Account Management (KAM) program is often a characteristic of solutions-driven companies.   Many of the companies that we have worked with have seen a KAM structure as an important vehicle for gaining a deep understanding of a…

Like innovation, the word engage is overused in the business world and means different things in different companies. When I talk about engagement, I mean the ability of a B2B company to bring the decision makers within their top accounts…

The other day, I had this opportunity of spending time with some start-up entrepreneurs and dreaming-to-be entrepreneurs. One of the stuff we discussed was how to present their exclusive ideas to a VC (venture capitalist), when the need comes in…

After interviewing some 200 brand marketers and executives from 10 agencies that work with business-to-business clients, Jeff Ernst, Forrester Research analyst concludes that marketing automation and analytics, mobile devices, and content marketing will be big trends in 2012. For some, those developments…

It was June of 2006.  I was on home-based dialysis because both of my kidneys had stopped working the previous summer.  Every night at around 9:00 pm I would head to my bedroom for the night, hook myself up to…