don't call us, we'll call you

In business technology buying process, 75% of influencers and 80% of decision-makers said that they are the ones to find vendors (through research) rather than responding to a campaign [source: MarketingSherpa]. Outch.

Which shows without a shadow of a doubt where the marketing effort needs to be invested: your technology company must be visible and found in those channels and places where your prospects could be searching for vendors such as yourself. 

For those active, control-obsessed, results-driven marketers, this might sound terrible. I do many direct marketing campaigns, myself, and expect results from each of these. But if the moment and the path are not in my hands, what else is there?

Actually, lots and lots of harder and smarter work. The outcome that you're after is called Attention.

opposable marketing

We were all taught manners in our commercial relationships; we should not speak badly about competition in front of our clients, but we should differentiate; we should not ransack for competition inside weaknesses, but we should monitor them and stay informed.

Competitive intelligence. Everybody does it, but only few talk about it.

Here's something nobody talks about: how to market substitute products. So I'll call it Opposable Marketing.