Author Archive | Sridhar Ramanathan

Where’s Your Product Marketing Manager?

It’s surprising to me how many high tech company executives assume product managers can handle two very different roles – product management and product marketing. What’s the difference? Well, we see product management as largely an “inbound” responsibility leading a cross functional team of product development, marketing, finance, operations, tech support, and management. Product managers […]

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Tips on Running Weekly Sales Meetings

Do you find weekly sales conference calls to be onerous, de-motivating, unfocused, and often a poor use of time? Unfortunately, this is more often the case than not. Here are tips based on our playing the interim sales exec role for a dozen or so technology clients. Would love to hear your perspective on what […]

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Lessons Learned on Customer List Development

Bill Reed, Sam Young, and I have been running several appointment setting campaigns for numerous tech clients with surprisingly outstanding results. We use a very unique, proprietary approach called Vector, which is resulting in 65% to 75% of our completed appointments rated as “good” to “excellent”, meaning they are moving to next steps in our […]

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Making Your Channel “Product-Friendly”

Guest article by Al Morgan, Channels Performance, Aventi Group A few months back Sridhar discussed the importance of tailoring your product or solution to the channel. It’s a vital step to ensuring that you will maximize the revenue opportunity through channels. An integrated program will ensure initial mindshare AND pave the way for initial success.

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CIO Tells Us How to Sell to CIOs

I had a great conversation with my dear friend and neighbor, Walt Thinfen. He’s the Vice President & Chief Information Officer (CIO) of a high tech company here in Pleasanton, California. I took the opportunity to get his thoughts on how our clients and other technology vendors could do a better job of selling to […]

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Leading Globally Distributed Teams

If you’re like most executives you manage a global team. But what’s the secret of running a team that cuts across time zones, cultures, and languages? How do you create a strong culture that balances centralized control with distributed authority? What metrics drive the right behaviors and business outcomes when you can’t see your team […]

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Telltale Signs of Product Messaging Problems

Yesterday a high tech VP told me, “I am painfully aware that sales are down this year versus last but I’d really like to pinpoint exactly where the problem lies. Something tells me my product-level messaging is off but I’m not sure if that’s one of the key inhibitors or not.” I told her that […]

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Why VP of Sales Must Be in Strategy Sessions

Why is it that CEOs rarely invite the VP of Sales to strategic planning sessions? The most common reason is the fear that the session would distract them from their primary job, sales. I think this is very shortsighted. I ran a strategy session this week with a CEO and his whole staff including the […]

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Handling Conflicts…the Abe Lincoln Way

We hung up the phone thinking “whew” that call sure got hot. An irate customer? A demanding boss? A frustrated sales rep? Nope. It was an internal planning meeting between sales and marketing for fiscal year 2010. Not all such meetings, of course, are this animated but this one sure was. And that’s not always […]

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Managing Upward – Tips on Handling a Demanding Boss

“My boss is driving me nuts” vented Richard, a director at a large software company and client of ours. “He’s constantly changing his mind on what my team’s priorities should be.” I personally heard three such executives in December exasperated that they were being asked to get more done with less while also being asked […]

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