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Mid-Atlantic Marketing Summit — Some Nuggets from the Trends in B2B Panel

I had a great time yesterday at the Mid-Atlantic Marketing Summit yesterday.  It’s always invigorating to step away from the day-to-day and see what others are doing, and how they’re thinking about...

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The Content Factory

Content is (once again) king. Everywhere you look, the marketing discussion centers around using “content” to drive marketing results.  For all the buzz, two key facts are consistently overlooked:...

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Going Old School

  Ok, this picture is part of a practical joke.  We don’t really use an overhead projector at Sonatype.  I am, however, old enough to recall using one,  and to remember the painful process of creating...

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From Sales Push to Demand Pull

Sales take place when a buyer has convinced him or herself of the value of a purchase — and generally not until then. And in a connected, social, and content rich world, much of the buying process...

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Five New Year’s (Un) Resolutions

‘m one of those guys who believes in New Year’s resolutions.  There’s something about taking the time to reflect, envisioning a better version of ourselves, and making plans. This year, I’d like to...

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Making it Stick

Take a look the way most software companies tell their stories.   Most of them, frankly, suck.  The messaging is tired, it lacks meaning, and doesn’t communicate differentiation.  And worst of all, it...

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A little fun at my expense

I’ve been fortunate enough to work in quite a few environments where practical jokes were, well, encouraged.  Here’s a video of the best one ever played on me.   I understand it took 5 people several...

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Private Matters. Privacy Matters.

My wife and I were in the mall the other day looking for a pair of jeans. We walked in to Banana Republic and a perky sales clerk immediately greeted me by name.  ”Welcome back to Banana Republic,...

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5 Things I Learned About Business from my Dad

My Dad would have been 83 today.  He died eight years ago and I still think about him frequently. My father and I chose very different paths career-wise.  He was an accomplished academic who stayed in...

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Oh no, not the wall of words — anything but that

Remember when you were 6 years old and just starting to read chapter books?  If you were anything like me, you preferred books  that had a nice mix of words and pictures.  It’s not that I was lazy, I...

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