motivational speaker atlanta georgia

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Marketing & High Tech Market Focus

 

Subject: High Tech, Marketing, Sales


 

 

I get a call last night from one of my clients who wanted consulting advice on how to approach a new market segment they were contemplating going after.  They called me to see if the idea had merit and made good business sense.  Within the first half-hour it became obvious that their 'grasp was exceeding their reach' when it came to addressing a specific need in the market.  They went on to give me the long story of how they think this new market is the 'next big thing' and they wanted to position themselves NOW.

Before we went any further, I began asking those annoying, probing questions on where they currently stood in their own market with regard to: market share, product dominance and position sustainability.  Suffice it to say they didn't have definitive answers and I didn't sense confidence about their ability to withstand the recession storm and overcome the challenges inherent in this new market. 

I pointed out to them a recent decision by BellSouth to get out of the operational end of hosting.  Bellsouth recently announced an agreement with IBM who would take over the hosing and networking services of their business.  Here's what Donna Lee, Chief Marketing Officer for BellSouth had to say,

“We’ve taken the move to really focus and [it] lets us offer to our business customers services that are really end-to-end in nature.  The initial announcement is focused on managed services. But we’re working on storage opportunities as well as security opportunities.” (my emphasis on the words focus)

Bellsouth has come to the realization that managing data and telephony are two different animals.  One model of technical know-how and support (telephony) does not translate to the other (data management).  Their strategy is smart; team up with someone like IBM who is a leading expert in that market space.

Some may see this move as weak.  I do not.  Weakness does not come from not being to support a market.  Weakness comes from 'not knowing' you can't support a given market.  Rather than damage their reputation long-term, as the high tech world moves towards an emphasis on moving data, Bellsouth has re-aligned itself with its core competency, telephony.

Bellsouth is also keenly aware that with the permission recently granted to them by the FCC to provide long distance services they will need to pay more attention to that sector in order to compete with an already price aggressive and hostile competitive market.

The lesson here for Bellsouth is simple, grow your business in YOUR field of expertise (i.e., telephony and now long distance) and stop looking over the 'data fence' to see if the grass is greener.  

My advice to my client was twofold:

1) If you are established and have 'peaked' within your market and can continue to provide support while at the same time pursue this new market niche, the move is well measured.

2) But, if you have not yet secured your 'beach-head' in the market and are still working out the support and logistical kinks of your business, you would be wise to continue to focus your efforts on your market and grow that space.

After hearing their responses to my probing questions, and having lengthy discussions about sales and marketing strategies (along with associated costs), I strongly emphasized the latter.  I ended the conversation by reminding them that their grass is indeed green!


© 2003. Victor Antonio G.. All Rights in All Media Reserved. Victor Antonio G. is a sales trainer and motivational coach.

 

                                             

Motivational Speaker Articles

Ode to Og Mandino

Leadership-Time Management

Stupid People Poem

Christmas Story: Misfits

Leadership-Winning Mindset

Sales-Prime Contractor

Netflix-Blockbuster Competition

Sales Training Bob

Cash Money Tree

Leadership & Trust

Management Style

Your Capacity for Success

Create Cash Flow-Equity

Pay for Performance

Road Trip to Success

The Good Life

Power Shift-Toffler

Incentive Programs

Compromise Poem

Business and Ladders

Speaker on Vanity

Leadership Style - Skill

Selling Through Channels

Consequences

Exploiter Poem

Keynote on Revenge

Motivation and Money

Computer Poem

Selling & Optimism

Speaking of Action

Keynote on Greatness

Essay on Equality

Torpedoing Success

Consumer Motivation

Creative Destruction

Motivation and Selling

The Success Matrix

Squirrel Wins - Focus

Why Take Action

Latino Market Growth

Motivational Failure

Speaking of Talent

Speaker Success Poem

Selling Without Wires

Sales Storage Evolution

Acres of Diamonds

Motivational Principle

Professional Public Speaking

Diversity & Multicultural

Sales Ethics-To Tell

Monopoly of Ideas

Self-Esteem Motivational

Employee Recognition

Overcoming Fear

Cold Calling CEOs

Reality is Plastic Poem

Life Coach - What a Joke

Innovation and Technology


Motivational SPEAKER HOME | PROGRAMS: | Corporate | College | OrganizationsINFORMATION: |Speaker's Bio | Speaker Press Kit | Speaker's Products | Motivational Speaker Testimonials | Motivational peaker Videos | COACHING: | Speaker U | Victor's Bookshelf | ARTICLES ON SUCCESS: | Leadership & Trust | Speaker on Vanity | Keynote on Revenge | Business and Ladders | Latino Market Growth | Motivation and Money | Selling & Optimism | Speaking of Action | Keynote on Greatness | Torpedoing Success | Consumer Motivation | Creative Destruction | Motivation and Selling | The Success Matrix | Motivational- Squirrel Wins - Focus | Why Take Action | Motivational Failure | Speaking of Talent | Speaker Success Poem | Acres of Diamonds | Selling Thoughts | Marketing Focus | Sales Ability - Part 1 | Sales Ability - Part 2 | Sales Ability - Part 3 | Sales Ability - Part 4 | Strategic Selling-Legacy | Sales Techniques-Price | Sales Mastery-The Sale | Selling Without Wires | Sales Evolution | Ode to Og Mandino | Leadership Style and Skill | Leadership Success Poem | Leadership-Time Management | Motivational Principle | Professional Public Speaking | Diversity & Multiculturalism | Sales Ethics-To Tell | Cash Money Tree | Monopoly of Ideas | Sales Training Bob | Create Cash Flow-Equity | Pay for Performance | The Good Life | Power Shift-Toffler | Compromise Leadership Poem | Exploiter | Computer Poem | Leadership Qualities | Your Capacity for Success | Incentive Programs | Management Style Leadership | Essay on Equality | Self-Esteem Motivational | Employee Recognition | Overcoming Fear | Success Without Degree | Reality is Plastic Poem | Christmas Story: Misfits | Cold Calling CEOs | Leadership-Winning Mindset | Innovation and Technology |Netflix-Blockbuster Competition | Philosophy of Perfection | Renting Goals | Selling Not CollectingSales-Prime Contractor | Blink-Decision Making | Selling Through Channels | Roadmap to Success | Success Your Way | Why Things Don't Change | My First Trophy | Life Coach - What a Joke | Leadership Memorandum | How to Hold On to Your Super Hero Powers | Get Off Your Assets | What Killed Jack Rabbit | SHPE Happens | Autopsy of Inaction: The Living Dead | Reverse Engineering Success


Victor Antonio G.,  Sales Influence   All Rights Reserved 2002-2009,

A business motivational keynote speaker for events and conventions 

Travels from: Atlanta, Georgia   info@SalesInfluence.com

For booking information call: (678) 895-6068

11770 Haynes Bridge Road, Suite 205-501  Alpharetta, GA 30004