Daily Archives: May 17, 2011

Lotus Forgot Series: How not to have a roadshow event.

Here is a work of brilliance. I just received an email announcing an IBM roadshow event in Seattle. While it isn’t specifically about Lotus software, it covers Websphere and cloud computing.
Here it is: http://www-01.ibm.com/software/websphere/events/impact/icty_events.html

The brilliance is that it’s only a week away. Too bad, I already have plans and now it’s too late to change them.

It’s particularly humorous that the website says “Check back often to find an event in your geography and register for an event near you.” Check back often? I don’t think I could even find this URL again once I leave it. Haven’t you heard of subscriptions so I don’t have to “check back often” to get the information I need?

As well-connected as I am, if I’m just now finding out about this from someone connected to IBM marketing and customer support, I expect very few people know about this event. Is this IBM’s way of “proving” they can’t sell in Seattle against Microsoft?

In the end, the purpose of marketing is to sell. Period. The final goal is not brand recognition. It’s not to make customers feel good. The final goal of marketing is to sell. Roadshows are an element of marketing. Whether the method is by showing off products directly or more of an infomercial to help existing customers use the product more effectively, if it doesn’t increase sales, it failed. IBM, once again, you failed. Go read the book “Your Marketing Sucks” by Mark Stevens. While it is not just about IBM, it does reveal the truth about your marketing.

But who am I to think I know marketing better than IBM? If you work for a company with half a million employees, you must already know everything there is to know about marketing. Your ego would demand nothing less. You no longer need to continue professional development. Why waste time reading books on marketing and sales and human behavior? Like GM and the Roman Empire, you’re too big to fail. After all, IBM stock is at an all-time high. You must be doing everything right, yes?

No. What you’re overlooking is where you COULD BE. In sales terms, you’re leaving money on the table. My mantra is “Companies don’t buy software. People do.” And along with that goes “Companies don’t sell software. People do.”
Before you categorically decline to read this book to further your knowledge, consider what you have lose, then consider what you have to gain. For that matter, I recommend this book to all of my readers. I’m sure many of you still read good old-fashioned books. If you read it, I would like to hear from you.


Visions of the Future

Here are links to presentations from some major players on their vision of the future.  What do you think?

Dr. James Canton

To find out about how Social Media plays into this, be sure to watch the live stream of the 140 Characters Conference Northwest in Vancouver, WA at http://nw2011.140conf.com/  on Thursday starting at 8:00 AM PST. Check out the schedule for the list of speakers and topics.  Bruce Elgort and Chris Martin will be speaking around 10:15.  I will be presenting around 8:55 AM.  If you miss the live feed, watch for the rebroadcast posts.

Twitter #140confNW
To quote from the conference website:

WHAT IS THIS CONFERENCE ALL ABOUT? The key focus of this conference is on how real time technology (like Twitter and Facebook) is changing business, government, healthcare, social services, media, education, celebrity – and everything.
There will be over 40 different presentations with nearly 70 speakers, all presenting back-to-back and all without the aid of powerpoint.   This is Storytelling 101.
For those who cannot attend in person, this conference will be live streamed on the internet.
WHEN & WHERE? Join us May 19, 2011, for the first Pacific Northwest 140 Character Conference at the Hilton Hotel in Vancouver, Washington.

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