Wednesday, April 22, 2009

In this game the customer is king...

Feel the need to post about a customer event on Monday I organised and attended, the third customer event I have been involved with since working with this vendor and each one has been very, very different. The format is very simple - let the customer do the talking and the analysts will take the discussion where they wish. Keep the vendor content to a minimum - there are other opps elsewhere for this.

What was great was a very diverse analyst audience and a customer that stimulated debate about issues that at the outset you would never have imaged would be discussed.

The take home, running any analyst customer event is in my view as good as it gets.
Meeting the AM call

I had a meeting with an account manager and two key members of the marketing team today (wow big news;-)). The objective simple - lets meet, let's chat and let's see if there is anything we can do. No need for huge detail but one thing struck me. Its always good to meet with an account manager as you can learn LOADS about the firm, as much about the culture of the company as about what is on offer.

I have posted before about the balance between commercial relationships and pure and simple AR comms, but one thing that never ceases to intrigue me is how an AM 'sells' the analyst firm and how the customer or potential customer buys or what they are looking for.

Guess its time to write up the follow up action list....