I am the guy you can blame for this. I invented Online Backup in the mid 1980s.Read More
By Shannon Kavanaugh, Go-To-Market Strategies' PresidentI was having a conversation with a business owner recently to help him determine how to bolster his revenues in this rocky time. As we were evaluating what his situation, a key problem became very...Read More
I know, this seems like a chapter you could skip. After all, everyone knows what Online Backup is. Right? Read this anyway. I’m going to also tell you what your customers expect from you, and what Online Backup is NOT.Read More
Only a small percentage of computers have an easy way to make backups. Of those that do, many users do not make proper backups. The result is that thousands of individuals and small businesses lose hundreds of thousands of dollars worth of data annually to fire, theft, equipment failure, and many other common catastrophes. Even […]Read More
The Online Backup Guide for Service Providers is a complete guide on starting and operating an Online Backup Service – the latest revision of my industry defining RBS Book originally published in 1987. I am going to publish it here on my blog, one chapter a day during weekdays.Read More
Remote Backup Systems, leading supplier of software for operating Online Backup Services, has released a Maintenance Release to their industry-defining RBackup Online Backup software platform. Service Providers can download the upgrade from the RBS website at http://remote-backup.com.Read More
A complete loss of data can be an emotionally-charged situation for end users and Online Backup Service Providers, especially if the customer has forgotten his Encryption Key.Read More
Remote Backup Systems, the founders of the online backup industry and developers of the RBackup and Mercury OEM Online Backup platforms today announced the activation of its Emergency Backup Hot Site for use by its Service Providers affected by the 8.9 magnitude earthquake that hit Japan this morning.Read More
Rent an Online Backup Server. I have rolled up all of RBSâ€™ top of the line software into a virtual environment hosted in the Cloud. Within about ten minutes we can provision a very powerful, dedicated RBS Server for you with all the bells and whistles, and we can rent it to you for $150/month â€“ software included.Read More
Online Backup Hot Site Opened for New ZealandRead More
Last month, Forrester found only 8% of organizations believe they have tightly integrated their sales and marketing teams. Their report, B2B Sales and Marketing Alignment Starts With The Customer also found that the greatest obstacles to achieving tighter integration are:
• Long-term thinking by marketing vs. short-term thinking by sales (58%)
• Different goals and measurement (46%)
• Not enough time to integrate (45%)
This list echoes the results of our recent Sales & Marketing Industry Survey, where marketers said their top 3 challenges working with sales were:
• Their lack of follow-up on leads.
• They do not think about the future.
• They don’t communicate.
And where sales indicated their top 3 challenges working with marketers are:
• They don’t provide qualified leads.
• Their marketing materials are irrelevant.
• They don’t understand the target customer’s pain points.
If we look closer at both surveys, we will see that the seeds of our discontent are sown with poor planning, lack of communication, and broken lead generation. So what can get all three of these back on track? What can ensure sales and marketing share the same goals, speak the same language, and march to the same drum?
Easy. It’s called your Sales Process.
Yes, if you are among the 92% of companies who feel like your sales and marketing teams are enduring a very bitter break-up, our advice is to revisit your sales process—immediately. And if you don’t have one defined and documented, well, there’s your problem right there. (Check out our What is your Sales Process article and Sales Process Template for more assistance.)
Remember, alignment problems arise when: 1) sales and marketing are not adhering to their part in the sales process; 2) they don’t understand the sales process or didn’t know it existed, OR 3) the process as defined is simply not working because of a changing market condition.
So start with a well-defined, relevant sales process that puts all of marketing and sales activities, tools, and goals on the same page. Literally.