Strong Opinions @marksbirch

Random thoughts from a NYC entrepreneur and investor about start-ups, technology and the people that make it all happen. Also find time for good tunes and good food.
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There will always, one can assume, be need for some selling. But the aim of marketing is to make selling superfluous. The aim of marketing is to know and understand the customer so well that the product or service fits him and sells itself. Ideally, marketing should result in a customer who is ready to buy. All that should be needed then is to make the product or service available.

"Management: Tasks, Responsibilities, Practices" by Peter Drucker

In many ways, I think enterprise tech has it all wrong from a sales & marketing perspective.  We build massive sales teams, spend inordinate dollars on marketing, and yet the ROI on those investments barely eeks out any profit.  Just look at the profit numbers (or lack thereof) for public SaaS companies if you do not believe me.  It is the classic spray and pray model and it is broken.  Maybe we are thinking about it all wrong.

Thanks to Jerry Neumann for reminding me of this quote.

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