When the CEO Reads Your Email 120 Times

Recently we sent out the first of a series of informative emails on behalf of a client. Our campaigns are fully instrumented so we know exactly when people open emails and what they click. We watched on the campaign dashboard as prospects read the email, often opening it more than once to study the information and follow the links.

Hot Buttons in the Fortune 500

Eight days after the CEO meeting, BigCo’s lead engineer got a call from an MBA intern working for the CFO. This is what the she asked, verbatim:

“On slide 121, you state that the new dispenser eliminates downward drift in the syrup/water mix, resulting in 0.6% percent greater syrup usage per year after year one. Is that correct?”

How To Avoid First-Timer Manufacturing Mistakes

Hardware is hard, and the hardest product to get right is your first one. Follow two hardware startups and learn the mistakes that cost them time, money or both. Avoid making the same mistakes!

Surviving a Six Year Sales Cycle

Month 4: We identified the reason for Qualcomm’s loss of interest: the incumbent competitor had offered an alternative, less powerful solution for free to prevent Acme from establishing a foothold. This was not a fight they could win, so Acme decided to stop wasting time on this “perfect” prospect.

Big Data, Big Backup Problem

For 1% of the cost of hardware backup, the new product would deliver 10x the performance of competitive software backup solutions, at performance approaching that of hardware backup. Before starting development, BMC asked BizDev.Global to validate this value proposition with customers.

Help: Too Many Opportunities!

Blaze’s technology allowed them to build either faster transceivers for a given length of cable, or transceivers that would drive a given bandwidth across a longer cable. So the key to the puzzle was the existing fiber optical cable installed base.

Launching on Kickstarter: Lessons Learned

When the client first approached us, six months before the product was ready for Kickstarter, we tested the concept with 30 streaming TV users. Here’s what we learned: