B2B Marketing and Vertical Market Specialization

Presented by

Lilia Shirman

About this talk

Overview: To compete for the enterprise budget, vendors are providing more sophisticated and targeted solutions, and looking for ways to increase their relevance to customers. To do so, many are increasing the level of industry alignment within their companies. But how much focus on target industries is enough, and what are the keys to making this investment pay off in incremental revenue growth? Lilia Shirman will share the results of the research for her book, 42 Rules for Growing Enterprise Revenue, and of her company’s recently published 2010 Benchmarking Study on Vertical Market Specialization by B2B Vendors. Learn how vendors align their resources and organization around target vertical markets, and what lessons and best practices can be gleaned from their experiences. Agenda for: Industry Focus – Living in Your Customers’ Universe I. Common approaches to industry specialization II. Best practices in making industry specialization pay off III. Creating a specialization roadmap IV. Q&A All webinar attendees will receive a free summary of The Shirman Group's 2010 Vertical Market Specialization by B2B Vendors Benchmarking Study.

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Almost anything in life can be summarized into 42 distinct ideas that capture the essence of the topic. Not every rule will work for everyone, but give it a try and you’ll be amazed at the big difference a few rules can make.