tskraghu's avatarAbout This And That

Argument

In many small to medium software services organizations engaged largely in opportunistic selling, a weak Marketing function, located far away from the scene of action, sees itself producing case-studies and glossies, setting up web sites and corporate presentations, managing customer/prospect visits, and presiding over the periodic ritual of getting some spreadsheet numbers. Not as a strong point of purposeful integration between Sales and Delivery. When the Sales meets with the Delivery, it is usually in a conference room for a day or two to wrangle over those hypothetical spreadsheet numbers right under the nose of the C- suite. Once the meeting is over they go back to: the Sales chasing opportunities in areas Delivery is not into and the Delivery busy developing capabilities Sales doesn’t care for.

When the Marketing does stumble up on a few threads of strategy here and there, the failure is assured either due to a…

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