Jose Palomino

From the category archives:

Indispensible

A rose by any name…

February 22, 2010

I3 value proposition means not just clever words spinning a tale, but meaningful words describing a true-truth about your product or service. In increasingly crowded, hyper competitive, and fast-moving markets, you have to think in terms of how your target customer will process your offering in a sea of similar (or similar enough) offerings. Your consumer is probably not as much a student of your market as you are (or should be).

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Introducing ebook: Know Thy Customer

February 9, 2010

Knowing who is your ideal target customer focuses all your energies on higher probability prospects and also has the added benefit of optimizing your messaging to that audience.

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The Starting Block

February 8, 2010

Your understanding of your target customer will influence your marketing and the direct sales communication you have with them and the way you interact and serve them.

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Know Thy Strengths – Part 2

February 5, 2010

Access challenges run both ways: smaller companies face challenges selling to bigger ones, but oftentimes, bigger players can’t get small enough to sell to smaller companies or individual buyers.

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Know When to Switch Gears

January 28, 2010

Whether you developed your product with a specific customer need in mind, or happened upon a product and want to sell it to someone, you have to start by knowing your customer. Before the Internet boom, I assembled a group of friends and raised angel capital to start a company to develop a commodity chemical trading system, based on the notion that a hundred pounds of a specific chemical powder was the same as any other hundred pounds of the same chemical powder. It would be a trading system for chemicals – a brilliant idea – or so it seemed.

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Know Thy Customer’s Requirements

January 26, 2010

Sometimes, the development of a new product doesn’t start with a specific problem.

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Know Thy Customers Are…. People

January 20, 2010

Don’t forget that at the heart of every business – every organization – you will find… people and relationships. My favorite client also became one of my best friends. Tony was a Brooklyn-raised child of the Depression. He was an early IT professional – the kind that could talk about having programmed in IBM 1401 Autocoder[i] language in the early sixties.

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Robot Love

December 10, 2009

A recent MSNBC article on “Scientists, lawyers mull effects of home robots” had some interesting observations on how people FEEL about their purchases.
Specifically, there was a paragraph and quote that caught my eye: “Shoppers personalize their Roombas, naming and decorating them, for example. Angle recalled an incident when a soldier plucked a banged-up military robot nicknamed Scooby from an Iraqi battlefield and carried it to a depot to be fixed. It’s doing you a service, you’re going to get attached to it.”

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