Here's how you can effectively market your products or services as an entrepreneur in information systems.

Knowing your audience is non-negotiable in information systems marketing. Recent studies show 82% of marketers believe audience understanding directly impacts ROI. This means going beyond demographics to uncover pain points: Are they worried about cybersecurity (a top concern in 2024)? Frustrated with slow cloud adoption? Tailor your message accordingly. Speak their language – technical for IT managers, big-picture impact for the C-suite. Highlight how your solution solves their specific problems, not just its features. Build trust with case studies, testimonials, and security certifications. Remember, effective marketing isn't just about selling – it's about solving.

I’ve found the best way to know your customer is through multi-dimensional data - behavioral/transactional data AND CX Data. One without the other is like PB w/o the J! Transactional & behavioral data (from your database) will show you WHAT your customers do/don’t do, HOW they’re engaging, and HOW they’re moving in the funnel - it’s so powerful to see this actual behavior. CX data layers on another dimension – the dimension of WHY! WHY did the customer do (or not do) what you see in your database? Plus, CX data can also help you know HOW they felt along the conversion path - so important! If you want to get really crazy, take both your data & CX data, feed it into machine learning/predictive models, and let data take the wheel.

Na verdade, todo trabalho feito atualmente no marketing de sistema de informação é com base no entendimento do seu público alvo. É necessário você identificar e entender quais são as principais dores e desejos do seu público alvo para que sua oferta esteja adequada as necessidades do teu público.

I helped a SaaS company with their target audience of marketers and developers. They had a one size fits all approach: sign up to their demo with a sales person. Marketers were fine with that, many are used to talking to folks, but the developers not so much. How many developers do you know that are super outgoing and love talking to sales people?! So we changed the approach. Marketers continued to have the same approach, but the developers got a new one: a way to see the code and even play with it, then instead of speaking to a sales person, they watched a video on their own time. Voila! More developers ended up buying the SaaS tool. KNOW YOUR CUSTOMERS!

In ABM, "knowing your audience" goes beyond understanding their general needs. It's about identifying specific key accounts and their individual decision-makers. Research their challenges, goals, and buying processes to tailor your messages and offerings in a personalized way.

So many times companies still list only the features, but what do the features do for your customers? That's where the value proposition lies. "Easier to use so that you save time". "New approach so that you can shine at work". Etc... the "so that..." is the most important part. Show the value!

Having a clear unique selling proposition (USP) is, as said above, a cornerstone of your product positioning and branding efforts. The USP must clearly make a compelling case for the benefit of your product or service to your customers. The USP will be the common thread woven throughout your marketing communications - across everything from advertisements, your website, crm, etc.

Your value proposition in ABM should be highly personalized for each target account. Demonstrate how your information systems solution solves the specific problems of that account, generating a measurable impact on their business. Use case studies and relevant examples to strengthen your proposal.

O que é valor para você pode não ser valor para seu cliente. O valor está ligado ao atendimento das necessidades. O benefício é muito mais forte do que o atributo

A website is the door to your business. I love the Donald Miller method of websites and often tell entrepreneurs to look at what he recommends. Clean header, clear value proposition, list pain points and why your product / service is the solution, user friendly navigation, a strong footer.

Digital não é uma porta de entrada de leads, é o início de uma jornada. Entender as etapas do funil e dizer o que é relevante em cada etapa é o que faz a jornada ser útil e eficaz. Não trate o lead como número, e sim como uma pessoa em busca dos valores relevantes para a decisão de compra.

In Bezug auf die digitale Präsenz ist die Ausrichtung der Inhalte bzw. des Contents auf die Bedürfnisse des Publikums sehr wichtig. Modernes Design, ein intuitives User-Interface und verständliche Sprache bilden den Kern. Die Inhalte von Websiten müssen in jedem Fall suchmaschinentauglich aufbereitet sein, um eine bestmögliche Platzierung in der organischen Suche zu gewährleisten. Auch Web-Accessability ist ein Thema. Die Inhalte auf Social Media Kanälen sollten zur Interaktion und zum Austausch anregen. Dabei helfen Storytelling-Ansätze, die Leben reinbringen. Nutzen Sie verschiedene Formate wie Videos, Animationen oder Streams.

Tener un sitio web no alcanza. Las redes sociales son como las plazas de un pueblo: ahí es donde la gente se junta a charlar y a enterarse de las novedades. Así que tenés que estar activo, compartiendo cosas interesantes, respondiendo preguntas y generando conversación.

Hoje a presença do digital e indispensável para qualquer profissional/empresas. A criação de conteúdo nas plataformas de mídias sociais nos ajuda a criar maior conexão com o nosso público, mas também cria credibilidade em torno da nossa marca.

O mundo está conectado. Sua estratégia pode ser sempre melhorada com a valiosa parceria de outras empresas. Entender suas fraquezas e suas forças torna o processo de melhoria e aprendizado em um importante rumo para buscar parceiros

Atualmente ninguém cresce sozinho no digital. O networking é uma ferramenta poderosa para todos os profissionais. Pós nos ajuda a se conectar com outros profissionais e empresas, é fundamental para o crescimento dentro das comunidades de sistemas de informação

In ABM, networking is more targeted. Identify events where your target customers will be present and prepare to interact with them in a personalized way. Offer valuable insights and tailored solutions to their specific challenges.

¿Sabés por qué el networking es tan importante? Porque te abre un montón de puertas. Podés encontrar socios, clientes, mentores, inversores... Además, vas a estar al tanto de las últimas tendencias y novedades del sector.

O depoimento de clientes atualmente é maior prova social no marketing, o feedback positivo de nossos clientes e melhor elemento a ser suas em nossas estratégias, ou seja, eles servem para destacar a experiência bem sucedida de nossos produtos ou serviços

customer testimonials are even more impactful when they come from accounts similar to the ones you are targeting. Use testimonials from satisfied customers to demonstrate the success of your solution in solving problems similar to those faced by your potential customers.

Unabhängige Kundenstimmen gelten als eine der besten Währungen im Marketing. Im Idealfall gibt es messbare Ergebnisse oder Vorher-/Nachher-Erfahrungswerte, die quantifizierbar und nachvollziehbar sind. So können die persönlichen Eindrücke von Kunden mit solidem Zahlenmaterial untermauert werden, was die Glaubwürdigkeit nochmal deutlich steigert. Je näher die Kundenstimme der gewünschen Branche ist, desto besser. Kundenstimmen von bekannten Marken oder Branchenleadern sind ein weiterer Vorteil, den man unbedingt nutzen sollte.

Pessoas preferem comprar através da experiência de outras pessoas. Extrair de cada cliente as razões de compra e saber como os benefícios do seu produto devem ser destacados. Seu maior trunfo é tornar o seu cliente advogado da sua marca

In the context of ABM, continuous learning is crucial to stay up-to-date on industry trends and the specific needs of each target account. Invest in training and professional development to enhance your ABM skills and deliver the best solutions for your clients.

O aprendizado contínuo é a melhor forma de evolução para qualquer profissional , pós o conhecimento adquirido dessa evolução permite encontrar soluções simples para problema que seriam complexos caso não evoluísses