Posted by Peter Raulerson on Fri, Jun 06, 2008 @ 10:40 AM
“Trying to go to market without a detailed route map is like driving cross-country with no directions - the motion feels good until you realize it’s taking longer than you expected and the scenery looks familiar. This book distills the authors’ methodology and best practices and clarifies how marketing and sales can pivot from abstract segmentation and go-to-market planning to pragmatic and tangible implementation steps. Big impact on marketing and sales productivity.”
– Eugene Lee, CEO, Socialtext, Inc., formerly VP Worldwide Small/Medium Business Marketing, Cisco Systems, Inc.
Posted by Peter Raulerson on Sun, Jun 01, 2008 @ 12:49 PM
“Technology innovation is not limited to the lab or the manufacturing process. Successfully marketing new technologies is about understanding change and helping customers adopt a new technology to create significant business value. RTM is a practical roadmap for maximizing revenue and profitability throughout the entire product life cycle. This book is a must read for anyone looking to drive technology adoption in today’s evolving markets.”
– Joan Jacobs, Executive Director of Itanium Solutions Alliance, formerly Global Alliance Director, Hewlett-Packard
Posted by Peter Raulerson on Sun, Jun 01, 2008 @ 09:46 AM
“Routes-to-Market is a great tool for driving expansion into new markets and distribution channels. It also gets all of the management team on the same agenda. RTM has had a very positive impact at Plantronics.”
– Ken Kannappan, President & CEO, Plantronics, Inc.
Posted by Peter Raulerson on Sun, Jun 01, 2008 @ 02:57 AM
“Routes-to-Market came as a breakthrough for IBM at a very challenging time in our industry. It had a big impact on our bottom line by enabling us to grow sales with a much more cost-effective mix of selling resources. Many companies need to solve that challenge today, before their competitors do. This book shows how to do it.”
– Ned Lautenbach, formerly Senior Vice President-Worldwide Sales & Services, IBM
Posted by Peter Raulerson on Sat, May 31, 2008 @ 11:58 AM
“A key challenge in dynamic and fast changing markets is getting marketing and sales aligned. This book shows how to do this effectively and drive tactical execution better to achieve a dramatic increase in marketing and sales productivity.”
– Ravi Venkatesan, Chairman of Microsoft Corporation (India)
Posted by Peter Raulerson on Sat, May 31, 2008 @ 09:12 AM
“The greatest need in many companies today is finding a way to maximize their return on investments in products, people and services. In today’s global marketplace of intense competition this has become increasingly difficult to accomplish. Routes-to-Market is a very smart way to make key decisions in marketing and sales — from packaging to demand generation to distribution — to maximize revenue and profitability throughout the product life cycle. Use of a consistent, effective process like Routes-to-Market is key to delivering the revenue and profitability all companies strive to achieve. At HaloSource, we used this process to rework our SeaKlear line of Water Treatment Solutions and have seen consistent, stronger than industry growth in revenue, margins and overall profitability for the past three years.”
– Rick Lockett, Vice President, Water Treatment, HaloSource, Inc.
Posted by Peter Raulerson on Fri, May 30, 2008 @ 11:04 AM
“We have conducted over 450 Routes-to-Market workshops over the last 10 years with companies of all sizes, from multinational giants to local technology solutions providers, application vendors and system integrators. RTM methodology and tools have been truly transformational for these companies and driven incremental revenues and profits for them. RTM has helped executives align their channels more effectively, interlock sales and marketing to recruit new customers productively, gain speed to market, and redirect their spending to the most qualified opportunities to generate sustainable growth. Building Routes to Customers explains how the RTM methodology works and translates into tactical actions that have driven measurable bottom line results.”
– Dhun Zwirble & John Skinner, Co-Founders, Alliances & Channels, LLC
Posted by Peter Raulerson on Tue, May 27, 2008 @ 08:30 AM
“Most technology companies today seek the magic pill that engenders a productive partner ecosystem. As no such pill exists, leadership must draw a map to the customer through means that are not always obvious. Building Routes to Customers illuminates the fundamentals for doing this, based on years of success creating some of today’s most effective partner programs.”
– Lee Finck, formerly VP of Channels, F5 Networks, Inc.
Posted by Peter Raulerson on Mon, May 26, 2008 @ 09:11 AM
“This book is immensely valuable read. It outlines practical and executable strategies to accelerate and deepen market penetration and success. Our company is seeing powerful results as we begin to implement them. The authors bring their experience and analysis to communicate very tangible steps toward capturing the customer and creating a market win. I highly recommend it.”
– Michael Forney, President, Rosetta Solutions, Inc.
Posted by Peter Raulerson on Fri, May 23, 2008 @ 09:19 AM
“At Adobe we spent millions of dollars with consultants, both large and small. In most cases, a few months later, you couldn’t remember the work they did. RTM was simple yet powerful and had lasting value to the company. It made it possible for each product manager to apply the correct resources and achieve an excellent ROI. Companies without this kind of methodology are flying blind.”
– Kyle Mashima, VP of Strategic Development, Visible Measures Corp., formerly VP of Strategic Development, Adobe Systems Incorporated