Studies show that 74% of B2B technology deals go to the seller who brings the most buyer insight and helps form the buying vision. You can only achieve this with in-depth buyer research. Buying ERP is a Complex Process The process for buying an ERP platform is complex. Buyers need to know a lot about […]

The Company That Understands The Customer Best, Wins Many companies believe that buyer persona (or voice of the customer) research is only useful for marketing. But really, your entire organization needs to have a deep understanding of your customers. These insights can have an enormous impact on a firm’s overall success.  Buyer research contributes market […]

A niche strategy can have a dramatic impact on the growth of your Acumatica practice. Every week, I talk with Acumatica partners about the need to focus on a niche. Any small business will benefit from targeting niches, and this is especially true for Acumatica partners. But most of partners worry that a niche focus […]

Creating targeted content for a specific audience makes a huge difference in marketing results. Last week, an Acumatica partner asked me why they’re not attracting Acumatica leads. They hired a marketing agency to write weekly blog posts and promote them via social media. But the traffic to the partner’s site is still low, and the […]

The 5 operating conditions necessary for scale are a recipe to help a post-startup business grow into 8 figures of revenue and hit mid-market stability.