The Right Things to Say in Cloud Computing Software Lead Generation
September 11, 2012
Grazed from Business2Community. Author: Lawrence Anderson.
It’s not what you say that matters; it’s what your audience hears. This is one of the most salient points raised by Eric Savitz in his Forbes article “Cloud Computing: How Marketers are Alienating CIOs” – a must-read for anyone engaged in cloud computing lead generation. Apparently, a lot of marketers touting cloud platforms are failing to connect with their primary audience – CIOs – due to too much reliance on misaligned messaging methods.
So, how should marketers promote the cloud to their audiences? There are no quick and easy answers to this question, but this article entry looks at the five most important points that your software lead generation content should convey…
There’s no doubt that cloud computing is revolutionizing how businesses think of the IT infrastructure. As such, there has been much hype surrounding its potential. Unfortunately, hype alone isn’t enough to bring the logical, engineering-oriented mindset of many CIOs away from skepticism. But this doesn’t mean evangelizing them would be impossible. You just have to let them hear what they want from you. Here are the RIGHT things to say in your messaging for optimal cloud computing lead generation:
1. Reality. You have to be prepared to address questions from your audiences that aim to de-hype claims about your cloud computing offers. In some lead generation cases, this is fairly simple to overcome; you simply need to highlight the real economic benefits of meeting their IT needs in the cloud and compare with their current systems. The “R” in “RIGHT” also means “relevance,” so don’t overlook that factor with each unique prospect you encounter…
Read more from the source @ http://www.business2community.com/b2b-perspective/the-right-things-to-say-in-cloud-computing-software-lead-generation-0276263