OpenView Blog » Brandon Hickie http://blog.openviewpartners.com A blog focused on agile development, business development strategies, content marketing, corporate venture capital, lead generation and SaaS best practices. Mon, 17 Jun 2013 22:30:31 +0000 en-US hourly 1 http://wordpress.org/?v=3.5.1 Removing the Innovative Shackles of Non-Compete Agreements in MA http://blog.openviewpartners.com/removing-non-compete-agreements-in-ma/ http://blog.openviewpartners.com/removing-non-compete-agreements-in-ma/#comments Thu, 30 May 2013 16:00:15 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=32518 Massachusetts’ enforcement of Non-Compete Agreements is stifling innovation. Why has the state been reluctant to do away with these laws? Help change this!

Removing the Innovative Shackles of Non-Compete Agreements in MA" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/removing-non-compete-agreements-in-ma/feed/ 0 Market Exit Positioning: Lessons from Yahoo’s Acquisition of Tumblr http://blog.openviewpartners.com/market-exit-positioning-lessons-from-yahoos-acquisition-of-tumblr/ http://blog.openviewpartners.com/market-exit-positioning-lessons-from-yahoos-acquisition-of-tumblr/#comments Tue, 21 May 2013 16:44:35 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=33177 Here are six market exit positioning takeaways that startup and expansion-stage companies can learn from Tumblr’s successful market exit.

Market Exit Positioning: Lessons from Yahoo’s Acquisition of Tumblr" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/market-exit-positioning-lessons-from-yahoos-acquisition-of-tumblr/feed/ 4 Purchasing Sample: How Does It Work & What Do You Need To Know? http://blog.openviewpartners.com/purchasing-sample-how-does-it-work-what-do-you-need-to-know/ http://blog.openviewpartners.com/purchasing-sample-how-does-it-work-what-do-you-need-to-know/#comments Mon, 06 May 2013 17:21:10 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=32758 Knowing the vocabulary and how the sample procurement process works will better prepare you for purchasing sample fulfill your fulfilling your research study goals.

Purchasing Sample: How Does It Work & What Do You Need To Know?" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/purchasing-sample-how-does-it-work-what-do-you-need-to-know/feed/ 0 B2B Market Research: When to Buy Sample http://blog.openviewpartners.com/b2b-market-research-when-to-buy-sample/ http://blog.openviewpartners.com/b2b-market-research-when-to-buy-sample/#comments Thu, 25 Apr 2013 20:28:43 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=32082 Let's break down how purchasing sample works and what factors will determine if you should consider purchasing sample for your B2B market research project.

B2B Market Research: When to Buy Sample" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/b2b-market-research-when-to-buy-sample/feed/ 0 B2B Market Research Recruitment Difficulty: Try Zintro.com http://blog.openviewpartners.com/b2b-market-research-recruitment-difficulty-try-zintro-com/ http://blog.openviewpartners.com/b2b-market-research-recruitment-difficulty-try-zintro-com/#comments Wed, 17 Apr 2013 12:30:49 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=32073 If you are looking for interview subjects for your next B2B market research project you might consider Zintro.com. This quick overview explains how it works and what factors will determine whether it is the right tool for you.

B2B Market Research Recruitment Difficulty: Try Zintro.com" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/b2b-market-research-recruitment-difficulty-try-zintro-com/feed/ 0 6 Tactics for Recruiting Research Participants http://blog.openviewpartners.com/6-tactics-for-recruiting-research-participants/ http://blog.openviewpartners.com/6-tactics-for-recruiting-research-participants/#comments Wed, 10 Apr 2013 17:06:08 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=31885 Recruiting research participants for B2B market segmentation and buyer research isn't always easy, but six tactics can help.

6 Tactics for Recruiting Research Participants" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/6-tactics-for-recruiting-research-participants/feed/ 0 B2B Customer Segmentation: Win Loss Analysis by Firmographics http://blog.openviewpartners.com/b2b-customer-segmentation-win-loss-analysis-by-firmographics/ http://blog.openviewpartners.com/b2b-customer-segmentation-win-loss-analysis-by-firmographics/#comments Thu, 21 Mar 2013 11:30:49 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=31250 This step-by-step guide will walk you through conducting a win loss analysis by firmographics to quickly identify potential segmentation characteristics and/or inform your company's target segmentation decisions.

B2B Customer Segmentation: Win Loss Analysis by Firmographics" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/b2b-customer-segmentation-win-loss-analysis-by-firmographics/feed/ 0 B2B Customer Segmentation: Customer Tenure Analysis by Firmographics http://blog.openviewpartners.com/b2b-customer-segmentation-customer-tenure-analysis-by-firmographics/ http://blog.openviewpartners.com/b2b-customer-segmentation-customer-tenure-analysis-by-firmographics/#comments Wed, 13 Mar 2013 17:11:27 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=31077 Last week, I explained how a combination of monthly recurring revenue (MRR) and monthly recurring cost (MRC) analyses of your customers can be used to identify a target segment.  In that post, I also shared a step-by-step guide on how to set-up and execute these types of analysis. This week, I will explain how to…

B2B Customer Segmentation: Customer Tenure Analysis by Firmographics" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/b2b-customer-segmentation-customer-tenure-analysis-by-firmographics/feed/ 0 B2B Customer Segmentation: Monthly Recurring Revenue and Cost Analyses http://blog.openviewpartners.com/b2b-customer-segmentation-monthly-recurring-revenue-and-cost-analyses/ http://blog.openviewpartners.com/b2b-customer-segmentation-monthly-recurring-revenue-and-cost-analyses/#comments Tue, 05 Mar 2013 19:18:40 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=30678 An overview on how monthly recurring revenue and cost analyses can be used for B2B customer segmentation, including a guide for executing these types of analyses.

B2B Customer Segmentation: Monthly Recurring Revenue and Cost Analyses" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/b2b-customer-segmentation-monthly-recurring-revenue-and-cost-analyses/feed/ 0 B2B Customer Segmentation Approaches: Census Composition Analysis http://blog.openviewpartners.com/b2b-customer-segmentation-approaches-census-composition-analysis/ http://blog.openviewpartners.com/b2b-customer-segmentation-approaches-census-composition-analysis/#comments Tue, 26 Feb 2013 13:30:42 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=30397 A quick overview on what a census composition analysis is and how it can be used to gather quick B2B Customer Segmentation insights.

B2B Customer Segmentation Approaches: Census Composition Analysis" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/b2b-customer-segmentation-approaches-census-composition-analysis/feed/ 0 B2B Customer Segmentation: 6 Ways to Quickly Identify Target Market http://blog.openviewpartners.com/b2b-customer-segmentation-6-ways-to-quickly-identify-target-market/ http://blog.openviewpartners.com/b2b-customer-segmentation-6-ways-to-quickly-identify-target-market/#comments Tue, 19 Feb 2013 19:28:55 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=30231 6 one-off B2B customer segmentation exercises that B2B companies can do to quickly identify potential segmentation characteristics.

B2B Customer Segmentation: 6 Ways to Quickly Identify Target Market" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/b2b-customer-segmentation-6-ways-to-quickly-identify-target-market/feed/ 0 Exit Opportunities: Leveraging Potential Acquirer Emotions http://blog.openviewpartners.com/exit-opportunities-leveraging-potential-acquirer-emotions/ http://blog.openviewpartners.com/exit-opportunities-leveraging-potential-acquirer-emotions/#comments Tue, 05 Feb 2013 20:30:45 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=29973 Leveraging these four potential acquirer emotions can help you better position your company to take advantage of exit opportunities.

Exit Opportunities: Leveraging Potential Acquirer Emotions" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/exit-opportunities-leveraging-potential-acquirer-emotions/feed/ 0 Market Exit Strategy 101: Leveraging Partner and Product Ecosystems http://blog.openviewpartners.com/market-exit-strategy-101-leveraging-partner-and-product-ecosystems/ http://blog.openviewpartners.com/market-exit-strategy-101-leveraging-partner-and-product-ecosystems/#comments Tue, 29 Jan 2013 14:30:36 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=29709 3 tips on developing market exit opportunities before you are seriously looking to exit. This is a continuation of market exit strategy 101 series.

Market Exit Strategy 101: Leveraging Partner and Product Ecosystems" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/market-exit-strategy-101-leveraging-partner-and-product-ecosystems/feed/ 0 Market Exit Strategy 101: Be Prepared for the Opportunity http://blog.openviewpartners.com/market-exit-strategy-101-be-prepared-for-the-opportunity/ http://blog.openviewpartners.com/market-exit-strategy-101-be-prepared-for-the-opportunity/#comments Tue, 22 Jan 2013 15:00:42 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=29289 5 market exit strategy tips to maximize the probability of an inbound opportunity becoming an offer.

Market Exit Strategy 101: Be Prepared for the Opportunity" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/market-exit-strategy-101-be-prepared-for-the-opportunity/feed/ 0 2013 Blogging Plans http://blog.openviewpartners.com/2013-blogging-plans/ http://blog.openviewpartners.com/2013-blogging-plans/#comments Mon, 14 Jan 2013 17:35:05 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=28999 As a reader of several business blogs, I have come to appreciate bloggers that foreshadow their plans for what they plan to write in the upcoming weeks and months. It allows me as a reader to set my expectations and get excited about upcoming entries in the year to come. Over the past year, I…

2013 Blogging Plans" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/2013-blogging-plans/feed/ 0 2012 Blogging Year in Review: A Look at My Top 6 Posts/Series http://blog.openviewpartners.com/2012-blogging-year-in-review-look-at-my-top-6-posts-series/ http://blog.openviewpartners.com/2012-blogging-year-in-review-look-at-my-top-6-posts-series/#comments Sat, 05 Jan 2013 14:00:15 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=28938 Highlights from my 2012 blogging efforts: Now that 2012 has come to an end, I would like to share some highlights with you from last year’s blogging efforts.  My blog amassed 44,367 page views this year. That’s a 253% increase over the previous year. The main topics I covered last year were: Lost Customer Research…

2012 Blogging Year in Review: A Look at My Top 6 Posts/Series" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/2012-blogging-year-in-review-look-at-my-top-6-posts-series/feed/ 0 6 More Targeted User Education Tactics to Try http://blog.openviewpartners.com/6-more-targeted-user-education-tactics-to-try/ http://blog.openviewpartners.com/6-more-targeted-user-education-tactics-to-try/#comments Wed, 26 Dec 2012 16:01:17 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=28484 Last week, I shared  six innovative targeted user education tactics that B2B software companies are using to drive increased levels of customer satisfaction. This week, I will share six additional targeted user education tactics that your company can try out to drive higher levels of product functionality utilization and customer satisfaction. Create friendly and fun…

6 More Targeted User Education Tactics to Try" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/6-more-targeted-user-education-tactics-to-try/feed/ 0 6 Targeted User Education Tactics: Ready for Adoption http://blog.openviewpartners.com/6-targeted-user-education-tactics-ready-for-adoption/ http://blog.openviewpartners.com/6-targeted-user-education-tactics-ready-for-adoption/#comments Fri, 07 Dec 2012 21:33:36 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=27871 Last week, I shared a post explaining why under-funding targeted user education and customer marketing can lead to customer retention and long-term profitability issues. This week, I will share six targeted user education tactics that some innovative companies are using to drive increased levels of customer satisfaction. These tactics require different levels of sophistication that may…

6 Targeted User Education Tactics: Ready for Adoption" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/6-targeted-user-education-tactics-ready-for-adoption/feed/ 0 Targeted User Education: A Customer Experience Differentiator http://blog.openviewpartners.com/targeted-user-education-a-customer-experience-differentiator/ http://blog.openviewpartners.com/targeted-user-education-a-customer-experience-differentiator/#comments Tue, 04 Dec 2012 03:12:16 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=27529 Last week, I shared a post explaining why a proactive customer service strategy is the only option for startups and expansion stage companies.  This week, I will explain why under-funding  targeted user education and customer marketing can lead to customer retention and long-term profitability issues. Marketing misperceptions can be costly. Acquiring new customers is expensive…

Targeted User Education: A Customer Experience Differentiator" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/targeted-user-education-a-customer-experience-differentiator/feed/ 0 Customer Dissatisfaction: Why Containment Is Not An Option http://blog.openviewpartners.com/customer-dissatisfaction-why-containment-is-not-an-option/ http://blog.openviewpartners.com/customer-dissatisfaction-why-containment-is-not-an-option/#comments Fri, 23 Nov 2012 18:11:15 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=27136 Customer service is often an under-appreciated function in a business. Consequently, it is also under-invested in by start-ups and expansion stage companies. This often leads to younger companies adopting reactive customer service strategies that do not prioritize finding ways to systematically reduce customer dissatisfaction and, rather, just try to contain customer service issues. This approach…

Customer Dissatisfaction: Why Containment Is Not An Option" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/customer-dissatisfaction-why-containment-is-not-an-option/feed/ 0 How to Set Up a Content Audit http://blog.openviewpartners.com/how-to-set-up-a-content-audit/ http://blog.openviewpartners.com/how-to-set-up-a-content-audit/#comments Mon, 19 Nov 2012 20:08:47 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=26978 A content audit can help you identify, evaluate, and map the content your company produces to appropriate stages in your target audience's buyer journey.

How to Set Up a Content Audit" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/how-to-set-up-a-content-audit/feed/ 1 Content Audit: What It Is and Its Purpose in Content Marketing http://blog.openviewpartners.com/content-audit-what-it-is-and-its-purpose-in-content-marketing/ http://blog.openviewpartners.com/content-audit-what-it-is-and-its-purpose-in-content-marketing/#comments Fri, 09 Nov 2012 20:12:41 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=26698 Last week, I shared how to develop a content matrix to support a buyer persona focused B2B content marketing strategy. This week, I will describe what a content audit is and explain its role in a B2B buyer persona focused content marketing strategy.

Content Audit: What It Is and Its Purpose in Content Marketing" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/content-audit-what-it-is-and-its-purpose-in-content-marketing/feed/ 0 How to Develop a Content Matrix: A Step-By-Step Guide http://blog.openviewpartners.com/how-to-develop-a-content-matrix-a-step-by-step-guide/ http://blog.openviewpartners.com/how-to-develop-a-content-matrix-a-step-by-step-guide/#comments Mon, 05 Nov 2012 17:00:57 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=26494 Last  week, I shared what a content matrix is and explained its purpose in a content marketing program. This week, I will share how to develop a content matrix to support a buyer persona focused B2B content marketing strategy and use it as a tool to ensure that content creators are focused on producing content…

How to Develop a Content Matrix: A Step-By-Step Guide" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/how-to-develop-a-content-matrix-a-step-by-step-guide/feed/ 4 Content Matrix: What It Is and Why It Matters in Content Marketing http://blog.openviewpartners.com/content-matrix-what-it-is-and-why-it-matters-in-content-marketing/ http://blog.openviewpartners.com/content-matrix-what-it-is-and-why-it-matters-in-content-marketing/#comments Tue, 30 Oct 2012 13:00:14 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=26421 Last  week, I shared why “Thinking About B2B Content Marketing Through the Lens of the Buyer” can drastically increase the return on investment of content creation activities and help better manage the content side of the marketing budget. This week, I will share what a content matrix is and explain its purpose in a content…

Content Matrix: What It Is and Why It Matters in Content Marketing" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/content-matrix-what-it-is-and-why-it-matters-in-content-marketing/feed/ 4 Thinking About B2B Content Marketing Through The Lens of the Buyer http://blog.openviewpartners.com/thinking-about-b2b-content-marketing-through-the-lens-of-the-buyer/ http://blog.openviewpartners.com/thinking-about-b2b-content-marketing-through-the-lens-of-the-buyer/#comments Tue, 23 Oct 2012 20:00:55 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=25813 Last week, I shared 5 Reasons Why Buyer Personas are Useful for B2B Content Marketing.  Prior to that, I wrote a 3-part series on how to effectively develop and utilize a B2B buyer persona framework. In that series, I stressed the importance of identifying behavioral factors — rather than just demographic factors — that influence the way an…

Thinking About B2B Content Marketing Through The Lens of the Buyer" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/thinking-about-b2b-content-marketing-through-the-lens-of-the-buyer/feed/ 0 5 Reasons Why Buyer Personas are Useful for Content Marketing http://blog.openviewpartners.com/5-reasons-why-buyer-personas-are-useful-for-content-marketing/ http://blog.openviewpartners.com/5-reasons-why-buyer-personas-are-useful-for-content-marketing/#comments Mon, 15 Oct 2012 16:05:03 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=25701 If your content isn't speaking directly to your buyers and specifically addressing their needs you're wasting your time. In this post Brandon explains why all content marketing efforts should start with crafting well-informed buyer personas.

5 Reasons Why Buyer Personas are Useful for Content Marketing" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/5-reasons-why-buyer-personas-are-useful-for-content-marketing/feed/ 1 How to Build a B2B Buyer Persona Framework http://blog.openviewpartners.com/how-to-build-a-b2b-buyer-persona-framework/ http://blog.openviewpartners.com/how-to-build-a-b2b-buyer-persona-framework/#comments Mon, 08 Oct 2012 16:29:48 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=25435 This is the third and final post in a series of blog entries on how to effectively develop and utilize a B2B buyer persona framework. In the first two installments, I shared posts explaining: What a buyer persona framework is and its purpose in a B2B environment; and How to think about B2B buyers and…

How to Build a B2B Buyer Persona Framework" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/how-to-build-a-b2b-buyer-persona-framework/feed/ 0 B2B Buyer Persona: Understanding How to Think About B2B Buyers http://blog.openviewpartners.com/b2b-buyer-persona-understanding-how-to-think-about-b2b-buyers/ http://blog.openviewpartners.com/b2b-buyer-persona-understanding-how-to-think-about-b2b-buyers/#comments Mon, 01 Oct 2012 17:39:56 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=25317 Last week, I shared a post explaining what a buyer persona framework is and its purpose in a B2B sales environment. This week, I will discuss how to think about B2B buyers and walk you through a model for identifying B2B buyer personas. What Makes B2B Buyers Different?  B2B buyers are different from B2C buyers, as…

B2B Buyer Persona: Understanding How to Think About B2B Buyers" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/b2b-buyer-persona-understanding-how-to-think-about-b2b-buyers/feed/ 0 Buyer Persona Framework: What Is Its Purpose in a B2B Environment? http://blog.openviewpartners.com/buyer-persona-framework-its-purpose-in-a-b2b-environment/ http://blog.openviewpartners.com/buyer-persona-framework-its-purpose-in-a-b2b-environment/#comments Fri, 21 Sep 2012 19:59:54 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=24801 This blog post is the first of a three-part series on utilizing buyer persona frameworks in a B2B environment. This week’s post explains what a buyer persona framework is and its purpose in a B2B environment. What is a Buyer Persona? A buyer persona is a description of an individual or group of individuals who…

Buyer Persona Framework: What Is Its Purpose in a B2B Environment?" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/buyer-persona-framework-its-purpose-in-a-b2b-environment/feed/ 1 How to Deal With An Underperforming Team? http://blog.openviewpartners.com/how-to-deal-with-an-underperforming-team/ http://blog.openviewpartners.com/how-to-deal-with-an-underperforming-team/#comments Fri, 14 Sep 2012 19:54:34 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=24444 What a team looks like on paper does not equal how it performs as a cohesive unit. Sometimes you get a team that outperforms the aggregate of its parts and other times you get an underperforming team that does not produce as expected. Managing an underperforming team takes patience and objectivity. In this post, I…

How to Deal With An Underperforming Team?" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/how-to-deal-with-an-underperforming-team/feed/ 0 At-Risk Customer Profiling: A Tool to Boost Customer Retention http://blog.openviewpartners.com/at-risk-customer-profiling-a-tool-to-boost-customer-retention/ http://blog.openviewpartners.com/at-risk-customer-profiling-a-tool-to-boost-customer-retention/#comments Mon, 10 Sep 2012 20:13:07 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=24345 Over the last several weeks, I have been writing about how to plan-out, set-up, and execute a one-time or recurring lost customer research project. In this series, I’ve discussed the importance of setting-up an automated lost customer survey to track trends in the reasons for these losses. This week, I will share how your company…

At-Risk Customer Profiling: A Tool to Boost Customer Retention" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/at-risk-customer-profiling-a-tool-to-boost-customer-retention/feed/ 0 How to Determine Minimum Sample Size Needs: Lost Customer Research http://blog.openviewpartners.com/how-to-determine-minimum-sample-size-needs-lost-customer-research/ http://blog.openviewpartners.com/how-to-determine-minimum-sample-size-needs-lost-customer-research/#comments Wed, 05 Sep 2012 20:33:36 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=24137 Last week, I shared a pair of lost customer survey and in-depth interview invitation templates. This week, I will provide a process to determine minimum sample size needs for your lost customer research project. Why is it important to determine minimum sample size needs? Resources are limited within all organizations, so being able to identify…

How to Determine Minimum Sample Size Needs: Lost Customer Research" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/how-to-determine-minimum-sample-size-needs-lost-customer-research/feed/ 0 Lost Customer Survey Invitation Template http://blog.openviewpartners.com/lost-customer-survey-invitation-template/ http://blog.openviewpartners.com/lost-customer-survey-invitation-template/#comments Tue, 28 Aug 2012 21:39:28 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=23861 Last week, I shared 10 automated lost customer survey design tips. This week, I will share an example of an automated lost customer survey invitation and an in-depth lost customer interview invitation. These templates are set up for easy conversion into a mail merge template in case your company does not have a CRM set…

Lost Customer Survey Invitation Template" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/lost-customer-survey-invitation-template/feed/ 1 10 Automated Lost Customer Survey Design Tips http://blog.openviewpartners.com/10-automated-lost-customer-survey-design-tips/ http://blog.openviewpartners.com/10-automated-lost-customer-survey-design-tips/#comments Mon, 20 Aug 2012 20:04:54 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=23702 Last week, I shared 4 tips to consider when setting-up an automated lost customer survey in SalesForce. This week, I will share 10 automated lost customer survey design tips. Below are 10 survey design tips for building an effective automated lost customer survey: Ask all of your lost customers to complete an automated lost customer…

10 Automated Lost Customer Survey Design Tips" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/10-automated-lost-customer-survey-design-tips/feed/ 0 Automated Lost Customer Survey: Salesforce.com Set-up Factors to Consider http://blog.openviewpartners.com/automated-lost-customer-survey-salesforce-com-set-up-factors-to-consider/ http://blog.openviewpartners.com/automated-lost-customer-survey-salesforce-com-set-up-factors-to-consider/#comments Tue, 14 Aug 2012 17:07:42 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=23512 Last week, I shared six commonly used lost customer research question types and discussed how each type can be used in designing an in-depth online or telephone lost customer research survey. In that post, I also established that it is important to gather contextual information about why each lost customer canceled their contracts at the…

Automated Lost Customer Survey: Salesforce.com Set-up Factors to Consider" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/automated-lost-customer-survey-salesforce-com-set-up-factors-to-consider/feed/ 0 6 Lost Customer Research Question Types http://blog.openviewpartners.com/6-lost-customer-research-question-types/ http://blog.openviewpartners.com/6-lost-customer-research-question-types/#comments Mon, 06 Aug 2012 13:30:52 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=23281 Over the last 2 weeks, I have written a series of blog posts on project planning and research design factors to consider when setting-up a lost customer research project. In this post, I will share six commonly used lost customer research question types. The types of questions that you choose to ask your lost customers…

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]]> http://blog.openviewpartners.com/6-lost-customer-research-question-types/feed/ 0 Lost Customer Research: 7 Research Design Factors to Consider http://blog.openviewpartners.com/lost-customer-research-7-research-design-factors-to-consider/ http://blog.openviewpartners.com/lost-customer-research-7-research-design-factors-to-consider/#comments Mon, 30 Jul 2012 18:24:23 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=23117 Last week, I wrote a blog post on six lost customer research project planning tips. This week, I will share seven research design factors your company should also consider in planning out and setting up a lost customer research initiative. 1) Phone surveys have substantially higher response rates than online surveys, so they are a…

Lost Customer Research: 7 Research Design Factors to Consider" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/lost-customer-research-7-research-design-factors-to-consider/feed/ 0 Lost Customer Research: 6 Project Planning Tips http://blog.openviewpartners.com/lost-customer-research-6-project-planning-tips/ http://blog.openviewpartners.com/lost-customer-research-6-project-planning-tips/#comments Tue, 24 Jul 2012 12:30:50 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=22983 Last week, I wrote a blog post on five facts your company should consider when determining whether or not a lost customer research project is a worthwhile investment of your resources. This week, I will share six lost customer research project planning tips. Before launching a lost customer research initiative, you should come up with…

Lost Customer Research: 6 Project Planning Tips" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/lost-customer-research-6-project-planning-tips/feed/ 0 Lost Customer Research: 5 Business Benefits http://blog.openviewpartners.com/lost-customer-research-5-business-benefits/ http://blog.openviewpartners.com/lost-customer-research-5-business-benefits/#comments Mon, 16 Jul 2012 16:00:41 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=22605 Last week, I wrote a blog post on five facts your company should consider when determining whether or not a lost customer research project is a worthwhile investment of your resources.  This week, I will share five business benefits of launching a lost customer research initiative. Improving your company’s understanding of its former customers will…

Lost Customer Research: 5 Business Benefits" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/lost-customer-research-5-business-benefits/feed/ 0 Lost Customer Research: 5 Facts to Consider Before Launching Initiative http://blog.openviewpartners.com/lost-customer-research-5-facts-to-consider-before-launching-initiative/ http://blog.openviewpartners.com/lost-customer-research-5-facts-to-consider-before-launching-initiative/#comments Tue, 10 Jul 2012 17:49:38 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=22555 Last week, I wrote a blog post on what lost customer research is, why it is a useful market research tool, and when companies should consider launching this type of initiative. This week, I will share five facts your company should consider when determining whether or not a lost customer research project is a worthwhile…

Lost Customer Research: 5 Facts to Consider Before Launching Initiative" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/lost-customer-research-5-facts-to-consider-before-launching-initiative/feed/ 0 Lost Customer Research: What Is It and When Is It Necessary http://blog.openviewpartners.com/lost-customer-research-what-is-it-and-when-is-it-necessary/ http://blog.openviewpartners.com/lost-customer-research-what-is-it-and-when-is-it-necessary/#comments Fri, 29 Jun 2012 19:30:06 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=22111 Blog post explaining when and why a company should consider launching a lost customer research initiative.

Lost Customer Research: What Is It and When Is It Necessary" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/lost-customer-research-what-is-it-and-when-is-it-necessary/feed/ 3 Why Complicating User Account Cancellation Process Is A Losing Strategy? http://blog.openviewpartners.com/why-complicating-user-account-cancellation-process-is-a-losing-strategy/ http://blog.openviewpartners.com/why-complicating-user-account-cancellation-process-is-a-losing-strategy/#comments Thu, 21 Jun 2012 16:54:30 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=21657 As you probably know if you follow my blog, from time to time I share tips about customer experience management for startup and expansion stage businesses. I also occasionally share horror stories to help demonstrate what not to do. This week, I am going to share advice on why making your user account cancellation process…

Why Complicating User Account Cancellation Process Is A Losing Strategy?" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/why-complicating-user-account-cancellation-process-is-a-losing-strategy/feed/ 0 iPad Marketing Strategy: Why Competitive Advantages Should Steer Strategy http://blog.openviewpartners.com/ipad-marketing-strategy-why-competitive-advantages-should-steer-strategy/ http://blog.openviewpartners.com/ipad-marketing-strategy-why-competitive-advantages-should-steer-strategy/#comments Mon, 18 Jun 2012 19:09:01 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=21509 Marketing strategy success is the result of being able to pinpoint your company’s competitive advantages in a given market and identify an effective marketing strategy to tie these factors together. This blog post provides a case study of how Apple did just that by building its 3rd generation Apple iPad marketing strategy around its competitive…

iPad Marketing Strategy: Why Competitive Advantages Should Steer Strategy" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/ipad-marketing-strategy-why-competitive-advantages-should-steer-strategy/feed/ 0 Enterprise Customer Market Segmentation: A Guide for Limited Customer Data http://blog.openviewpartners.com/enterprise-customer-market-segmentation-a-guide-for-limited-customer-data/ http://blog.openviewpartners.com/enterprise-customer-market-segmentation-a-guide-for-limited-customer-data/#comments Thu, 07 Jun 2012 21:59:36 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=21156 Going after enterprise customers is often a tempting strategy for startup and expansion stage companies because the contract sizes offer huge returns to efforts and enable companies to generate high revenue levels with only a limited number of customers. However, these customers also tend to be some of the most competitive and expensive deals to…

Enterprise Customer Market Segmentation: A Guide for Limited Customer Data" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/enterprise-customer-market-segmentation-a-guide-for-limited-customer-data/feed/ 0 Decision-Making Under Uncertainty: Key to Successful Startup Leadership http://blog.openviewpartners.com/decisionmaking-uncertainty-key-successful-startup-leadership/ http://blog.openviewpartners.com/decisionmaking-uncertainty-key-successful-startup-leadership/#comments Thu, 24 May 2012 17:49:29 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=20670 Decision-making under uncertainty is difficult. No sincere leader or successful business person will tell you otherwise, but most successful leaders in the startup or expansion stage marketplace have found a way to identify the minimum level of information necessary to make a well-thought-out decision on a regular basis and maintain composure while doing so. The…

Decision-Making Under Uncertainty: Key to Successful Startup Leadership" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/decisionmaking-uncertainty-key-successful-startup-leadership/feed/ 0 Why Having a Unified Defect Tracking Process Matters http://blog.openviewpartners.com/why-having-a-unified-defect-tracking-process-matters/ http://blog.openviewpartners.com/why-having-a-unified-defect-tracking-process-matters/#comments Tue, 15 May 2012 21:45:33 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=20707 A defect tracking process is a critical component of product development and application lifecycle management, as customers and users are often the first people to identify problems. Frequently, they share these issues with customer support people and other times they share these issues with sales people. Many companies struggle to effectively capture this information in…

Why Having a Unified Defect Tracking Process Matters" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/why-having-a-unified-defect-tracking-process-matters/feed/ 0 Brand Influence: Is Your Company Maximizing the Return on Its Efforts? http://blog.openviewpartners.com/brand-influence-is-your-company-maximizing-the-return-on-its-efforts/ http://blog.openviewpartners.com/brand-influence-is-your-company-maximizing-the-return-on-its-efforts/#comments Tue, 15 May 2012 18:01:00 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=19954 Over the last 4 weeks, I have written a series of posts on how to measure an individual’s online influence and provided tips to improve your return on investment in the Blogging, Tweeting and LinkedIn influence channels. This week, I will shift my focus to online brand influence. Earlier today, OpenView released the second of…

Brand Influence: Is Your Company Maximizing the Return on Its Efforts?" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/brand-influence-is-your-company-maximizing-the-return-on-its-efforts/feed/ 0 LinkedIn Influence: How to Maximize the Return on Your LinkedIn Efforts http://blog.openviewpartners.com/linkedin-influence-how-to-maximize-the-return-on-your-linkedin-efforts/ http://blog.openviewpartners.com/linkedin-influence-how-to-maximize-the-return-on-your-linkedin-efforts/#comments Fri, 04 May 2012 19:45:16 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=19843 Over the last 3 weeks, I have written a series of blog posts challenging common practices for measuring online influence and offering advice on how to maximize influence in the Twitter and blogging channels. This week, I will share 12 tips to increase your LinkedIn influence. LinkedIn is often an underutilized influence channel. Many influencers…

LinkedIn Influence: How to Maximize the Return on Your LinkedIn Efforts" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/linkedin-influence-how-to-maximize-the-return-on-your-linkedin-efforts/feed/ 0 Twitter Influence: How to Maximize the Return on Your Tweeting Efforts http://blog.openviewpartners.com/twitter-influence-how-to-maximize-the-return-on-your-tweeting-efforts/ http://blog.openviewpartners.com/twitter-influence-how-to-maximize-the-return-on-your-tweeting-efforts/#comments Thu, 26 Apr 2012 20:10:18 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=19468 Last week, I wrote a blog post on How to Maximize the Return on Your Blogging Efforts. This week, I will share 11 tips to increase your twitter influence. Twitter influence is often misunderstood as simply having massive follower numbers. However, a large number of followers does not always translate well into large reader appeal…

Twitter Influence: How to Maximize the Return on Your Tweeting Efforts" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/twitter-influence-how-to-maximize-the-return-on-your-tweeting-efforts/feed/ 3 Blog Influence: How to Maximize the Return on Your Blogging Efforts http://blog.openviewpartners.com/blog-influence-how-to-maximize-the-return-on-your-blogging-efforts/ http://blog.openviewpartners.com/blog-influence-how-to-maximize-the-return-on-your-blogging-efforts/#comments Fri, 20 Apr 2012 17:08:01 +0000 Brandon Hickie http://blog.openviewpartners.com/?p=19248 8 tips to increase your blog influence by increasing blog subscribership and level of influence amongst your readers.

Blog Influence: How to Maximize the Return on Your Blogging Efforts" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/blog-influence-how-to-maximize-the-return-on-your-blogging-efforts/feed/ 4