1. B2B Customer Content Operations Manifesto

      The custom content business is a difficult business. It’s a difficult business due to the economics of the underlying content operations model, as well as poor inputs from inefficient clients. If you’re a B2B CMO pursuing content dependent strategies such as content marketing, automated lead generation and nurturing, sales and channel enablement (among others), you are now in that business. Agencies and production companies that produce good work products, and are profitable, do so by exploiting poor inputs and inefficient clients. And clients pay dearly for this. The primary mechanisms they use to do this are to charge for: Strategy Creative Retainers (agency of record or annual contracts) Change orders These mechanisms are not available to you with your internal content operations. Which means you’re left with all the negatives. This is why you (and most content marketers) struggle to: produce a constant stream of audience (buyer) relevant content … in the many...
  2. Conversation Support Competency for Content Strategy

      Target Audiences:  VP of Marketing / CMO VP Sales Product Marketing Sales Enablement  Purpose:  Introduce a new perspective and suggested approach to improve customer conversations and content, as well as the productivity, effectiveness and efficiency of marketing, sales and content development teams. Topics:  Conversations and content creation require common inputs Why make individuals have to figure out universal inputs Design conversations, develop universal inputs, and deploy inventories of support elements to all customer facing and content creating people   Conversation Support Competency for Content Strategy When we talk with people about content strategy, and the preparation required to create effective content, most are familiar with the first competency in our 6 Competencies for Marketing and Sales Content Strategy — Understand Buyers. “Personas! Yeah, we’ve done those!” Well …, ok. But think about what else constrains your ability to create quality content and get it deployed quickly.  Now, think about your sales...

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Resolving the number one unconsidered cause of low B2B sales and marketing performance, and revenue growth …
… the inability to deliver effective knowledge, conversations, and situation-specific information (content), in context, at scale
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