1. Shift from Repository to Content, Communication and Collaboration Ecosystem

      People responsible for sales and channel enablement, marketing and content operations, or supporting groups that use content, face many challenges. We have identified a solvable challenge that immediately improves productivity, efficiency, and, most of all, business outcomes. Almost every day I have conversations with people in organizations who complain how difficult it is to find, access, deliver, and reuse content that is critical to job or task performance. This is a basic and solvable challenge. Your Content Constituents When this ability is missing, business outcomes suffer. But people’s motivation to quickly and effectively respond to the requirements of each situation is also curtailed. Audiences today expect near instant response or support. This often means delivering relevant, useful content. Think about the customer-facing, content-using groups across your organization: in marketing and sales of course, but also customer service, training and HR (talent acquisition). Your external constituents in your sales channel also...
  2. Content Management – Aggregate Don’t Upload

      As a content operations advisory firm, we occasionally find ourselves in the embarrassing position of the “cobbler’s children.” This syndrome reared its ugly head when we realized that our spreadsheet based content inventory wasn’t really working as a good way to discover and access the right content for specific sales, marketing or content requirements. The spreadsheet was the right tool for the initial content inventory job we conducted a few years ago. But the hassle factor for daily use was too high. This showed up as assets not recorded in the document, and pleas for content recommendations going out across email and IM. Before we set out in search of the perfect content management solution, we convened to discuss our use case requirements. We began by analyzing the primary content and content types we used, along with where they were stored.   Content in 18 Repositories That’s when it hit...

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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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