Skip to main content

About

Product and Service Market Development

Publishing: I help senior B2B buyers find the actionable information and guidance they need to purchase complex IT solutions, enabling them to achieve their business objectives - follow @dhdeans for updates.

Consulting: As a trusted adviser, I provide market intelligence and analysis to help my client's CMO, CSO or CRO answer the "so what" questions that customers have about their offerings. I enable B2B marketers to craft a distinctive brand voice and thought leadership narrative -- so they become remarkable and influential opinion leaders.

Hello, and Welcome

I welcome you to Digital Polymath magazine and invite you to contact me if you have questions or comments.


David H. Deans | GeoActive Group
Managing Editor and Publisher

Popular posts from this blog

How B2B Marketers Fuel Predictable Sales Growth

There was a time when vendor marketing executives could choose to focus their attention on branding and related advertising campaigns. From the company's sales leadership perspective, if that eventually resulted in generating new business opportunities, that was a welcomed bonus. But as time went on, the bar of expectations was raised and marketers were asked to more closely support meaningful new sales growth. Now it's already commonplace. More marketing leaders are expected to directly influence the acquisition of new customers and associated sales revenue. Besides, they're given the challenge of optimizing their marketing efforts to ensure that they fulfill the customer's fundamental need for helpful information and guidance, during the buyer's journey. Exploring the Marketing Impact on Growth Meanwhile, industry analysts that support the technology sector are researching and analyzing the relative performance of these marketing activities. To gain a dee
Read more

Buyer Enablement: Digital Transformation Evolution

Digital innovation timelines will double, according to Gartner's latest predictions. Through 2021, digital transformation initiatives will take large traditional enterprises, on average, twice as long and cost twice as much as anticipated. Large organizations will struggle with digital innovation as they recognize the challenges of information technology (IT) modernization. That said, the enterprise leaders' challenge can also translate into an opportunity for qualified IT vendors that offer help and support. Buying a Digital Solution is Complicated Given the potential for new upside opportunities, more IT vendors will be focused on revenue growth in 2020 and beyond. Last year, many incumbent IT vendors continued to harvest revenue from their vast installed base. Looking forward, however, some will need to raise the bar of expectations. Goal: reach and engage 'new contacts' at existing customers, and net-new clients. However, the IT Infrastructure market has
Read more

Demand for Hybrid Sales and Marketing Skills

 “ How do we sell our complex solutions to increasingly demanding customers in order to meet rising organizational growth goals? ” -- That's the question that Gartner considered in its recent market study that explored the key challenges they hear most often from chief sales officer (CSO) clients. Gartner's latest research demonstrates the IT industry buying reality. As business-to-business (B2B) buying behavior continues to change, the traditional IT vendor go-to-market approach will fail to meet expectations. Therefore, Garner analysts now believe that for CSOs to deliver constant revenue growth, they can’t simply improve their traditional selling skills from a bygone era. They have to evolve and adapt into multiskilled generalists that demonstrate their business and technology acumen. Deep Analysis of The B2B Buyer's Journey Meanwhile, as IT vendor content marketing capabilities grow, they produce more information resources than ever before. Yet, buyers ar
Read more