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Firebrick Consulting Inc.
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B2B tech consultancy helping companies drive strategy to the point of revenue.
B2B tech consultancy helping companies drive strategy to the point of revenue.

18 followers
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Firebrick Consulting Inc.'s posts

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A new data-driven approach to finding the highest propensity-to-buy customers (continued) 

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Firebrick's new data-driven approach to finding the highest propensity-to-buy customers.

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What do the most successful companies in the world all have in common? They have a compelling, differentiated story. Take this quick quiz to see how your positioning scores.

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The Missing Ingredient: The 3 questions every tech audience is waiting for you to answer
Firebrick's point of view @Disrupt TechCrunch SF2013

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What does SalesForce, IBM, VMware, Workday, Apple, Riverbed, and Cisco have in common? http://ow.ly/aGCBd

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Firebrick Methods studied at +Wharton School with professor Leonard Lodish. Watch the positioning workshop: http://ow.ly/alxRC

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“Fortune 500 CIO” is Not a Target Market – A Conversation with Bob Wright (New Post) - http://bit.ly/IDxUT4

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What’s the remedy to geek speak?

1. Identify your target buyer and speak in his/her language. Business owners and C-level execs want to understand thebusiness benefits of your product or solution. They care more about“cost savings,” “time to market” and “operational efficiencies” thanbackwards compatibility with Release 2.67.

2. Go beyond throwing around business lingo: own a business problem and funded initiative. Successful positioning persuades the buyerthat your product solves a major problem they have and helps execute an existing initiative.

3. Before you let something out of the gate, do the “grandmother test.” If you read the press release to your grandmother, could she tell you what your product or solution does? Yes, the language really should be that crystal clear.
Say good by to B2B Tech geek speak forever...
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