http://datadoodle.com/2008/11/19/play-terminology-by-ear-when-selling-to-the-mid-market/ Where the humans meet analytics and related subjects Sun, 06 May 2012 21:23:20 +0000 hourly 1 http://wordpress.org/?v=3.3.1 http://datadoodle.com/2008/11/19/play-terminology-by-ear-when-selling-to-the-mid-market/#comment-322 Dan Murray Mon, 24 Nov 2008 12:35:02 +0000 http://datadoodle.com/?p=294#comment-322 There's a large space which isn't being serviced well by the current players. Many companies in the 50 to 250 employee size range don't have the technical language down. While what Barbara said in her post is true, I think the number of entities who don't have the staff or technical knowledge is a much larger group. There’s a large space which isn’t being serviced well by the current players. Many companies in the 50 to 250 employee size range don’t have the technical language down. While what Barbara said in her post is true, I think the number of entities who don’t have the staff or technical knowledge is a much larger group.

]]> http://datadoodle.com/2008/11/19/play-terminology-by-ear-when-selling-to-the-mid-market/#comment-297 Barbara Wed, 19 Nov 2008 16:56:25 +0000 http://datadoodle.com/?p=294#comment-297 This is so true. And it cuts both ways. Larger midsize companies have IT teams who are knowledgeable about BI, and if you don't use all of the most proper complex jargon with them, they think you're a lightweight solution that doesn't do what they need or, worse, that you're a team of idiots who just happened to create what they wanted the first time, but what about in the future? In smaller companies, the business person is making technology purchase decisions and finds technical jargon confusing and misleading. Instead of "WebDAV" they want to hear "automated uploading" or, even better, "set it and forget it uploading." Since the midmarket is so large and so varied, you have to be very careful about appealing to both audiences without turning them off. This is so true. And it cuts both ways. Larger midsize companies have IT teams who are knowledgeable about BI, and if you don’t use all of the most proper complex jargon with them, they think you’re a lightweight solution that doesn’t do what they need or, worse, that you’re a team of idiots who just happened to create what they wanted the first time, but what about in the future? In smaller companies, the business person is making technology purchase decisions and finds technical jargon confusing and misleading. Instead of “WebDAV” they want to hear “automated uploading” or, even better, “set it and forget it uploading.” Since the midmarket is so large and so varied, you have to be very careful about appealing to both audiences without turning them off.

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