Bill Ives points to a recent Forrester report by Oliver Young that discusses what works when selling Enterprise 2.0 to the corporate set. It sparked some thought on the old Web 2.0 adage that goes something like.."if you can't introduce your offering into the enterprise for less than $10 or $20 bucks a month.." I'm sure I slaughtered that so I apologize to its author. But you get the idea. Once you identify the digirati, empower them and work from there.
And it seems simple, but his recommendation about a highly tailored pitch is dead on. The deeper you dig while uncovering the needs of the business, the more diverse those requirements tend to be.
A well-crafted marketing plan will target each constituency and use its interests to drive value and revenues..
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