What is the best way to sell technology products to advertising / marketing / interactive / PR agencies?
For a technology product like PBWorks you should be targeting the following people/ roles within an agency: • Producers • Project Managers • Account Managers • Agency IT Staff Ultimately you will end up dealing with COO and CFO types for the decision, but since they will normally be looking at recommendations/ options that bubble up from the people within the departments that would use the product. To reach these individuals I would recommend the following approaches to compliment your regular marketing efforts (regular = DM, Email Marketing, SEO/SEM, Direct Sales and Ads in Advertising publications): • Thought Leadership: Build a following by developing a strong presence and reputation for topic-appropriate research, white papers, surveys, articles, video and live webcasts. Study what is already out there and look for the hot trending topics. • Become a Trusted Resource to Customers & Non-Customers: You don’t always need to be selling. As long as you identify who you represent the cus
