Support marketing is more than pretty brochures

By Technical Support

Now don’t get me wrong: I love pretty brochures — but surely there’s more to support marketing than glossy datasheets! Support marketing, to me, covers the entire business development side of support: analyzing the customer base, creating support offerings and organizing them into a coherent portfolio, pricing, marketing (ok, here come the pretty brochures), training the sales force, handling objections, managing discounts and changes to terms and conditions, and of course renewing.

Which means that if you put a brochure-writer in charge of support marketing it simply will not work.

[end of rant]

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