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The Accidental Marketer. Power Tools for People Who Find Themselves in Marketing Roles

  • ID: 2674308
  • Book
  • 240 Pages
  • John Wiley and Sons Ltd
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Praise for The Accidental Marketer

An essential read for scientists and engineers who want to bring their inventions to market. The Accidental Marketer presents a valuable toolkit that should lead to better partnerships with marketing colleagues and drive results with customers.

Beth Comstock, CMO, GE

Spitale and Abbazia have written a very useful book, chock–full of interesting case studies. Easy to read, insightful and thought–provoking. These first–time authors are obviously very experienced marketers.

Don Peppers and Martha Rogers Ph.D., coauthors of Extreme Trust: Honesty as a Competitive Advantage

As we look for ways to differentiate and grow the business, I believe it is critical that our marketing and commercial organization have strong strategic marketing skills. These tools provide them with the right level of structure and discipline, and help them have an outside in mind–set. Additionally, this sound process, if adopted as an organization, can enable marketers from different backgrounds and geographies to have a common approach and language to exchange ideas.

Alejandro Bernal, Executive Vice President and Area President, Europe, Africa, and Middle East Region, Zoetis

For the past 10 years, my work with the authors has centered on aligning leaders around common goals and developing winning strategies. I found the model to be highly successful. The Accidental Marketer contains a clear and concise agenda for businesses that want to thrive in a world experiencing constant change.

Bryan C. Hanson, Group President, Medical Devices and U.S., Covidien

Marketers can t rely on intuition to compete in today s dynamic markets. They need proven tools to lead their cross–functional teams in testing their assumptions, uncovering insights, and determining how to satisfy target customer needs better than anyone else. This book is an ideal resource for doing all of this and more. If you are an Accidental Marketer, this book is a must–read.

Robert Baker, Marketing Excellence Team, Pfizer Inc.

Tom Spitale and Mary Abbazia are marketing consulting veterans with a unique way of conveying sage marketing advice in a compelling and convincing manner. The Accidental Marketer provides an excellent and very applicable step–by–step framework for designing robust marketing strategies for any industry, whether B2B or B2C. To the point and easy to read, the book is filled with simple but powerful planning tools to help answer key strategic marketing questions. In addition, the authors discuss many memorable case studies from a variety of industries to drive their point home. A must–read for anyone with new marketing responsibilities.

Michel Tuan Pham, Kravis Professor of Business, Columbia University

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Preface xiii

Acknowledgments xix

Chapter 1: Who Moved My . . . Customer? 1

Key Question: How can we detect shifts in decision–making power before our competitors do?

Featured Case: The Simple Concept behind Dell′s Success in the PC Market

Power Tool: Influencer Map

Chapter 2: The Fountain from Which Great Marketing Flows 15

Key Question: How can we turn data into insights?

Featured Case: How Holiday Inn Express Inspired Price–Conscious Travelers to Pay More

Power Tool: The Benefits Ladder

Chapter 3: Are You Making Lukewarm Tea? 37

Key Question: How do we capitalize on differences in customers needs?

Featured Case: Quidel How a Medical Diagnostics Marketer Blew Up Its Average Product and Got a Positive Result

Power Tool: Needs–Based Segmentation

Chapter 4: What Business Are You Really In? 57

Key Questions: What business are we in? Who are our direct and indirect competitors?

Featured Case: How Southwest Fooled Other Airlines into Thinking They Were the Competition

Power Tools: Market Tree and Competitor Analysis

Chapter 5: Who Do You Love? 73

Key Question: How do we align in determining which opportunities are most attractive to our organization?

Featured Case: How Enterprise Picked Up the Number 1 Market Share in Rental Cars Power Tool: Segment Attractiveness

Chapter 6: What Were They Smoking? 93

Key Question: What are our strengths and weaknesses relative to customers other options (competitors) through the eyes of our customers?

Featured Case: How Using an Ability to Win Analysis Could Have Saved Volkswagen Millions

Power Tool: Ability to Win

Chapter 7: The Magnetic Effect of Focus 115

Key Question: How do we prioritize and focus on the most important markets and segments?

Featured Case: Apple Demonstrates How Aiming at a Tight Target Leads to Massive Profits

Power Tool: Strategic Position Analysis (SPA) a.k.a. The Prioritizer

Chapter 8: Viva la Differentiation 131

Key Question: How can we "change the game" in our favor and maximize our potential in the market?

Featured Case: Three Differentiation Strategies, Including How Nike Convinced Us That Sneakers Are a Fashion Item

Power Tools: Differential Advantage with Future State Ability to Win

Chapter 9: A Positioning Statement Is a Terrible Thing to Waste 155

Key Question: What image or perception do we want to own in the customer s mind?

Featured Case: Understanding How the Mind Works to Powerfully Position Your Product

Power Tool: Positioning Statement

Chapter 10: Reinventing a Commodity 173

Key Question: How should we develop our offer to make our positioning come alive?

Featured Case: How Starbucks Is Able to Fetch $2.75 for an 8–Ounce Latte

Power Tools: Value Proposition Idea Catcher and Perceived Value Analysis (PVA)

Closing Remarks 197

Resources 201

Index 211

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Tom Spitale
Mary Abbazia
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