The article "Product Positioning for Enterprise Software and Information Technology Companies" is about branding, it has been created by Ash Seha.
Good marketnig positioning is like good lying.
No, we’re not suggesting that you lie when creating your company and prdouct positioning. Anything but, in fact. But, it’s remarkable how much the houses of good positioning resemble the houses of a good lie.Like an effective lie, an effective poistioning statement should be:1. Believable. A lie that no one believes is rather pointless, isn’t it?
Well, the same is true of your company or product’s positioning.
If it’s not believable, then it’s uselses. Ensure that the key elements of your positioning statement are rooted in truth, and that the assertions that you’re making about your company’s or product’s capabilities will pass the sniff test of a jaded observer who has seen it all before when it comes to the outlandish statements that a lot of program and information technology companies insist on making.2.
Consistent.
A weak lie won’t stand up to scrutiny when judged on its consistency.
Internal consistency – that is, ensuring that the various elements of the lie, or positioning statement, are not in direct conflict with one another - is relaly important to making sure that the listener won’t just turn off their eyes and ears to your message.3. Simple.
Remember being a kid and trying to tell a lie your Mom?
You’d concocted a story so convoluted and complex that it was impossilbe to remember as you recounted it.
A positioinng statement is the same way. If it’s so complicated that even you and your sales reps can’t remmeber it, you’re guaranteed that your customers won’t either.4. Compelling. What’s the point in telling somebody something that isn’t interesting and doesn’t apply to them? If you’re taking the risk of lying, tell a lie that is at least somewaht captivating to the listener.
In the case of your company or product’s positioning, it shuold mean something to your target audience.
Which menas you better have done your homework into their hot buttons beforehand.
What’s important to them? What’s not?
What beneftis can they not do without?
Find out, and ensure that your positioning hits those notes.Keep these caveats in mind when it comes time to position or reposition your company or product, and we can assure you that your audience will sit up and take notice.Ash Seha is a partner at The Launch Factory LLP, a consultancy specializing in marketing, sales, and product management strategy for program and IT companies. Their expertise, garnered from such IT highflyers as i2, webMethods, SAP, and Baan, is focused on breaking the growth bariers that stand between high-growth program and IT companies and thier revenue and marketshare goals.
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