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© Copyright 2009 December 18, 2009 Lisha Wentworth Ouellette & Associates Marketing the IT Organization Internally
© Copyright 2009 What is Marketing, Really? It’s NOT a used car salesman!!!
© Copyright 2009 We have enough work to do We are too busy fighting fires Our accomplishments are self-evident It’s “Communications’” job It’s the CIO’s responsibility Reasons IT Doesn’t Market...
© Copyright 2009 Marketing is: Creating an awareness of our value. Write down three values IT brings to your company that no other vendor can.
© Copyright 2009 Marketing Is: An orientation, not a task Targeted to “The Business” Long-term & dynamic
© Copyright 2009 Two Types of Marketing Formal - Big Campaign Marketing Informal - Hallway Marketing
© Copyright 2009 Formal Marketing Plan Research & Plan Design & Construct Roll-Out
© Copyright 2009 Informal -- Hallway Marketing Have the attitude of “adding value to every transaction.” This applies to all transactions: formal or informal meetings, seminars, training, hallway, parking lot, cafeteria, company golf leagues and sports teams, volunteer or community service activities.
© Copyright 2009 Two questions clients are always asking: So how does that help me? What does this mean for me? Marketing
© Copyright 2009 Features vs. Benefits Feature: The procedure is to work with the assigned PM. Benefit: An assigned PM gives you one point of contact, one person to follow the project through, less people to call, less work on figuring out the system yourself.
© Copyright 2009 Better relationship with The Business The Business knows the value of the IT More focused requests for your services The Business is up to date The Business makes informed IT commitments Marketing Success Indicators
© Copyright 2009 “What exactly does IT do?” “Why do I need to call IT?” Constant requests for all the “Triangle Choices – Money, Time, & Options” External providers being brought in by clients Marketing Failure Indicators
© Copyright 2009 Capacity Planning Where are you already marketing – which projects? What kind of time commitment are you able to make right now? What level of energy are you able to invest right now?
© Copyright 2009 Managing the Marketing Effort It’s Everyone’s Job Explain the basics of Hallway Marketing to the team Speak in terms of Benefits rather than Features Discuss Client Profiles in project meetings Provide all team members with Press Statements or “Party lines”
© Copyright 2009 Thank You
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