10 Ways Solution Providers Can Build A Top-Notch Marketing Program

10. Ask, "Does Technology Matter?"

Technology is important to business, but it’s important in different ways to different customers, Powell said. Enterprise customers, he said, are much more likely to care about the technology itself, while SMBs often care more about the outcome and how it works. For marketing, Powell said it’s critical to understand what the customer wants from the technology conversation and to tailor the sales conversation to that want.