"English doesn't BORROW from other languages. English follows other languages into dark alleys, beats them up for their words and goes through their pockets for loose grammar."
If you lose money on every single transaction, then volume doesn't help you much - unless you can sustain that push long enough to drive the competition out of your space, of course. In the video game business, it's becoming increasingly clear that the PS3 isn't doing that:
On Wednesday, Sony reported that losses for the January-March quarter widened from the same period a year ago to 67.6 billion yen (563 million) in red ink, largely on launch costs for the PS3, or PlayStation 3, which went on sale in November in Japan and the U.S., and in March in Europe.
The funny thing is this: they are selling plenty of units, even with the high costs - more than I would have thought, honestly:
Sony shipped 5.5 million PS3 machines in the fiscal year through March 31, fewer than the 6 million the company had targeted. Nintendo shipped 5.84 million Wii machines worldwide during the same period.
So contrary to the conventional wisdom, they aren't doing so badly in volume terms - the problem is in the price point and design. Nintendo is demonstrating that you can do just fine without high end graphics (and with units that actually sell for a profit all by themselves) - while Sony is hemorrhaging money. They have other problems at Sony too - problems which stem, IMHO, from the fact that the hardware division and the software division (music/movies) are often at odds in terms of how to serve consumers.
Meanwhile, Sony seems to think that they'll break even in games next year:
Earlier this year, Yuhara had said Sony plans to break even in fiscal 2007 in the gaming business. On Thursday, he said he hoped Sony's game operations will turn a profit by fiscal 2008.
Based on those losses, I'm not sure how. The PS3 must still be very, very expensive to manufacture. To make up that deficit, they'll have to sell an astonishing number of games. Now - if Nintendo could just get sufficient stock of Wiis in the retail channel, I'd buy one...
Steve (he knows who he is) will pay for sending me this. I'll have to enter therapy...
It's been a weird travel day. I got to the airport (BWI) with 45 minutes lead time to see huge lines at the AirTran counter - turns out their computers were down. It moved fairly quickly though, because they just called out flights as they got close, checked you off on a printout (probably faxed from somewhere), and issued a hand written boarding pass. Weird - but oddly efficient (makes you wonder about automation).
So I got through that, got to my hotel. I'm about to head to bed, and the TV - inside the closed armoire - decides to turn on. Hmm... I hope tomorrow isn't downhill :)
There's another interesting lesson out of the bogus iPhone story from yesterday - you have to get out in front of a breaking story fast. Here's Ryan Block of Engadget explaining how the story got posted in the first place - they tried to get a statement from Apple:
So after verifying that the email was indeed sent to internal Apple email lists -- but before publishing anything -- we immediately contacted Apple PR, trying to reach our contacts on their PR team that handles iPod / iPhone matters. It was before business hours on the West coast, though, so we even called an Apple PR manager via their private cellphone in search of a statement. When no one was immediately available, we left voicemail and email.
After some agonizing over the story - and taking into account that Apple often goes with "no comment" - they posted the story. Inside of the two hours, the email they relied on was debunked (but it was a very well done fake).
I don't really cast any blame on Engadget here - they had what looked like a hot story that checked out, and they tried to get Apple to comment. Well, you might say, it wasn't business hours in California yet - cut Apple some slack. I sympathize with that, but the rules of the game have changed. Just as your network administrators have someone on call 24/7 to handle emergencies, any company in the public eye needs PR people who are on call 24/7. It's unpleasant, but less unpleasant than having your stock take a hit on a rumor that runs wild (or worse - a real story that breaks before you were ready for it).
Technorati Tags: marketing
I finished my meetings up early in Cincinnati, but not quite early enough - I was back at the airport 15-20 minutes too late to catch the early flight home. So - I wait until 6, which is my scheduled flight.
This would be more pleasant if the network connections here at Dayton were better. On the positive side, it's free. On the negative side, they have some network filter for web pages (it blocked a Smalltalk Wiki page as porn - go figure), and they blocked both my IRC client and my VPN. Boy, this is going to make for a fun few hours :)
This is kind of cool - Avi Bryant gave a keynote talk to the Ruby folks at RailsConf - and 3 weeks ago, Chad Fowler gave a keynote to us Smalltalkers at Smalltalk Solutions. I guess the dynamic language crowd just gets along :)
Tim Anderson notes that Visual Programming seems to be making a comeback:
The first true visual programming environment I used was IBM’s VisualAge Smalltalk. I liked it and thought it was a shame when IBM reverted to pure code-based development with Eclipse. Admittedly, complex applications got fairly confusing, with lines everywhere.
From a parentage standpoint, IBM was copying the functionality in PARTS, which came out of Digitalk's Visual Smalltalk. The problem was always the level of granularity - if you use a tool like that to lay out a UI and connect widgets and domain models, you get what we used to call "green haze" - too many lines on screen to see anything at all. I said then that I thought such connectivity might be a good idea if it was used at a higher (component) level - and that's what Tim notes is happening now:
Now it seems visual programming is back. The other day Scratch hit the news, a cool visual programming environment for kids. I like the way that jigsaw-like shapes are used to indicate whether or not two blocks can be fitted together.
Yahoo has Pipes, drag-and-drop RSS feed combination and transformation.
Now here comes Microsoft PopFly, online visual programming for Silverlight.
I suppose I really ought to play with Pipes, since it's living at the level I always thought might be useful (although - the catch is creating components that have useful connecting points). I'm still a bit skeptical about all of this, but it's nice to see an old idea being tried again, at what I think is a more appropriate level.
Here's a question that came up in comp.lang.smalltalk - it comes up about Smalltalk fairly often, actually:
For me the problem is knowing where to get started, how to move around the environment (the IDE), finding/searching for items of interest (eg. methods, classes), how to start building a small self-contained application, etc.
Can anyone recommend how to get started, or suggest an online reference?
For Cincom Smalltalk, there are two things we've set up to make getting started easier:
The screencasts are flash movies that explain various aspects of the environment; you can view them in an ad-hoc' fashion or in order (which might be useful for complete beginners). Enjoy - and send feedback my way!
It's been another good week for BottomFeeder downloads: 297 per day:
Another big week of Windows downloads; The CNet site is also picking up a fair number. On the HTML page accesses:
|Tool||Percentage of Accesses|
Finally, the Syndication accesses:
|Tool||Percentage of Accesses|
|Net News Wire||3.8%|
|Google Feed Fetcher||3.6%|
|Feed On Feeds||2.6%|
It looks like consolidation in RSS/Atom consumption is happening, driven by IE7 adoption.
It's hard enough to get a Wii that I've now subscribed to the Wiitracker site to get tips. Thanks to my friend Mike for the tip - but no joy yet :)
I'm getting ready to push another version of BottomFeeder out - the new features will be limited, but I'm adopting some "less is more" approaches to the UI - by cleaning up settings and menus. The goal is a somewhat sparer, easier to deal with interface.
For decades we've been buying albums. We thought it was for artistic reasons, but it was really because the economics of the physical world required it: Bundling songs into long-playing albums lowered the production, marketing, and distribution costs because there were fewer records to make, ship, shelve, categorize, alphabetize, and inventory. As soon as music went digital, we learned that the natural unit of music is the track. Thus was iTunes born, a miscellaneous pile of 3.5 million songs from a thousand record labels. Anyone can offer music there without first having to get the permission of a record executive.
He goes through a long explanation of how the LP came out of a desire to accommodate classical music, and not as a way to force people to buy lots of tracks they didn't want. What he conveniently skips over is what happened with the introduction of the CD: With the LP, we had both long form if you wanted it, and singles (45s) if you wanted a track. During the 50's and 60's, and into the 70's, the single was a great way to get a few tracks inexpensively. Then along came the CD, and the music industry did exactly what Weinberger says above: they tried really hard to kill the single. I bought tons of CDs during the 80's and 90's where I recall thinking "but I only wanted 2 tracks"
Well - I can get that now. As to this, from Carr:
But it's the middle tracks of the platter that seem most pertinent to me in thinking about Weinberger's argument. Between Keith's ecstatic, grinning-at-death "Happy" and Mick's desperate, shut-the-lights "Let It Loose" come three offhand, wasted-in-the-basement songs - "Turd on the Run," "Ventilator Blues," and "Just Wanna See His Face" - that sound, in isolation, like throwaways. If you unbundled Exile and tossed these tracks onto the miscellaneous iTunes pile, they'd sink, probably without a trace. I mean, who's going to buy "Turd on the Run" as a standalone track? And yet, in the context of the album that is Exile on Main Street, the three songs achieve a remarkable, tortured eloquence. They become necessary. They transcend their identity as tracks, and they become part of something larger. They become art.
For the three of you who care, sure. For the rest of us? We're quite pleased to ignore the utter dreck and buy the handful of tracks we want. I just recently avoided the "filler" songs on a Beach Boys collection and picked up the 15 or so tunes I actually like. I can almost hear Nick Carr screaming about that, but hey - he's free to buy the whole thing, and I'm free to buy a few tracks. Back when CD's ruled, I had no real choice in the matter - if I wanted one song from a CD, I either bought the CD, recorded it off the radio, or did without - and mostly, I did without. Now? I actually pay someone real money. Let Carr try to wrap his head around that idea for awhile.
Technorati Tags: marketing
Today we discussed "Less is More" in the context of software development and Smalltalk. That led into a discussion of language features and what kinds of development that leads to. We covered a number of topics, and eventually mentioned a few news items relating to Squeak.
SciFi Wire reports that "Jericho" is dead - and fans don't like the way it closed out:
CBS, which canceled the post-apocalyptic series Jericho last week, posted a statement in response to fan outcry that the show ended on a cliffhanger and promised it would wrap the show up in some fashion.
I don't think "Jericho" merits that level of outcry, this is an "own goal" kind of problem. Whedon always wrapped a storyline at the end of a season to avoid this problem - and it looks like "Heroes" is doing the same. Other writers could learn from that.
I see there's some confusion over the BottomFeeder build script I posted - centered around the reference to "repositories.xml" in it. Since I'm not about to post my own Store connection info, here's how to create that file. Open an existing VW image - a non-commercial image will be fine, since it has read-access to Store. In the launcher, save the repository info as shown below:
Now you might need to go into the file and modify the connection name - see this line:
"load from Store - connect to public store first" profile := Store.RepositoryManager repositories detect: [:each | 'cincomsmalltalk' = each name] ifNone: [nil]. profile ifNil: [^self]. Store.DbRegistry connectTo: profile.
I used the name 'cincomsmalltalk' - change that to match the name you use to connect to the public repository.
Technorati Tags: smalltalk
Jon Udell spoke to Allen Wirfs-Brock recently - Allen is now at MS:
More than 25 years ago, Allen Wirfs-Brock created one of the early implementations of Smalltalk. He was working at Tektronix at the time, as was Ward Cunningham who became the first user of Tektronix Smalltalk. Allen later served as chief scientist of Digitalk-ParcPlace and CTO of Instantiations, then joined Microsoft four years ago. His original charter was to work on future strategies for Visual Studio, but recently in light of growing interest in dynamic languages at Microsot he's returning to his roots.
Here's a link to the mp3 - now I know what I'll be listening to during tomorrow's workout :)
I've got a VW 7.5 based development build (i.e., a runtime) posted on the download page - scroll down to the dev links to grab it. If you have Bf installed, you can just grab the latest runtime (baseapp*.zip) link and replace the files you have with the ones in the archive. Enjoy, and let me know if you run into problems.
Update: Hold off on this until I update the post again :/
Update2: You can safely grab it now.
One of the biggest media changes happening right now is the shift of power between journalists and everyone else. It used to be simple: The media was the only venue for getting something across, so you worked with journalists as your intermediary. Well, the web has disintermediated a lot of things, and now it's working on interviews. The Washington Post's Howard Kurtz noted that yesterday:
It is a transaction that clearly favors the person asking the questions. A print reporter writes down someone's answers, then picks and chooses how much, if any, to use, how to frame the quotes and where to put any contrary information. Television correspondents slice and dice taped interviews in similar fashion.
But in the digital age, some executives and commentators are saying they will respond only by e-mail, which allows them to post the entire exchange if they feel they have been misrepresented, truncated or otherwise disrespected. And some go further, saying, You want to know what I think? Read my blog.
A decade ago, you didn't really have that choice, but now you do. A decade ago, if you thought you had been misquoted, what could you do? Write a letter to the editor that would probably fall down the memory hole is about it. Now - you can not only record the entire interview (email or audio) - you can post it yourself.
How can media adapt? More transparency. I recall that the NY Times used to (maybe they still do) post entire speech transcripts in the paper. There are no "space limitations" online, so if a journalist like Kurtz interviewed someone, it would be simple to post the summary story along with a link to the full content (audio/video/text). This would give them more credibility, and the journalists still have one advantage over people like me in that regard: they have staff to handle the posting details. Journalists may not have the level of control they once had, but they can stay in the game - all they have to do is play by the new rules.
Technorati Tags: interview
Turns out the dev builds have a number of problems. I'm in the process of rebuilding now, and will have new ones posted this afternoon. Bear in mind that using the dev builds is inherently risky - you should always backup and be ready to back down to the regular build.
Technorati Tags: smalltalk
I think this has something to do with this. If you have to manually deal with hundreds (or thousands) of spams, things are going to get tiresome very quickly. Heck, when I have to delete 10-15 spams (which happens about once a week when the nonsense word bot hits me), that gets tiring. If I were getting hundreds (or more) spams, I'd just turn comments off...
Dare Obasanjo points out that "making it up in volume isn't necessarily a great idea:
As a business, increasing your market size is nice but maintaining your profits is even nicer. If you have 200,000 customers and make $80 profit per customer, would you be interested in doubling your customer base while making $20 profit per customer due to lowering your prices? The point here is that simply increasing the size of your market or the number of your customers does not translate to increasing the business's bottom line.
This is worth pondering, too:
The experiences of the software industry seem to contradict Mike Masnick's diagnoses and recommendations for the music industry. Giving away your most valuable asset and hoping to make it up by selling peripheral services and add-ons is more likely to destroy your company than become your redemption.
The bottom line is, giving away your crown jewels may make you feel better, but it will also impact the size of your paycheck - and probably not in a positive direction.
Technorati Tags: OSS
The music industry has never been right about how technology changes will impact them - witness this article from 1962, where impending doom is predicted based on the jukebox:
Perhaps the lawmakers really couldn't have foreseen in 1909, the year the copyright law was passed, that there ever would be such a universal dispenser of culture as a jukebox. With rare shortsightedness, they passed a special amendment specifically exempting coin-operated music machines from being considered as a public performance. In those days, such machines were no more than novelty gadgets, but they have since burgeoned into big business. Dimes and quarters are being swallowed up in ever-increasing amounts, to the nonlicensed tune of over $500 million annual profit. Yet no matter how often a song is played, its composer and lyricist receive no royalty.
Yeah, the industry was just crippled by those doggoned jukeboxes...
On today's Smalltalk Daily, we take a look at File Dialogs in Cincom Smalltalk - and how you can toggle off platform dialogs if you really want to.
Here's something I've never really understood: Ads on TV run louder than the shows they surround. All that really does is irritate the heck out of us. You get the volume adjusted for the show you're watching, and then an ad comes on. It's a mad scramble for the remote to turn the ad down, and then another to adjust the volume again when the show comes back.
How does this serve the interests of the advertisers? All it really does is give me a negative association.
Technorati Tags: advertising
The music industry is acting in its all too typical ham handed fashion - and trying to offer "protection" to small webcasters:
SoundExchange, the nonprofit group that collects the fees on behalf of hundreds of major and independent record companies, said on Tuesday that it would give "small" Webcasters the option of paying "below market" royalty rates on the songs they play--that is, by keeping the required royalty rates essentially the same as they are under a 2002 law called the Small Webcaster Settlement Act.
"The net result of this proposal is that small Webcasters would be guaranteed no increase in royalty payments for 13 years, from 1998 to 2010," SoundExchange general counsel Michael Huppe said in a statement.
I'd love to know how they define "small" - and who gets to define what category a given site lives in? These guys need to let go and understand that the web is changing their business - and trying to cling to an outdated business model just isn't going to work.
Technorati Tags: stupidity
Cincom's Andres Valloud will be speaking at the University of Buenos Aires this Thursday (May 24, 2007):
This coming Thursday, May 24th, I will be giving a presentation called "A Pattern of Perception" at UBA. This is a talk I first gave back in December of 2006, and then at SDSU in February of 2007. It was very well received, so I hope you enjoy it as well. The time is May 24th at 3:30pm. The location is Room 10 of Building No. 1 at UBA's Ciudad Universitaria. See you there!
Technorati Tags: smalltalk
This is the kind of idea that usually signals the cross-over from big to big and stupid:
Google’s ambition to maximise the personal information it holds on users is so great that the search engine envisages a day when it can tell people what jobs to take and how they might spend their days off.
Eric Schmidt, Google’s chief executive, said gathering more personal data was a key way for Google to expand and the company believes that is the logical extension of its stated mission to organise the world’s information.
Some people are shouting about privacy concerns, but I think this represents something far worse for Google - hubris gone wild.
Technorati Tags: stupidity
If you are interested in poking around in the source code for the GemStone port of Monticello, Seaside, or SqueakSource then you should cruise around GemSource. The site was just brought on-line this afternoon and it will be our primary repository for GemStone/Seaside source as we move forward.
It's read-only for now, but they plan to open it up.
Technorati Tags: seaside
Why do hotels do this sort of thing? There's WiFi here at the Marriott, but they charge $75/day for it (on the assumption that the conference will pay for it and hand access out). The end result: no one pays for it, and you end up unconnected all day. Sigh...
Here I am at the SMP conference in Boston - taking notes at Laureen Knudson's talk on agile and product management. Kind of interesting - something like 75% of the audience knows nothing about agile - so she's going to introduce Scrum, XP, and the Agile Manifesto. I think most of my readers are familiar with that, so I'll skip lightly over that part of the talk.
Two of the more important principles from my perspective:
- Working Software is the primary measure of progress
- The art of maximizing work not done is essential
- Time boxing the iterations/sprints and not allowing those to change
What's the role of Product Management here - to accurately represent the customer - this involves prioritizing requirements based on market requirements and getting that information to the development staff. Mostly, PM is the voice of the customer.
Agile is not a lack of planning - it's adaptive planning that accounts for ongoing changes.
Product Design - we focus on just in time design - and the PM is the customer advocate. It's the developer's job to create the requirement stories and iterate to completion. PM defines the acceptance criteria and defines "done". At the end of each iteration/sprint, PM needs to get involved in what came out - and either accept or punt back the tasks that development believes are done.
Good question from the audience: How do distributed (geographically) teams do this stuff? Face to face meetings at project start if feasible, otherwise a webcast. "Scrum of Scrums" meetings to link various teams.
First message from Stacey Mentzel: There is no silver bullet to moving from sales driven or engineering driven to being market driven. This is very much a "how we did it" talk, with some tips on what might work elsewhere.
She's now at Business Objects, came out of an engineering driven firm that was acquired. Interesting point - that company did well until around the $25M mark, at which point the ad-hoc, engineering driven methodology failed. They got a new team of executives and became very sales driven - and brought in actual product management. That new product management became something of a lightning rod, as engineering had never really had to someone else's bidding before.
- "Squeaky Wheel" syndrome
- Missing Roadmap
- Frequently changing reqs based on sales input
- Sluggish revenue, especially new sales
- Discontented development teams
- Abundant overtime for PM
- PM not respected (just give sales what they want)
- Revenue Increased
- Start time for projects decreased
- Easier to get support (sales, execs, development)
- Increased job satisfaction and recognition
PM started out knowing there were problems. They started out with a requirements template, and then discovered that they didn't even know why they were creating requirements. They had something of an epiphany reading "The Inmates are Running the Asylum" (Alan Cooper). The base idea they took away was that more input had to come from outside development and sales. They also decided on another simple pre-release requirement: A "Marketing Bulletin" that explained what problems the software was solving, and who the target audience was (a value proposition).
From these ideas they got funding for some education (they talked to Pragmatic Marketing). The education gave them a lever with which to try and effect change. An internal reorganization and offsite meeting gave them the opportunity to do what they wanted to do - identify their problems and start moving to a better process. One result: increased sales in a "mature market".
One fairly large lesson: Executive support only came later. Sounds to me very much like a "forgiveness rather than permission" type of model.
Another lesson: They only acquired tools to automate processes late in the game, once the process they had settled on was well understood. That helped make tool adoption successful, because the process was already accepted. Along the way - don't BS your team. Maintain honest and open communications.
It's after lunch, and time for David Meerman Scott's PR and marketing talk. The old rules - you had two choices:
- The media wrote about you
- You bought advertising
The new rules: You are what you publish. Marketing and PR are not about your products. The way to do web marketing is to publish content that your buyers/prospects want to consume. It's about participating in the community and being found by search engines.
David is a big fan of "The Long Tail" [ed: might be interesting to hear David talk to Nick Carr :) ]. I tend to agree with David on this one - the long tail simply means that niche products can get aggregated enough to create a serviceable market.
You want to optimize your site for buyer personas - move people into and though the sales cycle. And example: an electronics vendor with two buyer personas: "uber geeks" who know the products already, and know exactly what features they want, and "clueless" buyers who know they want an HD tv, but not much more. You need different paths for these two personas.
Bottom line: Create marketing for your buyers. Most of the marketing literature out there is dreck, targeting no one. You can spot these via terms like "next generation".
Blogging for business works if your buyer persona reads blogs. david is showing us a sampling of business blogs he likes and reads. The idea here is pretty simple - you enable conversation between customers, you, analysts (etc). Heh - he's showing us a YouTube video put out by IBM - it's hilarious, because it pokes fun at IBM.
Online Press Releases: A good way to reach buyers. The evolution:
- Printed Media
- TV and Radio
- Financial Media (Dow Jones, Reuters, Bloomberg) over the wire (40 years ago)
- Lexis/Nexis, Factiva (etc) (25 years ago)
- Consumer outlets after 1995 (web)
- Feeds (2001 + RSS)
The news release is no longer for the media only - they are for the interested public. The old rules said that you had to have "real news" (analyst quote, customer quote, release, etc). They are now useful for getting information out via keywords to any interested party. And Example: keyword search for "accelerate sales cycle" - top hit brought back WebEx news releases. Following those links gets you to free trial offers, which takes you into the sales cycle.
The new rules: Send a press release whenever you have anything to associate with keywords you want to have linking back to you.
Viral Marketing: Publishing fantastic content and getting people to link to you. Even when you get negative reviews (Rubel panned david's ebook), you get lots of conversation and interest. That all led to a book deal, paid speaking gigs, consulting deals (via the 250k downloads). The investment: $2500.
Search Engine Marketing: does not rely on interruptions (ads) to get attention - it's the only form of marketing that does not rely on that. Interesting: He uses his full name (David Meerman Scott) instead of David Scott so that he comes up first for his name searches. When you want to "own" a space make sure to do Google searches.
Advice: Act the part of one of your buyer personas and visit your website. Do some Google searches for your company/product name. See what comes up, and where you are succeeding/failing. Some more advice for marketing people: get out of the office and meet the customers. Find out what language they use, and create your content based on those experiences.
Hey - since I got a mention in his book, I've got an autographed copy now. Neat.
Last session of the day - a panel discussion on breaking through the noise in the marketplace. The panel:
- Craig Fairfield - VP Of Marketing for QlikTech (BI)
- Michael Salerno - In the CRM group at Oracle. Also associated with the BPMA (Boston Product Management Association)
- Paul Zengilowski - Director of Product Marketing at DataCert.
- Paul Gannon - Senior Director of Corporate Marketing for TMA Resources
Paul Gannon: his firm is business to business, but they've found some success acting like business to consumer. This has been something of a tough fit culturally at the firm. What does that mean? They've started doing more "fun" stuff (example: jugglers in a trade booth) to get attention.
Paul Zengilowski: they realized that they weren't big enough to play the same game as everyone else. They settled on two sales channels: direct sales and their existing customers (who were driving perceptions of the company). They focused on "Thought Leadership" as a way of driving authority. They did that by creating a client advisory board (made up of clients and partners who they do business with). They got a lot of traction out of setting up these directed events. They are now starting to see their clients and prospects calling them to get meetings set up in their locales. They aren't using blogging/podcasting.
Michael Salerno: There is a lot of noise that you need to cut through in order to differentiate yourself. A few things to develop:
- What is your message? What problem do you solve?
- Once you know what your value is, identify who your audience is/should be
- Execute with conviction. make sure that the content you deliver has real value - do more than "phone it in"
Craig Fairfield: Two things: What are you going to say, and how are you going to say it? Be truthful - don't try to push BS. If your business isn't at the C* level execs, don't craft your message as if you do. Likewise, if you do sell there, make sure you do craft it that way. Put more simply, keep it real. Don't change marketing strategies quickly: Stick with something consistently for a period of time (at least 6 months). One other thing: this is the software industry: demos are king. Craig is amazed at how many people he runs across who cannot do a useful demo of what problem their product solves. How do you get that message across? Try to get other people pushing your message - customers especially. A poorly articulated message from a customer beats a great message from the CEO. No one believes your CEO.
"Go big or go home" - if there are 10 trade shows in your sector, find the most relevant one and make a big splash, instead of going to all 10 and going small. Along those lines, less is more. Talk to one analyst instead of trying to talk to 20 of them.
In an answer to an audience question, demos should be quick and to the point - they need to convey the key pain point that the product solves quickly. If your demo drives a prospect into a feature comparison conversation, you created the wrong demo. You should get into the product within 5 minutes, and out of the demo quickly as well. Don't waste a lot of the precious time with the prospect/customer in powerpoint.
For the 15th consecutive year, ESUG is organizing its International Smalltalk Conference in Lugano, Switzerland next august. Beside giving talks, submitting your software to the awards, and attending the conference, you can support ESUG action by pushing your companies to sponsor the event. Three packages are available:
- Silver ESUG Sponsor: By paying € 500 per year, the logo of your company/association is displayed during the ESUG conference, and you are also recognized as a sponsor on our ESUG website. You are entitled to mention that you are an ESUG sponsor, and to use the ESUG logo in that context.
- Gold ESUG Sponsor: By paying € 1000 per year, you get all of the above, and ESUG correspondence and distributions (CD, Documentation) will also feature your logo. You also get a 10% fee reduction on the ESUG events for up to 5 people of your organisation.
- Platinum ESUG Sponsor: By Paying € 2000 per year, you get all of the above, but you get a 20% fee reduction on the ESUG events for up to 10 people of your organisation.
Technorati Tags: smalltalk