Sytel has identified two laws of marketing! We can't be sure but we suspect that most companies fit into one of two camps:
1) Closed architecture mode (locked-down!)
If you are a major player in any market - and we do mean major - then our first law of marketing says that you grow as follows:
Point iv. is key, and one that we are all easily seduced by. Your writer speaks as someone who has been rummaging through his local DIY store looking for an "approved part" for his grass trimmer. Non-brand ones look OK and are cheaper, but do I want to take the risk?
2) Open architecture mode
If you are not a really major player, then there may be nothing to stop you establishing a good brand name for yourself, but that may not be enough to win over some of the customers you would like to tackle.
You have a great product. What do you do? Well our second law of marketing is of course radically different. You still work hard at differentiators that make your product stand out. But instead of excluding other vendors, you welcome them with open arms.
Most worthwhile customers are risk-averse. If you can follow guidelines like this and make a virtue of them, you might be pleasantly surprised at the reception you get in the marketplace.
And in doing so, spare a thought for the followers of our first law of marketing! When the accent is on brand management and market control then innovation suffers. And eventually innovation is of course the only thing that matters.
Publish Date: July 17, 2012 9:55 AM