building differentiated identity management content to get noticed (slideshare)

Building Differentiated Identity Management Content to Get Noticed

Excerpted from theIdentity Management Revenue Growth Acceleration Q&A Webinar

Courtesy of SP Home Run Inc.

Differentiation comes down to prioritizing to invest in creating

remarkable, educational content

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Capture Leads Early Offer Multiple Conversion Paths Educate Prospects Help Evaluate Solutions Earn Trusted Advisor Status

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Prospects arriving at end of sales cycle care about

one thing: Price

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The sales process turns into bidding war and forces

company to compete on price factors

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Avoid the HIPPO Highest Paid Person’s Opinion Frame Content Around

Buyer Personas Dedicate at Least 70% of Content

to ProspectsCourtesy of

http://www.SPHomeRun.com/IDMRevenue

Do not assume everyone is sales-ready on their first visit

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Is your IDM company creating differentiating content?

Let us know in the Comments

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Identity Management Revenue Growth Acceleration Q&A Webinar

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