We are crossing the time of new economy recovery and we believe that dramatic change will happen in the US high-tech and software business systems application and technical consulting. We would like to share our vision, based on our consulting practice and market reaction on our advertisement campaign. Our business lines include Microsoft Great Plains, Microsoft Navision, Microsoft CRM (client relation management) and Microsoft RMS (retail management system).

Let’s look back to Clinton era – 1990th, when consulting companies, specializing in generic ERP/business system with wide market niche and large number of clients were seeing their growth in hard sales campaign to local clientele. When company felt that local market share is gained to the targeted percentage – it was investing in the new offices in neighboring business metros. Sales model was described in high-tech products selling techniques bestsellers, such as Selling to the Top (IBM), Selling to VITO, etc.

Now let’s take a look at the selling techniques, utilized in promoting such product as Microsoft CRM:

• Nation-wide advertising campaign – due to new technologies, such as web interface, remote support and web-training plus hectic competition – Microsoft CRM partner has no other choice, but to target nation-wide market

• Internet marketing – internet is major (if not the only one) media for nation-wide campaigns. Open google, type in something like Microsoft CRM partner and you will see the battle place on the right side of your internet browser. The same is happening on yahoo, altavista and other search engines