The IT Marketing Crash Course Book Summary - The IT Marketing Crash Course Book explained in key points
Listen to the Intro
00:00

The IT Marketing Crash Course summary

Raj Khera

How to Get Clients for Your Technology Business

3.7 (17 ratings)
11 mins

What is The IT Marketing Crash Course about?

The IT Marketing Crash Course (2013) is a guidebook to accelerating your IT sales and growing your technology business. These blinks show you how to earn the attention and trust of potential clients through well-calculated marketing strategies.

Table of Contents

    The IT Marketing Crash Course
    summarized in 5 key ideas

    Audio & text in the Blinkist app
    Key idea 1 of 5

    To build up your IT business, you need to know exactly what you sell and to whom.

    What exactly does your business do? A seemingly simple question – but you’d be surprised how many new entrepreneurs can’t answer it clearly.

    For instance, when the author posed this question to an entrepreneur at a conference, the response was extremely vague: web design, managed services, network management and software development. He might as well have said that his company would do anything for a buck.

    Being vague doesn’t work, because convincing customers means being crystal clear about what you offer. Prospective customers want specialists, not generalists. For instance, say you want to add a deck to your house. Would you rather hire a general contractor or a company that specializes in building decks?

    The obvious choice is the specialist because specialists have a reputation for expertise. And the same thing holds for building your IT business: pick a specialty and communicate it clearly.

    But it’s also important to know who, specifically, buys your products. That’s because knowing your buyer persona – that is, your ideal customer – provides a detailed picture of who you’re trying to reach.

    And the research you do to determine this should give you a clear understanding of what motivates your buyers. Because to address their wants and needs you’ll first need to know what those wants and needs are.

    For example, Jeff LoSapio of ThreatSim, a company that aids businesses in countering phishing attacks, found that, within large organizations, the buyer persona was the employee responsible for threat assessment. Once LoSapio knew which people to target, he could get even more specific by taking into account the size of the organization, as well as its priorities and challenges, and then tailoring the marketing message accordingly.

    And finally, it’s also key to know where your ideal customers hang out and what they read. This will put you a step ahead and dictate which networking events you should attend.

    Want to see all full key ideas from The IT Marketing Crash Course?

    Key ideas in The IT Marketing Crash Course

    More knowledge in less time
    Read or listen
    Read or listen
    Get the key ideas from nonfiction bestsellers in minutes, not hours.
    Find your next read
    Find your next read
    Get book lists curated by experts and personalized recommendations.
    Shortcasts
    Shortcasts New
    We’ve teamed up with podcast creators to bring you key insights from podcasts.

    Best quote from The IT Marketing Crash Course

    Success demands singleness of purpose. – Vince Lombardi

    —Raj Khera
    example alt text

    About the Author

    Raj Khera is co-founder and CEO of the e-mail marketing software company MailerMailer. In 1995, before taking on his current role, he co-founded GovCon, which went on to become the largest business-to-government web portal in existence.

    Who should read The IT Marketing Crash Course?

    • Everyone in IT
    • Entrepreneurs wanting to start their own IT business
    • Anyone who wants to effectively market their company

    Categories with The IT Marketing Crash Course

    Books like The IT Marketing Crash Course

    People ❤️ Blinkist
    Sven O.

    It's highly addictive to get core insights on personally relevant topics without repetition or triviality. Added to that the apps ability to suggest kindred interests opens up a foundation of knowledge.

    Thi Viet Quynh N.

    Great app. Good selection of book summaries you can read or listen to while commuting. Instead of scrolling through your social media news feed, this is a much better way to spend your spare time in my opinion.

    Jonathan A.

    Life changing. The concept of being able to grasp a book's main point in such a short time truly opens multiple opportunities to grow every area of your life at a faster rate.

    Renee D.

    Great app. Addicting. Perfect for wait times, morning coffee, evening before bed. Extremely well written, thorough, easy to use.

    People also liked

    Start growing with Blinkist now
    26 Million
    Downloads on all platforms
    4.7 Stars
    Average ratings on iOS and Google Play
    91%
    Of Blinkist members create a better reading habit*
    *Based on survey data from Blinkist customers
    Powerful ideas from top nonfiction

    Try Blinkist to get the key ideas from 5,500+ bestselling nonfiction titles and podcasts. Listen or read in just 15 minutes.

    Start your free trial