The IT Marketing Crash Course Book Summary - The IT Marketing Crash Course Book explained in key points
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The IT Marketing Crash Course summary

Raj Khera

How to Get Clients for Your Technology Business

3.8 (19 ratings)
11 mins

Brief summary

In 'The IT Marketing Crash Course', Raj Khera provides a step-by-step guide for IT businesses to successfully market and sell their products/services. It covers everything from branding and positioning to lead generation and conversion.

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    The IT Marketing Crash Course
    Summary of 5 key ideas

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    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.

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    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.

    The IT Marketing Crash Course Review

    The IT Marketing Crash Course (2021) is a valuable resource for anyone looking to excel in marketing within the IT industry. Here's why this book is worth reading:

    • Packed with practical tips and strategies, it equips readers with the necessary knowledge to excel in IT marketing and drive successful campaigns.
    • By combining industry insights, case studies, and actionable advice, the book provides a comprehensive understanding of IT marketing best practices.
    • The author's engaging writing style and relatable examples make even complex concepts accessible, ensuring an enjoyable and enlightening reading experience.

    Best quote from The IT Marketing Crash Course

    Success demands singleness of purpose. – Vince Lombardi

    —Raj Khera
    example alt text

    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

    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.

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    The IT Marketing Crash Course FAQs 

    What is the main message of The IT Marketing Crash Course?

    The main message of The IT Marketing Crash Course is to help IT professionals understand and implement effective marketing strategies.

    How long does it take to read The IT Marketing Crash Course?

    The estimated reading time for The IT Marketing Crash Course is several hours. The Blinkist summary can be read in just 15 minutes.

    Is The IT Marketing Crash Course a good book? Is it worth reading?

    The IT Marketing Crash Course is worth reading for IT professionals who want to learn practical marketing techniques. It offers valuable insights and actionable advice.

    Who is the author of The IT Marketing Crash Course?

    The author of The IT Marketing Crash Course is Raj Khera.

    What to read after The IT Marketing Crash Course?

    If you're wondering what to read next after The IT Marketing Crash Course, here are some recommendations we suggest:
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