10 Year Anniversary of JEM 9

Key Learnings From 10 Years of Working with B2B Technology SMEs

2 in 3 people, or 62%, agree that critical aspects of organizational strategy are in place:

  Managing the sales process fairs best with 70%. Most are already using customer relationship management tools, unsurprising given that all are technology businesses, and  three quarters have processes in place to manage leads.  There is an opportunity to improve understanding of why deals are closed, either closed-lost or closed-won. 

Upon completing a win-loss analysis, one client completed discontinued what had been thought a key lead generation channel upon discovering that yes, ‘we can gain leads from that channel but those leads never resulted in sales’. The mini-workshop which revealed this key learning included a handful of people, but critical cross-functional people, and took perhaps 2 hours and saving thousands of wasted hours and euros.

  Marketing communicating is the function with the greatest upside available.  Only slightly more than half of the participants agree that both marketing content and marketing communication channels are being well used.

Top Organizational Weaknesses:

  • 1. Customer Value Proposition not updated or shared with functional groups.
  • 2. & 3. There’s a tie for second place between Marketing Communication Channels not used effectively and Understanding Customers (both qualitative and quantitative).
  • Top 5 issues are rounded out by a lack of win-loss analysis and lack of market-specific strategy.

n = 125 participants in Irish B2B technology SMEs

Time to Update the Brief Bio

With 30 20 years high-tech marketing & product development experience from Boston to Billund, Berlin to Bangalore, Jane has managed teams and tech products with millions of installs, and millions of revenue (annually). She’s researched and developed market strategy for global markets, and established the blueprint for product management in many new teams. As an intrapreneur turned entrepreneur, she changed vowels in 2014 and founded JEM 9 Marketing Consultancy. Since 2014 today she works exclusively with B2B SME CEOs & business leaders to assist them in understanding and reaching customers: Invariable this includes some of the following identifying and addressing weaknesses in the business model and creating practical tactical plans to align with owners’ ambitions. The most common strategic issues that have arisen over the 10 year during business reviews are; aligning leadership teams around a shared goal, product: market fit, pricing, and the need to adapt to changing markets.

What Jane Does Really Well – The 10 Year Review

As JEM 9 clocks up 10 years in business with 100 articles, lots of workshops and working with teams full of passion for solving real customer problems and building thriving businesses, here’s a look back at what clients have said over the years.

More to come…..


About Jane Morgan

With 20+ years high-tech marketing & product development experience from Boston to Billund, Berlin to Bangalore, Jane has managed teams and tech products with millions of installs, and millions of revenue (annually). She's researched and developed market strategy for global markets, and established the blueprint for product management in many new teams. As an intrapreneur turned entrepreneur, she changed vowels in 2014 and founded JEM 9 Marketing Consultancy. Today she works with CEOs & business leaders to assist them in understanding and reaching customers. Speaker on market research, technology marketing and product management.