lustratus REPAMA

In infrastructure software sales and marketing, Lustratus categorises the primary end user target audience as one or more of the following three categories:

• IT Technical – Represents the overtly technical disciplines within the IT organisation that have no management, strategic  or commercial responsibilities
• IT Business – Represents the higher management levels of the IT organisation that have strategic and/or financial responsibilities
• Business – Represents the line of business functions outside of the IT organisation

Whilst there are many subtle distinctions between these these layers a general description of the types of positions and the role of they play in enterprise software sales for infrastructure software is shown in the diagram below:

Danny Goodall

Similar posts include:

1. Audience strata mismatch lustrat If I were to write in this blog “18th century art has always been my passion.  It’s my...
2. Standards-based marketing – an antidote “Partner” Part 5 I’m carrying on this series of posts on how vendors can differentiate themselves in the market when technical standards...
3. Positioning and the Positioning Statement Positioning and the Positioning Statement This page contains a summary of a series of blog entries I made during...
4. Part 6 – The “THAT PROVIDES [main benefit]” element from the positioning statement The Main Benefit or Reason to buy In this series of blogs I’m exploring the format of the positioning...
5. “Aim wider”, “focus everywhere” and other oxymorons I’ve just had a conversation with a friend, an ex-colleague who was picking my brains (for free I might add!)...