Zeroing in

Article Abstract:

Lotus Development Dir Howard Berg believes that business marketers use target and niche marketing to bring more sales because they are more specific and more productive. Berg, who is in charge of direct marketing, says that Lotus has been using direct mail marketing for two years and is interested in electronic advertising and distribution. Lotus also engages in direct marketing to discover prospective clients, especially those in information services management of big companies.

Methods, Management, Direct marketing, Interview, Business-to-business market, Business to business market, Berg, Howard

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Notes program has Lotus singing new marketing, distribution tune

Article Abstract:

Lotus Development Corp has stepped up its marketing and distribution activities for the company's latest version of Notes, a software package that permits workers linked by computers to share information in problem-solving teams. The company has expanded its promotional efforts to widen its client base and has intensified its seminar and trade show efforts. Notes' distribution has also been completely revamped to complement the marketing changes.

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Lotus enlists VARs to promote Notes

Article Abstract:

Lotus Development Corp is increasing its involvement with value added resellers (VAR) in an effort to promote its Notes software program. Lotus wants to increase the number of VARs in its Business Partners Program to 500 from the current total of 250. The problems experienced by Lotus in establishing the Business Partners Program and its effort to better utilize its VARs are described.

Usage, VARs (Value added resellers), Value-added resellers, Lotus Notes: Document Imaging (Workgroup software)

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