Ralph E. Grabowski - marketingVP - fact-gathering, analytical Marketing to steer the enterprise

 

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Acugen Software case study

Acugen Software case study

World market dominance in 18 months with no capital and no sales force!
"You engineered my secret weapon!"

The problem and my assignments
Process, methods, and tools
M/E Ratio™, an investment in Marketing
Results and payback
A role model for startups
About Acugen Software

 

A role model, the new technology of selling

Acugen Software is a role model of super success; see the investment evidence.

 

Invited papers, presentations, and articles
a partial list

118    Grabowski, "The Board of Directors; Vital Partner for a VoC CultureProduct Development and Management Association (PDMA) 9th Annual Voice of the Customer  (VoC) Conference, San Diego CA, December 4-6, 2006 - conference brochure, PDF, 12 pages, 1.9 MB "The Board of Directors; Vital Partner for a VoC Culture"
de Bruyn Kops,  "The Importance of the Selling Process" part of "High Tech Marketing And Sales" inside 'Starting and Running a High Tech Company,'
MIT Sloan School of Management graduate course 15.976, MIT, January 21, 1998.

MIT's annual entrepreneurship course - sponsored by the MIT Enterprise Forum and MIT's Entrepreneurship Center, January 23, 1997, January 18, 1996, and January 19, 1995.

Invest Twice As Much In Software Market ResearchGrabowski,  "Invest Twice As Much In Software Market Research"  Business Conference '98 of the Software Association of New Hampshire (SwANH), Nashua NH, October 30, 1998.
Grabowski,  "Who Is Going To Buy The Darn Software?"  Greater Nashua Software Entrepreneurs' Group (GNSEG), Nashua NH, December 9, 1997.
 
"Who Is Going To Buy The Darn Software?"

 

"An Approach for Semiconductor Equipment Firms"Grabowski,  "An Approach for Semiconductor Equipment Firms"   Semiconductor Equipment and Materials International (SEMI) in their special issue on Managing in the '90's, September 1997, Vol. 10, No. 7: 8-9.

Grabowski, "Who Is Going To Buy The Darn Thing On The Internet?"  Institute of Electrical and Electronic Engineers - IEEE Engineering Solutions Conference, 'From the Desktop to the Internet,' Boston, September 10, 1996.

Grabowski,  "Marketing for Emerging Businesses"  Emerging Business Conference, IEEE Electro/94 Boston, May 10, 1994, Conference Proceedings: 7-36, "Best Paper."

Grabowski,  "Groupware for Competitive Sales Advantage"  Sales & Marketing Software and Technology - 1994 International Conference, Boston, February 1, 1994.

Grabowski,  "Marketing and Sales for Technology Startups"  'Starting and Growing a Technology Based Company,' IEEE Professional Activities (PACE), 1992 Seminar, Lexington MA, October 17, 1992.

Grabowski,  "Marketing - Essential for Success"  IEEE Entrepreneurs' Network, 1992-1993 Entrepreneurial Sequence, Waltham MA, October 6, 1992.

Grabowski,  "Effective Utilization of Software for Sales and Marketing"  American Marketing Association (AMA), Hartford CT, 1992 Seminar Series, September 16, 1992.

Grabowski,  "Relationships - Automating Big Ticket Selling"  Sales & Marketing Software and Technology - 1992 International Conference, Boston, April 6, 1992.

Grabowski,  "Marketing, Promotion, and Selling"  'How To Create a Successful New Business,' MIT Enterprise Forum Spring Workshop, April 4, 1992.

Grabowski,  "New Directions for Marketing"  'Guiding Your Business Through Uncharted Territory,' 1992 Seminar Series, MIT Enterprise Forum of Connecticut, Hartford, February 19, 1992.

Grabowski,  "Innovative Selling Motion - with Sales and Marketing Software"  Guest lecture in Professor Barry Unger's course, Promotional Strategies, Boston University Master's program in Administration with concentration in Innovation and Technology, March 26, 1991.

Grabowski,  "Big Ticket Selling with NO SALES FORCE!"  Sixth Annual Sales & Marketing Software Conference, Babson College, Wellesley MA, March 12, 1991.

Grabowski,  "New Low Cost High Tech Selling Techniques"  Marketing sequence at the Federal High Tech '91 Conference, Small Business Innovative Research (SBIR) program of The National Science Foundation (NSF), Boston, November 28-29, 1990.

Grabowski,  "Big Ticket Selling, and Its Special Needs - with Case Study of Semiconductor Capital Equipment"  Fifth Annual Sales & Marketing Software Conference, Babson College, Wellesley MA, March 13, 1990.

Grabowski,  "Pricing, A Case Study of Semiconductor Capital Equipment"  'Pricing Techniques that Create Sales and Profits,'  Smaller Business Association of New England (SBANE), Babson College, Wellesley MA, May 23, 1989.

 

 
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