Affinity Marketing, Part I
[December 20, 2004] Think of it as marketing with a generous twist. In Part I, we show you what you need to do to get started.

Grown-Up Marketing   [January 28, 2000]
Whether you love AOL, or hate it, you should respect the aggressive, focussed marketing that's gotten it where it is—and learn from its example.

What's at the End of the 'Extra Mile'?   [January 7, 2000]
In the ISP business, sales and customer service aren't really separate. True, sales brings in the first payments from new customers, but service brings in the rest.

Adapt, Diversify, and Grow   [December 17, 1999]
The Internet is creating a huge new universe of commercial opportunity. ISPs with the imagination to step outside the accepted definition of Net access can grow forever.

New Revenue from Old Customers   [November 12, 1999]
After attacking both the Internet newbie market and your competitors' subscriber lists, your next path to growth is extracting more revenue from every customer every month.

Wresting Customers from the Competition  [October 21, 1999]
If you want to grow, you're gonna have to do it, even if it's scary or distasteful. This is really nothing more than nuts-and-bolts marketing—and it's surprisingly easy.

Valuing Your ISP  [October 1, 1999]
Do you know what makes your comapny valuable in today's market—or what will make it more valuable in tomorrow's? Customers. The more you have, the greater your value.

Innovate or Suffocate  [August 4, 1999]
Copying industry trends is a fairly safe play: You'll probably never get into serious trouble doing it. OTOH, daring to be original greatly increases your risk of breakaway success.