Stephen Diorio
Stephen Diorio is President of IMT Strategies, which he founded in 1998. He is an established authority in sales and marketing strategy with specific expertise in hybrid selling systems, customer relationship management (CRM), and e-business strategy development. He has developed high-growth, low-cost channel strategies for leading marketers including IBM, American Express, GE, and Eastman Chemical and has published "CRM 2000: A Demand Side Perspective on Relationship Marketing." Prior to forming IMT Strategies, Steve was a partner at Oxford Associates, a leading "go to market" and e-commerce strategy firm. Steve has held marketing management positions at Citicorp Direct Marketing and GE Sales and Marketing. He holds an M.B.A. from the University of Chicago and an engineering degree from Bucknell University.
Recent articles by Stephen Diorio
A Framework for Reaching Online Customers -
In the third of a three-part series, Stephen discusses in more detail the various customer design points that influence management practices and investments and, taken together, constitute the outline of a framework for understanding and reaching online customers. Aug 1, 2001
Drawing a Clearer Picture of the Online Customer -
As online shoppers gain know-how, their behavior, responsiveness, and sensitivity to marketing is evolving and beginning to differ materially according to experience, gender, and demographics. What should marketers do to keep pace with that evolution? Jun 29, 2001
The Importance of Changing Customer Buying Behavior -
As technology life cycles shorten and the pace of innovation explodes, customers will expect the quality of service to be continually upgraded; they will also expect personalization and access to more information. May 18, 2001
E-Marketing Processes Must Change -
Email is cheap, ubiquitous, and dangerous enough to highlight the need for organizations to change the way they manage their marketing processes. Apr 2, 2001
How to Catch on to Viral Marketing -
Online consumers have a propensity to communicate and can become an ideal sales and marketing channel. Viral marketing can best leverage the democratic and self-service character of that channel by becoming a formal process. Feb 16, 2001
Governance Issues in Content Management -
Your content matters. Your marketing materials -- from online catalogs to web copy and graphics -- are critical for establishing corporate brand and boosting retention rates. Something so important needs to be managed efficiently -- and cost-effectively. Jan 12, 2001
Capturing Value From Web Traffic -
Few e-business leaders have demonstrated an understanding of how to monetize traffic, or effectively convert web visitors into revenue dollars. Here are some tips on how to generate highly trafficked web sites. Dec 8, 2000
Online Promotions Drive Traffic and Sales -
Brick-and-mortar retailers are beginning to realize the potential of online promotions like coupons and loyalty programs to drive traffic and sales. Here are 11 online tools to improve marketing performance when integrated with push and pull marketing approaches. Nov 10, 2000
The Six Primary Flavors of Online Marketplaces -
As online marketplaces proliferate, we see a bewildering array of subvarieties and hybrid exchange models. These variants can be distilled into six primary flavors of online marketplaces serving both B2B and B2C markets: online buying services, auctions, functional exchanges, vertical exchanges, industry-sponsored exchanges, and Net markets. Steve gives you the salient characteristics of each and tells you how they differ. Sep 8, 2000
Strategic Management for Online Marketplaces -
By 2003, online marketplaces must be managed strategically as part of the selling channel mix. Short-term, stopgap tactics will not suffice when the new breed of Net markets mature and achieve scale. In fact, organizations participating in online marketplaces that lack a clear role or value proposition will find themselves quickly marginalized by market forces. Aug 11, 2000
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