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	<title>Walt Kania Writer</title>
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	<link>http://waltkania.com</link>
	<description>Plain Speaking Tech and B2B Marketing</description>
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		<title>Naming your tech product: Go human.</title>
		<link>http://waltkania.com/2013/03/12/naming-your-tech-product-go-human/</link>
		<comments>http://waltkania.com/2013/03/12/naming-your-tech-product-go-human/#comments</comments>
		<pubDate>Tue, 12 Mar 2013 13:37:36 +0000</pubDate>
		<dc:creator>Walt Kania</dc:creator>
				<category><![CDATA[Blog]]></category>

		<guid isPermaLink="false">http://waltkania.com/?p=1363</guid>
		<description><![CDATA[You&#8217;re about to launch a new device, new piece of hardware, a new controller or conveyor system or server or router. You need to leap out of obscurity. You need to look different, better, sleeker. You&#8217;re wondering what to call...]]></description>
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		<title>If it looks like an ad, they ignore it.</title>
		<link>http://waltkania.com/2013/02/09/if-it-looks-like-an-ad-they-ignore-it/</link>
		<comments>http://waltkania.com/2013/02/09/if-it-looks-like-an-ad-they-ignore-it/#comments</comments>
		<pubDate>Sat, 09 Feb 2013 19:07:38 +0000</pubDate>
		<dc:creator>Walt Kania</dc:creator>
				<category><![CDATA[Blog]]></category>

		<guid isPermaLink="false">http://waltkania.com/?p=1386</guid>
		<description><![CDATA[As the classic story goes, one of those big delivery companies kept getting emails. &#8220;How do I track my shipment?&#8221; they&#8217;d say. &#8220;I can&#8217;t find it on your web site.&#8221; Fact is, the company had a tracking thing right there...]]></description>
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		<title>What I learned in 53 Interviews with IT Directors</title>
		<link>http://waltkania.com/2013/01/17/what-i-learned-in-53-interviews-with-it-directors/</link>
		<comments>http://waltkania.com/2013/01/17/what-i-learned-in-53-interviews-with-it-directors/#comments</comments>
		<pubDate>Thu, 17 Jan 2013 19:08:12 +0000</pubDate>
		<dc:creator>Walt Kania</dc:creator>
				<category><![CDATA[Blog]]></category>

		<guid isPermaLink="false">http://waltkania.com/?p=1308</guid>
		<description><![CDATA[What dawned on me, mostly, is that we marketers of tech aren&#8217;t quite getting it right. We&#8217;re talking to ourselves. Here&#8217;s what I mean. For a number of client projects, I have been interviewing IT and technology managers with all...]]></description>
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		<title>Web Video: That intro is way too long</title>
		<link>http://waltkania.com/2012/11/24/video-skip-the-intro/</link>
		<comments>http://waltkania.com/2012/11/24/video-skip-the-intro/#comments</comments>
		<pubDate>Sat, 24 Nov 2012 15:24:48 +0000</pubDate>
		<dc:creator>Walt Kania</dc:creator>
				<category><![CDATA[Blog]]></category>

		<guid isPermaLink="false">http://waltkania.com/?p=1298</guid>
		<description><![CDATA[The rule is this: The good stuff must start in 4 seconds. Max. Which means we start answering the question in 4 seconds. We say something provocative, informative, revealing, intriguing, or useful. Start showing what the customer came to see. Right...]]></description>
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		<title>Write for customers? Or the lawyers?</title>
		<link>http://waltkania.com/2012/11/20/write-for-customers-or-the-lawyers/</link>
		<comments>http://waltkania.com/2012/11/20/write-for-customers-or-the-lawyers/#comments</comments>
		<pubDate>Tue, 20 Nov 2012 15:41:08 +0000</pubDate>
		<dc:creator>Walt Kania</dc:creator>
				<category><![CDATA[Blog]]></category>

		<guid isPermaLink="false">http://waltkania.com/?p=1291</guid>
		<description><![CDATA[Best bet: Write your marketing and content to your customer. Speak human-to-human. All straight talk from the gut. Then, let the corporate lawyers crap it up if they have to. You may, if you&#8217;re lucky, end up with a little...]]></description>
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		<title>How to sound like a good writer. Even if you aren&#8217;t.</title>
		<link>http://waltkania.com/2012/10/23/how-to-sound-like-a-good-writer-even-if-you-arent/</link>
		<comments>http://waltkania.com/2012/10/23/how-to-sound-like-a-good-writer-even-if-you-arent/#comments</comments>
		<pubDate>Tue, 23 Oct 2012 16:59:25 +0000</pubDate>
		<dc:creator>Walt Kania</dc:creator>
				<category><![CDATA[Blog]]></category>

		<guid isPermaLink="false">http://waltkania.com/?p=1285</guid>
		<description><![CDATA[They may eject me from the from the underground writer&#8217;s union for revealing this. We like to keep this stuff secret, hoping that more people will hire us for the heavy lifting. But here goes, anyway. 1. Delete your first...]]></description>
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		<title>B2B and Enterprise Marketing: It&#8217;s emotional first. ROI and the MBA chatter is a distant second.</title>
		<link>http://waltkania.com/2012/10/11/b2b-and-enterprise-marketing-its-emotional-first-roi-and-the-mba-chatter-is-a-distant-second/</link>
		<comments>http://waltkania.com/2012/10/11/b2b-and-enterprise-marketing-its-emotional-first-roi-and-the-mba-chatter-is-a-distant-second/#comments</comments>
		<pubDate>Thu, 11 Oct 2012 14:54:25 +0000</pubDate>
		<dc:creator>Walt Kania</dc:creator>
				<category><![CDATA[Blog]]></category>

		<guid isPermaLink="false">http://waltkania.com/?p=1277</guid>
		<description><![CDATA[&#8220;We sell to the enterprise. We need to sell our value to the organization and our ROI and cost savings and/or improvement in performance/profitability.&#8221; Wrong. You will bore people to death with that. You will lose. Your buyer doesn&#8217;t care...]]></description>
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		<title>Two IT guys walk into a bar . . .</title>
		<link>http://waltkania.com/2012/10/11/two-it-guys-walk-into-a-bar/</link>
		<comments>http://waltkania.com/2012/10/11/two-it-guys-walk-into-a-bar/#comments</comments>
		<pubDate>Thu, 11 Oct 2012 14:06:18 +0000</pubDate>
		<dc:creator>Walt Kania</dc:creator>
				<category><![CDATA[Blog]]></category>

		<guid isPermaLink="false">http://waltkania.com/?p=1115</guid>
		<description><![CDATA[They settle in. The first one orders two beers, then turns to his friend: FIRST ONE:  So I heard you guys started moving some apps off your servers and into a cloud service. SECOND:  Well, yes. In today&#8217;s resource-constrained enterprise...]]></description>
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		<title>Explaining arcane insurance</title>
		<link>http://waltkania.com/2012/04/26/explaining-arcane-insurance/</link>
		<comments>http://waltkania.com/2012/04/26/explaining-arcane-insurance/#comments</comments>
		<pubDate>Thu, 26 Apr 2012 20:47:28 +0000</pubDate>
		<dc:creator>Walt Kania</dc:creator>
				<category><![CDATA[Blog]]></category>

		<guid isPermaLink="false">http://waltkania.com/?p=1180</guid>
		<description><![CDATA[Forget the features and benefits. Forget the bullet points and coverage terms. Tell me why  and how I would need such a thing. Written by me, produced by the video team at Chubb Insurance. &#160; &#160;]]></description>
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		<slash:comments>1</slash:comments>
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		<title>The little-known power of captions</title>
		<link>http://waltkania.com/2012/03/03/the-little-known-power-of-captions/</link>
		<comments>http://waltkania.com/2012/03/03/the-little-known-power-of-captions/#comments</comments>
		<pubDate>Sat, 03 Mar 2012 15:56:33 +0000</pubDate>
		<dc:creator>Walt Kania</dc:creator>
				<category><![CDATA[Blog]]></category>

		<guid isPermaLink="false">http://waltkania.com/?p=1128</guid>
		<description><![CDATA[An update to conventional wisdom. &#8220;A picture is worth a thousand words.&#8221; Actually, a picture with a 25-word caption is worth a thousand words. The rule: Always run a meaningful, informative caption under every photograph in your web content, web materials, whitepapers....]]></description>
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