Learn More About Our Training Programs

Category Archives for "Uncategorized"

Technology Glossary for B2B Sales

Welcome to the Technology Glossary for Sales and Marketing People. This glossary was created to help non-technical sales and marketing people gain a fuller understanding of the technology products and services that they sell and market.

If you wish to suggest a correction or a new term for us to define, please leave a note about what you need in the comments section of this blog.

Each entry is linked to itself, so if you would like to point a link to a specific definition, click on the definition and use the expression in the browser address bar.

Click on a letter from the list to go to that section or use the search widget at the top of this page to search for a topic.



Applications Programming Interface (API)
An API is a set of software commands that can be used by programmers to write specific types of programs. An API is typically created as a method of talking to a device like a disk drive or USB port or as a collection of related functions like a graphics library for writing games. APIs are included with all modern Operating systems for common functionality like writing to the screen or printing and storing and retrieving files.

In addition to these standard APIs, others can be purchased or downloaded and used free of charge (this is how so-called open source software is used)

These additional functions allow programmers to write programs more quickly since they can purchase and use a proven and tested API an use it’s pecialized functions. If they did not purchase the API library, they would need to write code that would provide the functionality of the API themselves.

Examples of commercial APIs that are sold include: real-time operating systems in the embedded software world and specialized customer relationship management functions like those supplied in the salesforce.com API.



Computing Hardware

Computing hardware is an electronic system that can be used to run software. The types of hardware used to implement these types of systems are:

  • Custom hardware devices such as FPGAs, EPLDs and ASICs – electronic hardware pre-programmed to do a function
  • Microprocessors – a chip or suite of chips used to run software
  • Microcontrollers – a chip that typically runs embedded software and has many additional I/O devices included on-chip
  • DSPs – a specialized microprocessor that excels at fast mathematical computations













Operating System
An Operating System is software that runs computing hardware. The Operating System provides all the software services needed to start-up and use a system.

In the desktop computing world, most are familiar with Popular Operating Systems (OSs) such as Windows, LINUX and MacOS. These Operating Systems are know by the user interface and the features that they provide to users.

In contrast, to desktop systems, there is another class of Operating System know as a Real-Time Operating System or RTOS. An RTOS is also responsible for providing the software services needed to start-up and use a system.

The difference between an RTOS and a Desktop Operating System is the system for which an RTOS is used. An RTOS is used for so-called Embedded Devices or Products. Embedded Devices are computer/microprocessor (or microcontroller) based, but as a rule they don’t run desktop operating systems.

(It should be noted that the current version of MACOS is based on LINUX and that the new iPHONE uses and embedded version of this LINUX distribution, also their are both desktop and embedded versions of Windows)

Embedded Systems are smart devices that may or may not have a user interface. So examples include:

  • an iPOD
  • a CELL Phone
  • Test equipment like a network analyzer
  • a Cable Modem
  • a Wireless Router

For examples of RTOS products see the RTOS entry of this glossary
Original Equipment Manufacturer (OEM)

An OEM is a company that manufacturers a product. The reason for the original moniker is that companies often buy products from their original creators (the OEM), and then private label them as their own. This can happen in several forms:

  • Radio Shack takes a Cell Phone from Motorola and then puts the Radio Shack name and branding on it.
  • A Switch/Router vendor, reselling a low end home router made by an OEM to round out their product line.

To make things interesting, OEM is often used as a verb as in: We OEM’D the sound system from Delphi, meaning that they purchased the sound system to integrate into their system.

The key is that the system is originally made by the OEM, then sold by the OEM in volume to a company which need the product to round out their solution.

Their are many jobs where you may be required to sell or market OEM products. Some examples might include:




Real-Time Operating System (RTOS)
An RTOS is a piece of software used to control a smart device such as a CELL Phone or a Cable Modem. An RTOS is typically written in the C or C++ language and is designed to be small in size (RAM and ROM Memory usage) and fast in operation. The real-time aspect is the most important characteristic of an RTOS. This real-time functionality means that an RTOS can respond to an event in a specific period of time. The response of an RTOS must be both repeatable and verifiable regardless of system configuration. In short, you use a RTOS when your system must not miss a deadline or the bad thing will happen. In the real world, this could mean that your anti-lock breaks fail or that you get too much radiation in an X-ray. Standard desktop Operating Systems (windows, etc) are not designed to support these types of mission-critical tasks.









Amap Blocking Search Engines and Staying Out of Google Cache

Saw the post on AMap over at techcrunch. Checked out the site and noticed that none of the maps were in Google’s cache.

In fact, even their home page was not there!

Checked the source and sure enough they are using:

<meta name=robots content=noindex,nofollow />

on all their pages.

Checked robots.txt and they are telling spiders to bug off:

User-agent: *

Disallow: /

The only page indexed by google is the home page.

Interesting strategery.

Guess these arguments are intended to stay PRIVATE.

Any thoughts on what they have in mind?


Welcome to the B2B Blog.

This blog is about B2B Selling for high technology companies.

{ 5 comments read them below or add one }

Bonni DiMatteo October 6, 2007 at 11:55 am

I have a question for Pat.
If you are launching a new service that is connected either to book or a training that you are trying to brand, is it better to create a new website with that name and link it to your old one, or start a new website?

Pat October 10, 2007 at 1:53 pm

Hi Bonni,
As long as the: book, product or service are part of the theme of your existing site, you should simply add a page or pages to your existing site for the new product or service.

This assumes that your site has been around for a while (at least a year) and that it can be found via Google.

The reason I would recommend adding pages to your existing site is because they will be crawled by Google when it comes to your site and then added to it’s index.

If you were to start a new site, it would not have any of the trust built up with Google that your existing site has. Lack of trust would cause your to rank lower in the short term.

Another reason not to start a new site is that you will have to start creating content for it, just like you did with your original site. This is both time consuming and unnecessary if your existing site already has related content.

When you add the new pages to your existing site, you should link to the new pages from other related pages on your site. The new links will allow both Google and your visitors to find the new pages more easily.

All that said, if you want to start a new site, be aware that the site should not be a small site simply focused on a single product or service unless you are willing to take the time to add new quality content to it.

Many people make the mistake of doing a copy-and-paste of their main sites pages over to the new site, then adding a bit of new stuff for the new topic.

Doing this is never a good idea since Google considers the copy-and-pasted text to be “duplicate content”.

Duplicate content pages will typically not be indexed in Google and may even cause your new site to have trouble ranking well in Google.

Finally, if the new product, book or service is not related to your original site, you will want to do a new site.

As discussed in the article, you will need to do the basics to get your site into Google and to start building up its popularity.


Bonni DiMatteo October 10, 2007 at 7:18 pm

Thank you, Pat. Great advice!!!

Alesia October 14, 2007 at 8:20 am

Hi Pat,

I need to desperately construct a website and I do not know where to begin? What do you recommend? I heard that you shouldn’t go to a website designer, but to a company that can help you with web optimization. I really don’t know what it all means. Please help? Alesia

Pat October 24, 2007 at 12:29 am

Hi Alesia,
Great Question on setting up a web site!

I would begin with your goals.
Do you intend to sell products and services on your web site?
Do you want to publish articles and add content often?

Would you like to be able to blog?

Would you like someone else to create content for you?

Do you need polls or quizzes?
Do you need RSS?

Would you like to be able to get leads from your site when a visitor fills out a form.

These question will drive the type of site that you need, the cost and results.

It is true that many web site companies say they are able to help you do optimization, but many are not up to the task.

I like Stephen Shapiro’s site:
It is based on WordPress blogging software (like this site) and looks great. You may want to ask him who he used.

When it comes to optimization, I am always happy to help any time.