Having a true understanding of your target customer is the first step in building an effective marketing plan.  How are they spending their time? Are they able to use the time they have to focus on their area of expertise? And do they have an interest in doing even better work? Come to think of it, we could ask these same questions of ourselves. It’s a full-circle approach that leads to better clarity about our target audience, enabling a more robust and focused marketing strategy. On this episode of Intended Consequences, Josh Thomas, Director of Marketing at Outbound Engine, shares how these three pillars inform their marketing strategy while also serving as the marketing solution for the customers. Listen in as Josh breaks down the dichotomy of marketing Outbound Engine’s marketing software solution. Resources and links discussed: Connect with Josh Learn more about Outbound Engine  Follow Brian on Twitter @bmassey  Learn more about Conversion Sciences