Last week I shared a piece of research with my network by McKinsey on the need for software businesses to grow fast or expect to die slow. There are three areas where I would like to add some [...]
For the third time in three years I’ve just paid for a consultant to do something for me. I’ve been a consultant for over 17 years – why would I use another consultant?
CeBIT in Hannover is the world’s largest ICT trade show and is a showcase for the German ICT industry. Each year a partner country is chosen to showcase the partner country’s ICT industry and to [...]
I had left the corporate world and been a consultant for 18 months when I had my first opportunity to work with a company expanding into the UK. It was back in 1998 and it came from a well known [...]
What do you need to understand and implement in order to be successful with a sales channel? In my previous blog post on channel development, I mentioned the need for analysis and planning prior [...]
I have 20 years of experience in channel dynamics and I’m currently working with two owner managed businesses that need to build an indirect sales channel in the UK. One client needs to do this [...]