Representing an ERP product requires major investments in people and knowledge. Doing so for a product that is not yet fully recognised in its target market requires a visionary mindset. [...]

If you are a business developer, then you do not have a sales target, because your job is not to generate revenue. Your job is to discover the value proposition which a sufficiently large number [...]

There’s plenty of generic advice on LinkedIn for using the platform. I ignore most of it. What works and what doesn’t come down to what type of business you run and what you want to achieve.

How can you, without making big investments, get the attention of potential customers abroad and make them reach out to you?

I have published the BECH Index for 2022, which includes data for the years 2017 to 2023. The whitepaper estimates the relative demand capacity for B2B information technology and related services [...]

Is a channel of resellers a quick shortcut to the market? No! Why should companies then use resellers to serve their customer? These two questions get thoroughly discussed in this podcast.

In my industry (software) the costs of revenue generation became a genuine headache when the shift from the on-premise pre-paid perpetual license format started to yield to cloud-based subscriptions.

The quick 10-step shoestring process for becoming a thought leader within your subject matter domain and how to use this position to drive quality traffic from all over the world to your web site.

Success in big corporations is delivering on your budget again and again. Never come short and never come too high. Stay within 101-105 per cent bracket.

Mohammed Bin Salman may be fighting corruption, but nepotism is the DNA of the Saudi Arabian political system.