The Dumb Customer or the Unfortunate Salesman?
It is easy to jump to the conclusion that potential customers that don't get it must be "ignorant." However, blaming our failing sales strategy on the customers may prevent us from making the [...]
In Building Successful Partner Channels, Business Model Management, Entering Foreign Markets, Featured
Posted Market Segmentation Fundamentals in the Software Industry – 2
The objective of having an Ideal Customer Profile was to focus our efforts on those customers we believed would get the most value from using our software and where our customer acquisition cost [...]
Silicon Valley’s Rule Number One: Fake It Till You Make It
I do not think that “Fake It Till You Make It” is recommended. There are some fundamental values and virtues that you need to nurture when you do not have much else to show off. Many years ago, I [...]
In Book reviews, Building Successful Partner Channels, Business Model Management, Entering Foreign Markets, Featured
Posted Going Global on a Shoestring
My next book project, Going Global on a Shoestring (International Expansion in the IT-Industry on a Small Budget), has been on the launch pad for many years but I have had to yield for other [...]
You Do Not Have to Fake It Until You Can Make It
Growing a company from startup to global market leadership is not only a matter of having a great product for which there is a desperate need. Even when your customer value proposition is [...]
Posted
How Do You Cross the Chasm and the Tipping Point? Part 2
Most information technology companies face two challenges as they make it out of the startup stage and look to accelerate growth. The first one is crossing the chasm; I wrote about this in the [...]
If the Founder Is the Best Salesperson in a Software Company
… it will not be able to accelerate revenues, and the business will not scale.
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On the inside of Hubspot and the trouble with marketing technology
Demonstrating the power of social media, I found Dan Lyons‘ book Disrupted – My Misadventure in the Start-Up Bubble in a post by one of my connections on LinkedIn. It was the name [...]
Most companies are asymmetric. Do you work for one too?
Most companies in the world fit into the following description: In the marketing and sales department they are working hard to make it as easy as possible for potential customers to get in touch [...]
Entering a Foreign Market – Managing Extreme Niche Software Markets
Since I wrote the post “Entering a Foreign Market – The 9 Steps to Success for Software Companies” I have received a lot of positive feedback. Thank you very much to all who took the time to [...]
