Sales and software development is the great engine of growth in the Danish IT market, says new figures from IDC. Growth in the Danish software market is expected to be in excess of 5% in 2013. [...]

In these days of Business Model Generation, Customer Value Propositions, Value Chains, Balanced Score Cards and what have you, we often forget that for many companies the revenue comes from [...]

Cloud Computing breaks with the way we’ve traditionally worked in IT. With a cloud-based model, the partner revenue is diluted and is realized over the customer relationship lifetime. [...]

Key Performance Indicators (because your plan and the reality never match up) The objective of this series of posts is to outline a 2013 “preparation process” where you wind up having a plan and [...]

Every year, visits to Executive Briefing Centers (EBC) are considered the most efficient way to obtain and disseminate information, as rated by decision making executives*, outranking even trade [...]

In this post on the issue of applying business intelligence on the sales process we will look at two of the most fundamental numbers. The average order size The average length of the sales cycle [...]

During a recent conversation, it came up that the company I was talking to had failed in Germany. Not because of the market. Because they had hired the wrong person. He had now been terminated [...]

This is the 9th in a series of blog posts under the main headline “Ready for 2012?” It is addressing the #1 headache of any growing Independent Software Vendor: How to predict, budget and meet [...]

The Ideal Customer Profile is one of the important concepts in all sales and marketing activities. At TBK Consult we define the Ideal Customer Profile as: The Ideal Customer Profile is a [...]

International Bootstrapping is the activities which leads you to the first 3-5 reference customers in a new geography.  This post suggests how to orchestra international bootstrapping in a more [...]