Excerpt: These days successful platform businesses are the envy of every tech CEO and investor. Yet, most tech companies are still designed as linear product businesses, selling their offerings to one customer at a time, and then pursuing the next prospect. At best this design constraint delays their success, at…

B2B Saas — One Business Model, but Three Distinct Sales Motions June 7th 2021 – 7 minute Read Synopsis: Why are churn rates in B2B SaaS companies so high, and why is expansion in major accounts so haphazard? For whatever reason, management teams wildly over-invest in their Land strategies while…

B2B SaaS: Why Sales Teams Fail to Land Big Deals February 11th 2021 “The formulation of the problem is often more essential than its solution, which may be merely a matter of mathematical or experimental skill.” ― Albert Einstein “The problem is not the problem, the problem is the way…

Tuning Your Strategy for Post-Covid Times “Never let a good crisis go to waste.” — Winston Churchill, while working to form the United Nations after WWII “There is only one winning strategy. It is to carefully define the target market and direct a superior offering to that target market.” …

Tuning Your Strategy for Post-Covid Times — August 3rd 2020 “You campaign in poetry. You govern in prose.” – Mario Cuomo, former three-term governor of New York State, 1983–94 “If I had an hour to solve a problem, I’d spend 55 minutes thinking about the problem and 5 minutes thinking about solutions.” - Albert Einstein “Change does…

Summary: In recent weeks Zoom has rapidly overtaken competitors to become the videoconferencing app of choice for business, government, and individual users as a result of the confluence between the Covid-19 pandemic and the massive spike in demand for an effective way of staying in touch with loved ones or…

Philip Lay, December 2019 / 5-minute scan, 14-minute read Synthesis: Startups are taking longer these days to become successful scaleups, and one informal survey reveals that founder-CEOs are experiencing burnout at a disturbing rate. More to the point, it can be alarming to the board and employees — and extremely…

Digital tech in the UK is only a decade or so old as a full-blown industry. In contrast, the US tech industry is over seventy years old, dating from the first commercial activities of IBM, Burroughs, Univac and Intel in the 1950s and 60s, and the birth of the “independent”…

One Problem to Avoid at All Costs: Premature Scaling “They say that scaling up is hard to do / Now I know I know that it’s true / Don’t say that this is the end, / Instead of scaling up I wish that we were starting up again…” OK, OK…