The successful turnaround of Secunia, part 3

– Reading time: 3 minutes – 

Secunia Post 3In September 2015 Secunia was acquired by Flexera Software, providing the Secunia shareholders with an attractive return on their investments. The acquisition was the culmination of a transformation process that started in July 2013 when the board of directors appointed a new CEO.

This series of posts documents Secunia’s journey from a company in trouble to a profitable company on a promising growth trajectory. Continue reading

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The successful turnaround of Secunia, part 2

Secunia Post 2– Reading time: 4 minutes – 

In September 2015 Secunia was acquired by Flexera Software, providing the Secunia shareholders with an attractive return on their investments. The acquisition was the culmination of a transformation process that started in July 2013 when the board of directors appointed a new CEO.

This series of posts documents Secunia’s journey from a company in trouble to a profitable company on a promising growth trajectory. Continue reading

Posted in Career & Leadership, Sales, Strategy, Technology | Tagged , , , , , , | 1 Comment

The successful turnaround of Secunia, part 1

SecuniaIn September 2015 Secunia was acquired by Flexera Software, providing the Secunia shareholders with an attractive return on their investments. The acquisition was the culmination of a transformation process that started in July 2013 when the board of directors appointed a new CEO.

This series of posts documents Secunia’s journey from a company in trouble to a profitable company on a promising growth trajectory. Continue reading

Posted in Career & Leadership, Sales, Strategy, Technology | Tagged , , , , , , | 2 Comments

The two main information technology channel challenges for 2016

Reading time: 2 minutes.

Happy new year 2016 700*400

I cannot predict the future, so I’ll leave that to others.

But I can with a 100% certainty tell you what the two major challenges will be in 2016 for information technology companies that want to serve their customers through an independent channel of resellers.
Continue reading

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Renovating and consolidating the TBK Consult web sites

– Reading time: 4 minutes –

AcademyThis post is from “our own world” and describes the project of renovating the TBK Consult web sites. I would be grateful for any comments and suggestions from those of my readers who know much more about web sites and web based marketing than I do. Continue reading

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Building Successful Partner Channels – the video series

Using a channel of independent companies to find, win, make, keep and grow happy customers on our behalf has a long tradition in the software industry. For some software companies the indirect channel has been a major contributor to global success, but for most software companies making it work remains a depressing and constant struggle.

Microsoft2Microsoft, that has built its own success on the indirect channel, offers the Smart Partner Marketing web portal to help their own resellers and channel partners to run better businesses. Continue reading

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Budgeting in big and small companies – do you know the difference?

– The average reading time for this post is 5 minutes – 

Budgeting and business planning are established and repetitive activities in any big corporation. Excel templates and fixed planning formats are made available ensuring that the budgets and corresponding plans are comparable and can be consolidated across business units. Sometimes the process is organized as a bottom up process, where managers are asked to give their best bets on the next 12 months, but mostly it is a top down process where managers are asked to meet certain objectives. These activities consume massive amounts of resources and typically take place by the end of the fiscal year when people are busy meeting the objectives of last year’s budgets. Continue reading

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This formula will make your channel partners successful

– Reading time: Less than 4 minutes –

Partner P&L

Partner P&L

Most potential information technology channel partners will initially be attracted to us because of the features and functions that our product provides (most information technology channel partner are product focused). However, the single formula that will help us help our partners become successful is understanding and working actively with “The channel partner Profit & Loss Statement (P&L).” Continue reading

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The differences between the direct and the indirect go to market approaches

– The average reading time for this post is less than 4 minutes – 

Using a direct go-to-market approach means that we are employing and paying all the resources required for finding, winning, making, keeping and growing happy customers. The benefit of the direct approach is the full control we enjoy and our ability to make fast changes to the way we interact with the market. The drawback is the massive investments this approach requires and the steadily growing organization we need to manage on our path to global market leadership. Continue reading

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It is sandbagging time again – are you ready?

– The average reading time for this post is 4 minutes –

SandbaggingIt is November and you are most likely struggling with the budgets and the plans for 2016 (if your fiscal year is the calendar year).

When I became sales manager the first time in 1982 and had to go through my first budget process I was very fortunate having a brilliant mentor who helped me understand some crucial premises, that I will now share with you. This post is about planning and budgetting in the mature corporate environment. I will address the issues in startups and smaller companies in later posts. Continue reading

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