How Focusing on The Results Can Make You Blind
The front office of our business model (business development, marketing and sales) are “business processes” exactly as product development, logistics, professional services, HR, G&A and manufacturing are. Getting them to work and delivering steadily increasing output at steadily decreasing cost requires the same approaches that we apply on all...
How LinkedIn made me a bestselling author
When I joined LinkedIn in 2004 I was not in a situation where I personally needed to be found, but I did want my company to be found, so I invested in building my profile around my company. In 2015 that changed and I embarked on a completely different...
The price is what we pay – the value is what we get
The exact same product can produce very different levels of value depending on how the customer applies the technology. Some of these differences may be associated with objective factors such as the customer’s industry, location and company size, but mostly they are only associated with the customer’s organisational capability to...
My new book “Building Successful Partner Channels” is available!
“Fantastic! I found this book helpful for restructuring our channel strategy in one business line and the creation of a new channel of indirect partners. I would highly recommend this to anyone looking to learn more about the indirect channel strategy.”...
The Successful Failure (Part 2)
I learned that if you want to be an entrepreneur then you have to come to terms with failure. Take the heat, face the brutal facts and get on with life. As long as people are not losing limbs and lives and you are not behaving unethically, then there...
The Successful Failure (Part 1)
Within the first 12 months, we had signed up resellers all over Europe as planned. Each reseller had invested in a starter kit including technical training and sales training and was selling to real customers. What could possibly go wrong?...
Going Global on a Shoestring – The Final
What made Dataco so incredibly successful? How could we launch a complete LAN/WAN product line and achieve global coverage in less than two years and reach a position to sell the entire company in just four years?...
Going Global on a Shoestring – Retrospection
What made Dataco so incredibly successful? How could we launch a complete LAN/WAN product line and achieve global coverage in less than two years and reach a position to sell the entire company in just four years?...
Going Global on a Shoestring – The Start
What made Dataco so incredibly successful? How could we launch a complete LAN/WAN product line and achieve global coverage in less than two years and reach a position to sell the entire company in just four years? Some of the “unfair” advantages of coming from a small country with...
Happy New Year
I wish all my readers a happy New Year. May 2012 fulfill your ambitions and bring joy, happiness, fun and prosperity to you and those you care about. This blog grew its’ readership from 20.000 visits in 2010 to almost 86.000 visits in 2011. In December 2011 we had...