Category Archives: Strategy

The successful turnaround of Secunia, part 1

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 … 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. 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 … Continue reading

Posted in Sales, Strategy, Technology | Tagged , , , , | Leave a comment

Renovating and consolidating the TBK Consult web sites

– Reading time: 4 minutes – This 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 … Continue reading

Posted in Career & Leadership, Sales, Strategy, Technology | Tagged , , , , , , , , , , | Leave a comment

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 … Continue reading

Posted in Sales, Strategy, Technology | Tagged , | Leave a comment

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 … Continue reading

Posted in Sales, Strategy | Tagged , , | Leave a comment

This formula will make your channel partners successful

– Reading time: Less than 4 minutes – 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 … Continue reading

Posted in Career & Leadership, Sales, Strategy, Technology | Tagged , , , | Leave a comment

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 … Continue reading

Posted in Sales, Strategy, Technology | Tagged , , , , | Leave a comment

It is sandbagging time again – are you ready?

– The average reading time for this post is 4 minutes – It 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 … Continue reading

Posted in Career & Leadership, Sales, Strategy | Tagged , | Leave a comment

The magic happens when you want to make the world a better place!

– The average reading time for this post is 4 minutes – When Özlem Turhan enters the stage in New York tonight to receive the Stevie Award for the Best New Product or Service of the Year – Consumer Services she will think back on how … Continue reading

Posted in Career & Leadership, Strategy, Technology | Tagged , | Leave a comment

“The Navision Model” was born when IBM said no thanks

– The average reading time for this post is 10 minutes – 25 years ago three young gentlemen from Jutland in Denmark set up a small office in Hamburg, Germany, from where they would sell the Danish financial software program Navigator … Continue reading

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