– Why it doesn’t work and what you could do instead. I am assisting software companies with internationalisation.  What that comes down to is helping our clients acquire customers in a new market (bootstrapping), building a local presence (bridgehead) and heading for market dominance (scaling) [1]. Before jumping to...

At the CeBIT in the year 2000 A.D. I was interviewed by several journalists about our expectations to the ASP delivery format.  How fast would it knock out the traditional (old economy?) license models?  What would the pricing policies be? How would we manage the cash flow issues? How...

Do you want your business to grow, and do you want a (sustainable) solid profit? Why then, don’t we just go out there and get some customers, convince them to purchase our solutions at good prices (to us)? Why are we consultants always asking, “What is your strategy”? Apparently, there...

I am a passionate skier.  But my ski dress needs to be replaced.  I bought my ski jacket in New Zealand in 1995.  It’s a Columbia and it has served me well.  The ski pants was bought in Århus in Denmark in 1996 and they are Helly Hansen....

Using a channel of independent companies to resell, implement and/or service your customers has a long tradition in the history of the software industry. For some software companies the channel has been a major contributor to global success, but for most software companies making it work is a constant...

Ever listen to Internet Radio? Moving back to Denmark from Germany in 2001 I really missed listening to SWR1.  Great music, commentary and Verkehrsmeldungen (Stau, Stau, Stau).  One evening I did a little surfing on the net and there it was! SWR1 to be streamed directly to my speakers...

I  frequently meet with software companies from around the world, where we discuss issues around internationalization. One typical question is which market (geography) to penetrate first or next.  I ask them the following question: “Assume that I know everything about each individual market in world.  Which questions would you...

I had lunch with a friend of mine the other day.  He had just finished selling a company he started 2 years ago for the neat sum of XX million Euro.  Now, how do you do that? Well, his case is really interesting.  Had they invented a new gismo...