Going Global on a Shoestring
"How long is a shoestring?" asked Rick Pizzoli when he first heard about the title of my next book. Rick, who runs Sales Force Europe and lives by helping primarily US companies enter the European markets, knows about where the challenges lie....
“Revenue Generation” as a Service
Let’s just face the brutal facts: Marketing and sales are not the core competencies of most information technology companies and that is the primary explanation that they may make it out of the startup stage, but they very rarely make it to the tipping point and beyond....
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...