Nobody Cares About Your “Platform” Till They Know What Real Problems It Solves

Nobody Cares About Your “Platform” Till They Know What Real Problems It Solves

I’ve lost count of the number of new and established companies that promote their new “platforms” aggressively to prospects, customers, and third-party developers. Most often the initial reaction is muted, because no one knows whether or not they could or should use a platform until they’ve seen it in action, being leveraged to solve actual business or personal problems. So how should platform marketers proceed?

Bad News! The VC2C Business Model is at Breaking Point

Bad News! The VC2C Business Model is at Breaking Point

For the past decade or so VC funding in startups and scaleups has been increasing dramatically in value and even average number of rounds per company, creating many highly-valued but still unprofitable unicorns along the way. Now that macro-economic growth is slowing, the model of extended VC funding to help companies build their consumer businesses seems to be heading for a reckoning, with hundreds of non-unicorns likely to experience serious difficulties.

Why Enterprise SaaS Deals Don’t Close

Why Enterprise SaaS Deals Don’t Close

Despite the increased adoption of the “as-a-service” business model, tech sales team struggle to close significant enterprise Saas deals, often causing companies to miss their numbers. The reasons vary but many companies fail to live up to the different demands of serving corporate customers.

Tesla: Lessons in Strategy and Governance

Tesla: Lessons in Strategy and Governance

Among all of the recent coverage of recent Tesla earnings calls, successive Model 3 production forecasts, and CEO Elon Musk’s early August tweet about taking the company private, I think there’s a critical strategic issue facing the company that has not yet been called out, and serious governance challenges which has been discussed but not yet resolved. Without resolving the governance issues, I don’t see how the strategic challenge will ever be properly understood or addressed.

How Much is Too Much?

How Much is Too Much?

During the past 10 years, Marketing technology (“Martech”) applications have become numerous; so numerous that the “Martech 5000” now comprises 7000+ entrants. Dr. Philip Kotler of Northwestern University defines marketing as “the science and art of exploring, creating, and delivering value to satisfy the needs of a target market at profit.” Are marketers at risk of focusing so much on the mechanization of the process such that the actual art of the discipline – the craft – is lost along the way?

Land & Expand Meets Customer Success – Three Key Gaps to Fill

Land & Expand Meets Customer Success – Three Key Gaps to Fill

Today Customer Success has become an essential focus in all subscription economy businesses, and thus a crucial part of any Land & Expand strategy. However, despite considerable hype on this topic, the strategic, tactical and operational elements are still not quite in place in most companies.

I believe there are three crucial gaps that CEOs and management teams need to fill – particularly in companies that have a strong or exclusive focus on enterprise customers.