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.

The Seven Habits of Highly Successful Enterprise SaaS Companies

The Seven Habits of Highly Successful Enterprise SaaS Companies

The enterprise Saas marketplace is booming, finally. Consumers led the way in adopting the Saas model, then small and medium businesses followed suit, and now large enterprise and public sector companies are starting to adopt subscription-based cloud services like never before. But are Saas vendors ready to deal successfully with the demands of serving enterprise-level customers, with their complex requirements, large-scale and sometimes global business problems? This post lays out seven core principles that many Saas companies are either struggling to implement or just plain confused about.

Was the EU Right to Penalize Google?

Was the EU Right to Penalize Google?

An examination of the pros and cons of the EU’s recent action against Google. Should the EU have found Google guilty of anti-trust offences in its search business? And what can Google and other dominant players in the FAANG group learn from this experience?

AI and Industrial Automation: Don’t Count the Incumbents Out!

AI and Industrial Automation: Don’t Count the Incumbents Out!

Internet giants like Google’s Waymo, Uber, and Amazon as well as fast-growing disrupters like Tesla keep grabbing all the headlines on autonomous vehicles, commercial drones, or other advances in AI-powered industrial automation. But the authors of a new book, What To Do When Machines Do Everything? argue that we should not discount the chances that industrial incumbents such as GE or Siemens, or automotive stalwarts like BMW or Mercedes, might actually win the key battles against powerful and richly-funded tech AI companies due to their superior knowhow in critical areas.

Can Slack Fend off the Giants to Succeed in the Enterprise?

Can Slack Fend off the Giants to Succeed in the Enterprise?

Every CEO and management team of an up and coming company needs to figure out a way of punching above their weight in order to avoid being squashed by much larger competitors once these turn their attention on them. Slack, a team messaging and collaboration tool already successful with smaller businesses, is facing just such a challenge this year, as it launches its new enterprise offering. Does the company stand a chance of succeeding among enterprise customers in the face of growing competition from giants like Microsoft, and even Google and Facebook? If so, how?