Articles Posts

Land & Expand Strategy: Time to Get Serious about Customer Success!

Land & Expand Strategy: Time to Get Serious about Customer Success!

Management teams talk an awful lot these days about customer success, and many companies have implemented parts of a plan to help their customers achieve successful outcomes from their investment. Unfortunately, the prevailing model in most Saas companies is far too internally focused on building license revenues and limiting the cost of delivering services, and therefore falls short as far as customers are concerned. But there is a cure for this problem…

Facebook – Technology Platform or News Publisher?

Facebook – Technology Platform or News Publisher?

More than any other site that congregates large numbers of users, Facebook has recently been taken to task for the fake news items that were widely broadcast and read during the 2016 presidential election season. Although CEO Mark Zuckerberg has been moving closer in recent weeks to admitting that the company is more than just a “technology platform”, he still demonstrates considerable reluctance to take responsibility for the news items, authentic or fake, that appear on Facebook pages. Who is in the right in this controversy? And (how) can Facebook avoid becoming a dumping ground for unreliable information?

Segmentation and the Hard Lesson of Elections

Segmentation and the Hard Lesson of Elections

My colleague Paul Wiefels, guest columnist for this piece, points out the critical differences between Donald Trump’s voter segmentation strategy and that of the Clinton campaign, and what every executive can learn about how to go about segmenting your market effectively.

Pivot or Divot? The Decisive Difference between Strategic Pivots and Frustrating Flails

Pivot or Divot? The Decisive Difference between Strategic Pivots and Frustrating Flails

“Strategic pivot” has been a fashionable buzzword for several years. Now wildly over-used, it can be misleading and cause poor decision-making by investors, entrepreneurs, and management teams. So I thought it was high time to try to define what a successful pivot looks like versus a wasteful flail.

Scaling a Big Data / IoT Company Toward $1 Billion

Scaling a Big Data / IoT Company Toward $1 Billion

Big data and IoT businesses continue to attract enormous amounts of venture and PE funding but very few of them have yet to demonstrate the growth expected of them. Splunk is an exception. The company’s 2016 revenues will approach $1bn. and its current valuation is $8bn. Perhaps more significantly, the stock has experienced greater growth and stability than most recently public tech companies. This article addresses some of the management “secrets” behind the company’s success, in the words of Godfrey Sullivan, former CEO for eight years until his retirement in November 2015.

The Autopilot Crisis: What Tesla Mustn’t Do

The Autopilot Crisis: What Tesla Mustn’t Do

In recent weeks Tesla has been drawing a lot of attention for its new “Autopilot” feature. A crash in Florida May of a Model S while Autopilot was engaged, added to the fact that this feature was released in beta mode, exacerbated by Tesla’s refusal to cede ground in the face of blowback from motorists and experts, are building toward a true PR nightmare. How should Elon Musk and his team respond?