All Dollars Are Not Equal: The Crucial Difference between Good, Neutral & Bad Revenue

All Dollars Are Not Equal: The Crucial Difference between Good, Neutral & Bad Revenue

Again and again in working with tech companies I am reminded that common sense ain’t so common, particularly regarding the range of sales opportunities that management and sales teams pursue or respond to, and the frenetic way they sometimes go about trying to close business. But there’s a simple test for all entrepreneurs and executives to use in service to their customers and their own top and bottom lines.

The Chicken & The Pig – The Critical but Elusive Art of Making Strategic Alliances Work

The Chicken & The Pig – The Critical but Elusive Art of Making Strategic Alliances Work

Unfortunately most strategic alliances fall short of their goals, often failing completely. Yet this type of arrangement can be critical to the success of young startups, fast-growing ‘tweeners, as well as established giants. How can smaller companies – the Pigs in our metaphor – avoid the treacherous pitfalls and dramatically increase their chances of success when they engage in critical growth initiatives with larger organizations?

All Shook Up – How AWS is Pulling Off the Impossible in Enterprise IT

All Shook Up – How AWS is Pulling Off the Impossible in Enterprise IT

Since Amazon’s Q3 earnings announcement, AWS (Amazon Web Services), has been grabbing more headlines than ever. The nine-year old unit is breaking records as the dominant cloud infrastructure services provider, rapidly becoming a default choice for enterprise and government organizations. How have they pulled this off, and can anyone give AWS a run for its money?

Time to Re-Assess the Unicorn Club Idea

Time to Re-Assess the Unicorn Club Idea

The Unicorn Club of high-valued tech startups has recently caught some flak as a few of the members of this 140-strong elite have experienced disappointments of different kinds. This prompts me to ask whether or not the Club was a fun fad that has now outlived its usefulness, or whether it might be worth making it less vulnerable to bubble mania and more durable as an aspiration for young startups.

The Dell-EMC Deal: Brilliant or Delusional?

The Dell-EMC Deal: Brilliant or Delusional?

What is the outlook for this largest-ever merger of tech companies, assuming that it goes through without any major hitches? The history of prior mega-mergers tell a mixed story. What is there about this one, between two ailing giants, that could be different?

Land & Expand is a Business Strategy – Not a Sales Tactic

Land & Expand is a Business Strategy – Not a Sales Tactic

In selling to business customers virtually every SaaS/XaaS company claims to be pursuing a land and expand strategy, to make their subscription and/or consumption business model generate the growth and profits that their investors and executives are expecting. Some companies are already demonstrating emerging best practices in this area though most startups and fast-growing companies still struggle to make their “strategy” pay off. Why is it such a struggle, and what can they do to crack the code?