strategy Posts

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?

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?