Explore Sand Hill Topics: value proposition

Christopher Lochhead, Co-founder and Partner - Play Bigger Advisors

CEOs of legendary businesses take positioning seriously. They make a choice to be different, purposely positioning their companies to create or disrupt a very big market category. Here are six tips for positioning.

Paul Ressler, Principal - Cirrostratus Group

A recent Cirrostratus Group survey on SaaS found only 36% of respondents were happy with the growth of each account. Here is a three-step methodical approach to diagnose why a company isn't getting better results.

Patrick D. Quirk, President & CEO - Emptoris, Inc.

Approximately 50 percent of the value and costs of any given company’s products or services is in the hands of suppliers, suppliers are central to risk mitigation, innovation and to controlling spending.

Tom Pisello, Chairman and Founder - Alinean

A sales team has learned that three prospects are in immediate need of tools for a critical building project. It’s been some time since such an opportunity has been available, and the sales team springs into action with three different strategies.

Tom Pisello, Chairman and Founder - Alinean

Constrained IT budgets resulted in a backlog of projects, propelling business units to work outside the system, which caused "Shadow IT." Fueling the rogue spending is the ease of procuring SaaS and the proliferation of mobile devices.