August 16, 2011
Top 10 Innovation Myths
If you are worrying about innovation, take heart. Only successful companies do. By contrast, unsuccessful…
July 26, 2011
Three Ways to Fail at Solutions Marketing
I recently met with Paul, VP of Solutions Marketing for a technology company. He told…
June 14, 2011
SaaS Design Principle #1: Design SaaS to Manage the Full Customer Life Cycle User Experience
Migrating an application to SaaS (Software as a Service) means rethinking and redesigning the software…
June 1, 2011
Practical BI – What CEOs Want from BI and Analytics
The data overload is making finding the obvious in the increasing tidal wave of structured…
June 1, 2011
Data Visualization – The Medium is the Message
Marshall McLuhan's enigmatic phrase from the sixties gives him credit for predicting the World Wide…
April 5, 2011
Show Me the Money!
Many software companies don't measure their value in quantifiable terms, but instead make unsubstantiated claims…
March 22, 2011
Free Thinking
Outbound marketing is entirely about communications. It involves guiding the thinking of different people (buyer…
February 9, 2011
Rethink Your SaaS Channel Strategies
Unlike in traditional software where the channel partners had to have some level of technical…
November 23, 2010
Selling Software to the C-Suite
In the lifecycle of a client engagement, there are multiple opportunities to communicate the value…
October 20, 2010
Five Tips for Delivering True Business Value to Software Clients
The key to great customer experience is fostering a long lasting relationship built on trust…