February 27, 2012
Five Ways Customers Can Help You Build a Better Whole Product Offering
Customers represent a treasure trove of information and insights not just for tactical decisions, but…
February 13, 2012
Positioning to Win: The Secret Power of a Point of View
CEOs of legendary businesses take positioning seriously. They make a choice to be different, purposely…
December 26, 2011
Mastering the Virtual Sale: Why Companies are Staking their Future on Inside Sales
Inside sales teams proving more proficient at prospecting and lead generation than field reps, they…
October 3, 2011
From Sales Ops to Special Ops: The Future of Sales Operations
As top technology companies engaged in a complex sale have discovered, sales ops is a…
August 3, 2011
Want a Better Customer Experience, Think Software Licensing: Try "Out-of-Box" Experience
Want to make it easier for customers to adopt your software products, license models and…
July 27, 2011
More Musings on Making Software Licensing and Entitlement Management Solutions a Reality
A software licensing and entitlement management project will require involvement by more of the company…
July 27, 2011
The SaaS Customer Life Cycle: Seven Pitfalls
Software vendors transitioning from a license software model to a Software-as-a-Service (SaaS) model have the…
July 27, 2011
How Reagan Would Sell Your Software
After reviewing hundreds of corporation presentations over the past four years, I can honestly say…