“The tragedy of the commons is a term, originally used by Garrett Hardin, to denote a situation where individuals acting independently and rationally according to each’s self-interest behave contrary to the best interests of the whole group by depleting some common resource.“ (Wikipedia) While the term was initially used to describe the lamentable conditions of[…]
Selling technology solutions to enterprises has always been a contact sport, yet in today’s digital world I think engagement and interactions are far less rich and meaningful than they were in the pre-internet days. It seems we’ve reduced digital engagement to “demand generation”, which looks to me a lot like the worst of consumer direct[…]
The longer I work with enterprise tech startups and later phase emerging technology companies (23 so far as an adviser, consultant or employee), the less certain I am of any particular formula or pattern for success that works from one to another. Yet all around me I see various people hawking their “formula for success”[…]
At what point should an enterprise tech startup begin scaling up a sales team? At what point should it expand into new verticals or adjacent markets? I happen to quite like the ideas embedded in “Lean Startup” techniques, particularly the concept of “product-market fit”. While not a new idea, the term neatly encapsulates that tipping[…]