Things To Know


Mar

03

2015
In technology, the best products DON’T win…ever

In technology, the best products DON’T win…ever

The best marketed products win. The best sold products win. NOT the BEST products. Especially in technology. No one cares about your features and functions.   The road to enterprise software success is paved with the carcasses of product development executives who thought their code was more elegant, or more stable.  But Ariba and Oracle still kicked their butts. Don’t try to tell me that Apple...

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Nov

18

2014
Part 1: Seven Things You THINK You Know, But Don’t

Part 1: Seven Things You THINK You Know, But Don’t

#1 “We lost the deal because of price.” Too convenient. It’s usually something else.   #2 “Our product demos usually go very well.” May be so, but did you know you they liked your competitor’s interface better?   #3 “The main target audience for our solutions is the C-suite.” Are they the buyer, the user, the influencer or the sponsor? Which member of the “C-suite” constitutes your target audience?  CEO? CMO? CFO?...

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