As we get used to the new post covid 19 life and start accepting our new working and living environment, we also start reflecting on the numerous lessons that we can learn from this crisis. The way our political and business leaders have been tested is unlike anything we have seen in a generation. It
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Today I would like to recommend this short article by BCG, that I found helpful in one of my recent projects. The authors are very perceptive in their diagnostic of why so many corporate transformations projects fall short of their goals these days and how putting people at the heart of the change process can make
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Most businesses look to partnerships as a way to scale-up fast and test new sales models. This is especially the case when they want to access new markets, leverage a skilled sales force or achieve synergies. However, when two strong parties start promising discussions, they often break up in spite of the obvious potential for collaboration. Worse,
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A colleague recently asked me to support him in a difficult partner negotiation. The discussion was about trade margins and he was apprehensive. He turned out to be right. For quickly after kicking off, the parties focused on that single issue. They stubbornly pushed the same arguments back and forth until no compromise was possible.
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Very few of us could have foreseen how deeply disruptive the Covid 19 pandemic would be. Both in our lives and the way we work. The most immediate and painful impact has been of course the tragic loss of life and the overwhelming sense of shock. In addition to that, all over the world, people
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The Balderton team has just released this useful playbook on B2B sales. It’s a handy collection of well tested best practices, and it offers a comprehensive view of issues faced by SaaS sales teams. I particularly like the sections on how to structure and compensate sales teams and the advice on early global expansion. There
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13 essential questions to answer about product marketing and go to market strategy
Building a highly functioning team is an essential part of scaling up a business and winning in the marketplace. “No matter how brilliant your mind or strategy, if you’re playing a solo game, you’ll always lose out to a team,” is the way Reid Hoffman, LinkedIn cofounder, sums it up. Creating the culture and standards
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When you speak to European start-up founders, you often hear that they are contemplating a progressive expansion plan, that takes them progressively from their home market to bigger and more competitive landscapes in Europe, such as the UK and Germany. This has been the conventional approach so far: validate your concept in Europe then go
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The results of the latest SaaS survey run by David Skok’s KBCM Technology Group are now out! I have found this work incredibly useful to benchmark SaaS operations and figure out best practices, performance and KPIs. I strongly recommend to those interested in SaaS to check out these two detailed posts on David Skok’s blog,
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