This post originally appeared on PhilipLay.com. To read the post from the original source click here. “To win a race, the swiftness of a dart Availeth not without a timely start. The hare and tortoise are my witnesses. Said tortoise to the…
Scaling Up is Hard to Do
This post originally appeared on PhilipLay.com. To read the post from the original source click here. One Problem to Avoid at All Costs: Premature Scaling Today there is an abundance of incubators, accelerators, angel investors, and VC firms to help founding teams…
The Six Dimensions for Expanding Customer Engagement and TCV
This post originally appeared on PhilipLay.com. To read the post from the original source click here. Picture the following customer success story. In parallel, note the various dimensions in which the relationship between vendor and customer expands. Further down, I summarize the…
Visionaries are from Mars, Pragmatists are from Venus
This post originally appeared on PhilipLay.com. To read the post from the original source click here. One story of visionary buying behavior that I think still sums up the difference between how visionaries behave when responding to disruptive innovations is the tale…
Nobody Cares About Your “Platform” Till They Know What Real Problems It Solves
This post originally appeared on PhilipLay.com. To read the post from the original source click here. Altogether now: Applications come first, platform comes second. Not the other way around! In your marketing, on your website, or in front of customers, “platform” is…
Bad News! The VC2C Business Model is at Breaking Point
This post originally appeared on PhilipLay.com. To read the post from the original source click here. Ever since the advent of cheap and plentiful capital following the global financial crisis, a new business model has gradually muscled its way to the forefront,…
Why Enterprise SaaS Deals Don’t Close
This post originally appeared on PhilipLay.com. To read the post from the original source click here. At this point early in the new year, chances are that you’re either (still) celebrating after closing some of the large enterprise sales deals that you…
Tesla: Lessons in Strategy and Governance
This post originally appeared on PhilipLay.com. To read the post from the original source click here. An awful lot has been written about Elon Musk and Tesla in recent months from the now-notorious Q2 earnings call to the just-ended “going private” fiasco.…
How Much is Too Much?
By Paul Wiefels, Managing Director, Chasm Group LLC During the past 10 years, Marketing technology (“Martech”) applications have become numerous; so numerous that the “Martech 5000” now comprises 7000+ entrants. Dr. Philip Kotler of Northwestern University defines marketing as “the science…
Land & Expand Meets Customer Success – Three Key Gaps to Fill
This post originally appeared on PhilipLay.com. To read the post from the original source click here. Overview Despite considerable fanfare around the concept of customer success, in most tech companies CS is still in its infancy as a strategy and an organizing…