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…
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…
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…
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,…
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…
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.…
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…
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…
This post originally appeared on PhilipLay.com. To read the post from the original source click here. Yes, another of those “keys to success” articles. I’m even using the magic number 7, as so many how-to books and articles have done…
By Paul Wiefels Decades ago, FCC chairman Newton Minow described American commercial television as “…a vast wasteland.” He could have been talking about yesterday’s Superbowl. Not the game, mind you. It was superb from kickoff to the final second. No, this year it was the…