This post originally appeared on PhilipLay.com. To read the post from the original source click here. 10-minute read I’m going to use Slack as a study of how a well-funded unicorn that has done extremely well with SMB customers can…
Land & Expand Strategy: Time to Get Serious about Customer Success!
This post originally appeared on PhilipLay.com. To read the post from the original source click here. For the past few years I’ve been researching the marketplace and advising clients how to organize their resources effectively to ensure client success and…
Facebook – Technology Platform or News Publisher?
This post originally appeared on PhilipLay.com. To read the post from the original source click here. Why Internet Companies Need to Stop Abrogating Their Responsibilities For some time now, and especially since the November elections, Facebook has come under pressure…
Segmentation and the Art of Target Marketing
By David Schneer In his recent post Paul Wiefels of the Chasm Group blogged about the business lessons we can learn from the segmentation models utilized by the DNC and RNC in the recent presidential election. Paul’s blog correctly pointed…
Segmentation and the Hard Lesson of Elections
By Paul Wiefels A few thoughts on what is to be learned from this past presidential election and how it might apply to our commercial endeavors. Political analysts of every persuasion have been in full-throat over these past weeks parsing…
Merrill Research and Chasm Group Announce Alliance To Help Technology-based Enterprises Sharpen Go-To-Market Initiatives
(San Bruno, CA Nov. 16, 2016) Technology market research specialist Merrill Research today announced an alliance with the Chasm Group, Silicon Valley’s leading management consultancy co-founded by and based on the works of Geoffrey Moore, author of Crossing the Chasm.…
Pivot or Divot? The Decisive Difference between Strategic Pivots and Frustrating Flails
This post originally appeared on PhilipLay.com. To read the post from the original source click here. The concept of a strategic pivot was first popularized five years or so ago in Eric Ries’s book The Lean Startup and subsequently by…
Scaling a Big Data / IoT Company Toward $1 Billion
This post originally appeared on PhilipLay.com. To read the post from the original source click here. Vital Lessons on Hyper-Growth from Splunk’s former CEO At a recent session in San Francisco for a dozen CEOs of young tech companies in…
Why Four is Fatal…The Inevitable Death of Mode Media
By Andrew Salzman There is an old adage I heard many years ago… As categories mature from the early market to the mainstream to a mature Main Street phase, crowded playing fields with tens or hundreds…
Thinking Wrong: How Common Errors in Thinking Processes Lead to Poor Judgments and Poor Decisions
By Paul Wiefels Part Two It’s summer time and I am devoting some of my “beach reading” to topics that personally intrigue me but are a bit off the beaten path from subjects I typically write about. My previous post…