This content originally appeared on the Get Amplified Podcast and features Chasm Group Managing Director, Paul Wiefels. Paul Wiefels, is a Master of GoToMarket strategy for the Tech Industry, we caught up with him to find out what should tech…
How to Craft a World-Class Mission Statement
This content originally appeared on Koan.co and features Chasm Group Managing Director, Tom Kippola. An interview with Tom Kippola of the Chasm Group about the importance of mission statements and how to create your own At Koan, we’re big believers in…
René White (Chasm Group) on How to do Positioning the Right Way
This content originally appeared on TomWentworth.com and features Chasm Group Senior Advisor, René White. On this week’s episode of ScaleUp Marketing, I talk to René White, a Senior Advisor with the Chasm Group. René works with boards, CEO’s, and executive management teams on business…
Likely Winners & Losers in the Covid Vaccine Tornado
By Philip Lay, Senior Advisor, The Chasm Group LLC Every day since late last year the media has reported on Covid vaccine rollouts to a global audience anxious to gain protection against Covid-19. The early running indicated that the Oxford-Astra Zeneca alliance, would grab…
B2B SaaS – Why Sales Teams Fail to Land Larger Deals
By Philip Lay, Senior Advisor, The Chasm Group LLC “The formulation of the problem is often more essential than its solution, which may be merely a matter of mathematical or experimental skill.” – Albert Einstein “The problem is not the problem, the problem is…
Segmentation is ‘In’ Again!
By Philip Lay, Senior Advisor, The Chasm Group LLC “Never let a good crisis go to waste.” – Winston Churchill, while working to form the United Nations after WWII “There is only one winning strategy. It is to carefully define thetarget market and direct…
If You’re Not Fixing Someone’s Leaky Pipe, What Are You in Business for?
By Philip Lay, Senior Advisor, The Chasm Group LLC Tuning Your Strategy for Post-Covid Times “You campaign in poetry. You govern in prose.” – Mario Cuomo, former three-term governor of New York State, 1983-94 “If I had an hour to solve a problem, I’d…
Why Now’s the Time to Get Customer Success Right
By Philip Lay, Senior Advisor, The Chasm Group LLC Synopsis: Customer success is a broken promise in 95% of tech companies. CEOs, CROs and sales teams are generally preoccupied with chasing new logos, and scarce CSMs scramble to minimize churn and secure upsells. Frequently,…
Zoom – The Latest Product to Become a Verb
By Philip Lay, Senior Advisor, The Chasm Group LLC How can anyone fail to have noticed the sudden prominence of videoconferencing app Zoom since the outbreak of the Coronavirus crisis? Despite facing established competitors like Apple, Microsoft, and Facebook in consumer video-calling and Cisco…
The Scaleup Journey: Crossing the Chasm in Style
Case Study – The rapid rise of mobile banking startup Clairmail By Philip Lay, Senior Advisor, The Chasm Group LLC “Chasm crossing is not the end, but rather the beginning, of mainstream market development.” “Entering the mainstream market is an act of burglary,…