Lining up the right influencers is important for an early stage enterprise software business. It helps to review a one-of-a-kind feature of how big organizations in the public and private sectors buy products to begin to understand my definitions of… Read more ›

As CEO, your job is to attract influential people to your offer. There can be a near endless number of steps required to sell an enterprise software product. These steps can be taken over what often looks like the laziest… Read more ›

How you answer the “what/why/how/when” questions on the topic of spending significant money for your enterprise software business is critically important. Mistakes can trigger problems with “scale”. They can start small and end up crippling your business. They can also… Read more ›

Might the Snowflake story be all about Frank Slootman, the CEO? I suspect it is. If I am write, there is a lesson here for leaders running early stage enterprise software businesses – being a pitchman doesn’t hurt. What do… Read more ›