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Exploitation and Exploration – a Modern Spin on Hunters and Farmers

In their book Lead and Disrupt: How to Solve the Innovator’s Dilemma, Charles A. O’Reilly (Professor of Organizational Behavior at Stanford Graduate School of Business) and Michael Tushman present a number of case studies of “ambidextrous” managers running organizations built Read more ›

Channel Conflicts — Android Style: Why is the Moto G Hitting the Market, but not the Chinese Market?

On Wednesday, November 13, 2013, Google’s Motorola Mobility unit announced the “Moto G”, an ultra low cost smart phone. This device, which sports a high resolution screen and “the latest Android” O/S, is available at a very low retail price Read more ›

Once Qualification Criteria have been Established Lead Generation Efforts Should be Separated from Sales Efforts

Product marketers for complex software products targeted at enterprise customers need to provide sales and lead generation teams with a prospect profile. These teams need to use the prospect profile to build separate prospect qualification procedures. The rationale for separating Read more ›

Early Stage Enterprise IT ISVs can plan on a Single Role for Head of Sales and Marketing

Enterprise IT ISvs can plan on combining responsibilities for marketing (including product marketing and marketing communications), and sales into one leadership position. In fact, it makes complete to implement this staffing strategy. The facts are that it is critically important Read more ›

The Profile of a Likely Successful Sales Person for Software has Evolved Substantially Over the Last Few Years

The profile of the type of sales person who will likely be successful selling software products, services and solutions to enterprise class businesses has evolved, substantially, over the last few years. In our opinion, sales people who are: much better Read more ›