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Product Sales Metrics
So you’ve launched a product… Is the product selling? How’s ASP (Average Sales Price) after discounting, and is the discount larger than you expected? Deal size? Cost of sales? Are there measurable predictors for lost opportunities exiting the pipeline at each stage? Are there ways to accelerate the wins through the pipeline or increase the
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Working with a Coach
Executive coaching and mentorship is an interesting part of modern business, and sometimes people are not prepared for taking advantage of it. Here are some notes on the purpose and value. So you’re working with a coach to get better at execution… what are you going to say? As a potential mentee, start with outside
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Team Scars
You know those signs in every shared kitchen? “Please rinse your dishes and put them in the dishwasher”, “please don’t leave food in the fridge over the weekend”, &c? They happen because people were piling dishes in the sink and letting food rot. Something had to be done, and the sign was the result. You
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Changing the Company
I’ve written a bit about mishandled change attempts — everyone loves a little schadenfreude, and failure is easier to spot than success. This does not mean I think it’s wrong to change: you can’t keep selling buggy whips or spellcheckers when the market for them disappears. Let’s set aside the strategic question of recognizing that
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Multi-tenancy in platforms
If you’ve built a monolithic enterprise product, it is not sensible to convert it to multi-tenancy. You can sell a managed service provider (MSP), but you’re not going to get to software as a service (SaaS). Often no one wants to discuss reasoning at all, because the need to convert your business to a different
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