Category: Uncategorized
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Platform and Partners, Round Two
After reviewing this post on platforms and partnerships, there’s more to dig into. By definition, you can’t cross the Bill Gates line by yourself, but who should you be seeking partnership with? Developers who consult or consultants who develop? What tools should you build for them? At the end of…
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Licensing models, self-service style
In my other two posts about licensing, I suggested that flat rate pricing is best for customers, but impossible in enterprise sales because of the variable and high costs of making a sale. Those costs are difficult to understand if you haven’t been exposed before, but they are all too…
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Put PICA on Notable Events
For every notable event, the analyst adds a little PICA. What’s a notable event? It’s more than a record that something happened, or an alert that something is expected to happen. It requires some form of response, from “read and move on” to “read and acknowledge” to “follow this run…
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Managing the Unmanageable
I’ve been thinking off and on about containers (FKA partitions, zones, jails, virtualized apps) and mobile ecosystems for a few years. These technologies have gone through several iterations, and different implementations have different goals, but there is an overlap in the currently extant and growing versions. Hold containers, IOS/Android, and…
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Everything I know about the IT business is from Godzilla Against Mechagodzilla
Which movie is this? There’s a few, so it’s important to disambiguate! Godzilla Against Mechagodzilla Not to be confused with Godzilla vs. Mechagodzilla (which I can only recommend to the fevered or otherwise hallucinating) or even Godzilla vs. Mechagodzilla II (pretty fun, but not a sufficient scaffold for understanding an…
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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…
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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…
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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…
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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…
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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…
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