After a month of interviews, analysis, data slicing, and late nights, your win/loss analysis is ready for release. You send it out with a solemn hope that your keen insights have shaped a report worth reading – but within three…
I recently had a request asking for help to design a win/loss analysis interview. As this topic has general applicability across industries, I thought I’d share some of that exchange with you, dear readers.
A good friend and colleague of mine, Michael Papanek, once implored me to “keep the main thing”. In fact,
This week had a very smart CEO pose a great question to me: What are we missing in terms of opportunities where we arent even considered? Frankly I worry (like all paranoid startup CEOs) that this may be the biggest…
This week some titillating stories were published about Apple’s internal culture. Among the news: Apple has hired a pair of ivy-league biz profs to codify its internal processes, leadership, and management culture. The case studies will be used to promulgate…
If you want to improve your win rates in the market, it is important that you study wins, and not just losses.
On Monday I met with two companies with very different approaches to price and margin. One company’s sales team said: “one of our strengths is that we are so flexible on price.” They view it as a differentiator that they…
By Alan Armstrong Have you ever heard this story before?
Have you readOutliersby Malcom Gladwell? It takes a lot of thinking about success and turns the thinking upside down. It’s a quick and easy read, but I found it quite thought provoking and it’s full of great stories.
Design has the ability to differentiate your company and your product, yet few of you are investing in real design. If I were starting a software company, I would start there with design first, then marketing. (Last year I interviewed…
