Time, and sometimes, talent. Yes, any top-tier Big Tech Company can clearly compete with any start-up. Be under no illusions that they can’t. They can grab 5–25 extra engineers (unlike…
Continue Reading

75%-90% of the time, enterprises have already made a tentative decision which vendor to choose before they pick up the phone or hit the Contact Me button: In an established…
Continue Reading

A few things that do help IMHE: A written agenda required for all meetings. No meetings without one. A Principally Responsible Individual for all decisions and actions. For every item…
Continue Reading

I think it is unlikely. Salesforce had several discussions over the years re: selling itself to Oracle — when Salesforce was much smaller. But times have changed, the Cloud has…
Continue Reading

The biggest difference is the goals. If a partner program’s goal is to align 2 sales teams, then commissions really should only be paid on Year 1 deals closed together….
Continue Reading

Yes, probably. The simplest way to think of payments to partners is as a marketing cost. The reality is, it’s tough to acquire a good customer for < 20%-25% of…
Continue Reading

I think there’s one sign you can see in healthy co-founders: if they want to catch up every day. Being a founder and a leader is … isolating. There’s often…
Continue Reading

It is really, really tough. While I am sure there are examples of “1099 reps” that have done extremely well, I haven’t seen it work in SaaS. Pay the reps…
Continue Reading

Yes, but realistically, the bigger the check size, the bigger the deal, the more important it is. Ideally, very small deals are close to 1–2 call closes. A handful of…
Continue Reading

In a perfect world, you’d learn something about marketing first before you hire someone to take it over. I.e., you’d experiment and at least make some progress in: Content Marketing….
Continue Reading