enterprise
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If your partner training is just a deck and a checkbox, you’re missing the real opportunity. Yes, partners need to know your product. But more importantly, people always want something for themselves. That’s where a proper certification program shines. Not just enablement. A career asset. Something they can add to LinkedIn, put on their resume,…
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Channel conflict gets all the attention. But that’s not the real issue, at least not first. The real issue is you’re asking partners to behave like extensions of your team when you haven’t even fed them yet. No pipeline, no support, no shared upside, then you wonder why deals get weird. Remember that the people…
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Your sales team is in a promising conversation. The buyer likes your product, understands the problem it solves and wants to see more. Then they say, “We already use another platform for that.” Your salesperson opens the competitive battle card and finds 3 pages of product features, a list of reasons the other vendor is…
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The main idea is: You Don’t Need a CFO. You Need CFO Habits. One of the most dangerous moments for a start up is when revenue starts arriving. Before that, everyone watches the bank account. After that, people start making assumptions. “We are growing.” “We can afford it.” “We’ll figure it out later.” Later arrives…
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G2 reviews often sit in a forgotten tab. Maybe you quote one in a deck, maybe marketing reposts a few on LinkedIn. And that’s it. But G2 isn’t just a review site. It’s a buyer intent engine, if you know how to use it. Here’s how to turn your G2 presence into actual pipeline, not…
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A second SKU feels like progress. It means you’re growing, right? Serving more users, unlocking new revenue, expanding the roadmap. But done too early (or for the wrong reasons) it’s a distraction masquerading as strategy. So when’s the right time to launch a second product SKU? And what traps should you avoid? Signals You’re Ready…
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I delete a lot of cold emails. You probably do too. Some are clearly sent to everyone. Others start with a compliment about a post I have never written, followed by an invitation to a meeting I did not know I needed. My favourite ones tell me they have been following my work for a…
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It’s one thing to start a company with a co-founder from day one. You dream it up together, share the risk, split the equity before anything’s real. It’s a whole different game when you’ve already started—and now you’re thinking of bringing someone in. The product’s live. There’s traction, maybe even revenue. You’ve paid some dues.…
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Someone is interested in buying your company. For a broader market perspective, see the discussion of cybersecurity consolidation. The first conversations are exciting. You talk about the market, the product and what the business could become with more resources behind it. Then the questions start arriving. Can you explain how that revenue figure was calculated?…
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When a prospect asks for a discount, most teams flinch. The gut response? Drop 10%, win the deal, move on. But every discount you give sets a precedent, one your next buyer will expect. Worse, it anchors your product as a cost, not an investment. There’s a better way: shift the conversation to value metrics.…