Monthly Archives: November 2015

Selling Clothes, Selling Software, Selling Cloud

What does selling clothes to Macy’s have to do with selling software, and cloud services, to enterprises? Everything. Earlier today, I was speaking with my brother-in-law, entrepreneur and consultant Kevin Pearl. Before starting a firm to improve capture of billing … Continue reading

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Sales-Product Tension: Small Companies Scale and Big Companies Fail

Steve Denning has a great short article in Forbes, referencing Peggy Noonan on what Steve Jobs had to say about why big companies fail. The article is worth reading – actually, the entire Isaacson biography of Jobs is a great read – but here … Continue reading

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Independence Drives Speed

In the last week, I have had several discussions with some really smart technologists, partially focused on what makes technology companies nimble and fast and, therefore, great. In the last article, we discussed hiring 10x people, and especially the way many great employees compound … Continue reading

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Chessmaster Employees

It has long been known, at least among experienced technologists, that the best people are worth ten times the “just” really good ones. I rarely see numbers to support this contention – which is somewhat surprising for someone as data-hungry and -driven as I … Continue reading

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Good Writing Still Counts

In a world full of email, then SMS, then Twitter-based abbreviations for everything – ttyl, afaik, iirc, rtfm – do good, clean, clear writing skills still matter? Yes. Unquestionably, and without a second’s hesitation, writing certainly matters, not solely for the pedantic nitpickers. … Continue reading

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