04
APR
2016

The Golden Start-up Rules for the New VP of Sales

Sales Leadership Roadmap Congratulations on your new sales leadership role at an early stage company. If you come from a large company, immediately throw out what made you successful there and definitely do not implement their methodology, at least not for quite a few years....
04
MAR
2016

Ready to Fire the Sales Team (again)?

Market Development vs. Business Development Do You Know the Difference? Although these two titles and responsibilities appear to be the same they are not. It is with this assumption where the misunderstanding of the difference between the two begins. Both roles are necessary at...
27
APR
2015

Sales 2.0: The Death of a Salesman

Sales 2.0, by Dave Butler The tech industry continues the painful process of dumping its outside sales forces. This should not be surprising as the Internet has facilitated the elimination of retail stores, land lines, taxis, travel agents, grocery stores, universities, etc....
11
AUG
2014

The Science of Selling

Selling is a Science, Not Just an Art Despite conventional wisdom most of the success in sales is through science rather than art.  Sure art plays some role, though that seems to be more of the nuance rather than the bread and butter of real selling. When it comes to sales some...
03
MAY
2014

Advanced Malware Identification

After having been at a vendor for a zillion years I have enjoyed allowing my formerly rigid perspective be changed based upon what I learn from so many new security entrants. The job of corporate security is so large that obviously no single solution can do handle all. I feel we...
20
MAR
2014

Do You Have PMF?

Do you have Product-Market Fit (PMF)? We are going to Interop in two weeks for the first time in about a decade. We do a lot of stuff with respect to assisting companies who do not have Product-Market fit (PMF). Coming in, I believe we will be meeting four types of companies: 1)...
11
MAR
2014

Market Validation vs. Business Development

Although these two titles and responsibilities appear to be the same they are not. It is with this lies the confusion and the common mistake of misunderstanding the difference between the two and why both are necessary at different times in the technology adoption curve. Market...
06
JAN
2014

Vendor Behaviors

Cloud computing has clearly been disruptive to certain vendor business models.  This section is targeted to people who seek insight into vendor behavior.  Sometimes a vendor business model benefits the community (themselves, partners, customers and the industry) and sometimes it...
12
JUL
2013

Cloud Stall

According to Salespulse.net’s recent IT Survey results have identified the strengthening of a trend that Momentum Technology Partners** calls “Cloud Stall” which describes continued spending delays as CIO’s and Service Providers perform lab trials, RFPs,...
25
FEB
2013

Cloud Computing Trends

5 Cloud Computing Trends That Will Be Big in 2013 Will 2013 finally be the year executives stop worrying about cloud security and actually start looking at their bills from cloud service providers? Columnist Bernard Golden thinks so. He has four other cloud computing predictions...
12