The Song Remains the Same: When Categories Consolidate

By Paul Wiefels, managing director & co-founder of Chasm Group, LLC   Cisco’s announcement that they will acquire Splunk in a reported $28 billion transaction is further evidence that the cybersecurity category is consolidating. But is consolidation “bad” per se? If the past is prologue—and in the tech industry that is practically guaranteed—customers typically come… Continue reading The Song Remains the Same: When Categories Consolidate

Is Your Market Strategy Three-Dimensional?

By Paul Wiefels, managing director & co-founder of Chasm Group, LLC   For many enterprises, the coming fall season brings with it the start of the planning season for every function in the enterprise. Creating a market strategy typically culminates in sales kick-offs and company-wide get-togethers where the plan is unveiled, and it is hoped, bought into,… Continue reading Is Your Market Strategy Three-Dimensional?

How Different Must “Different” Be?

By Paul Wiefels, managing director & co-founder of Chasm Group, LLC   They aren’t the best at what they do. They’re the only ones who do what they do.” The legendary rock impresario, Bill Graham, reportedly said this about the Grateful Dead back in the day. It is still a point well-taken now. Being “different”… Continue reading How Different Must “Different” Be?

Position Your Customers, Not Just Your Products.

By Paul Wiefels, managing director & co-founder of Chasm Group, LLC   In the many articles we read about the art of positioning, most eventually end up focused on product or company attributes, benefits, and differentiators. None more so than in the world of B2B technology. While important, far fewer of these conversations center on customers… Continue reading Position Your Customers, Not Just Your Products.

The Story in Your AIs.

By Paul Wiefels, managing director & co-founder of Chasm Group, LLC   So, it begins. The next secular wave of technological innovation. Actually, it’s already well underway. Its sponsors (and beneficiaries) span megacap companies like MSFT, GOOG, NVDA—to promising upstarts in already burgeoning categories, e.g., healthcare, software development, and cybersecurity where you can’t possibly have… Continue reading The Story in Your AIs.

Should We Stay or Should We Go? – Part Two

By Paul Wiefels, managing director & co-founder of Chasm Group, LLC   In the first installment we looked at three environmental questions as part of a framework to inform whether a change in strategic course is warranted. Now, we examine the internal contexts for strategy change, with a particular view to the inertial factors that… Continue reading Should We Stay or Should We Go? – Part Two

Should We Stay or Should We Go? – Part One

By Paul Wiefels, managing director & co-founder of Chasm Group, LLC   A new year brings with it fundamental questions for organizations: Do we stay the course, adjust it, or change it significantly? Staying the course is relatively easy when compared to changing it. Change of any sort represents uncertainty, risk, overcoming inertia. Teams can… Continue reading Should We Stay or Should We Go? – Part One

From On-Prem to SaaS – How Has Enterprise Sales Changed?

Plus ça change, plus c’est la même chose.” (= The more things change, the more they remain the same.) – Jean-Baptiste Alphonse Karr, 1849 As mentioned in my last blog post, “The Unique Mentality of Top Enterprise Sales Pros”, I recently interviewed a dozen experts on sales-related matters. This group included former CEOs, sales leaders,… Continue reading From On-Prem to SaaS – How Has Enterprise Sales Changed?

B2B SaaS – The Unique Mentality of Top Enterprise Sales Pros

To understand what it takes to achieve exceptional performance in enterprise sales, as opposed to mid-market or SMB sales, I recently interviewed a dozen experts whom I regard as my informal “brains trust” on this topic. This group included three former CEOs; several former major-account execs at global players such as IBM, Cisco, and SAP;… Continue reading B2B SaaS – The Unique Mentality of Top Enterprise Sales Pros

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B2B Market Strategy – Figuring Out Your ICP Without Needing a PhD

Over the past decade the startup/scaleup world has seen the emergence of a few key business concepts that quickly became three-letter acronyms, such as “PMF”, “MVP”, “PLG” and, more recently, “ICP”. Whereas PMF (Product-Market Fit) and MVP (Minimum Viable Product) – concepts popularized by Eric Ries in “The Lean Startup” – have helped startup founders… Continue reading B2B Market Strategy – Figuring Out Your ICP Without Needing a PhD