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 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