By Philip Lay, Senior Advisor, The Chasm Group LLC By now it is a well-known fact that successful platform businesses enjoy faster growth and (much) greater valuations than more conventional product companies. The most successful players today – Apple, Microsoft, Alphabet, Amazon, and Tesla (“AMAAT” for short) – have recently become trillion-dollar businesses. Two more recent players that arose… Continue reading Without Astute Orchestration, No Platform Business Can be Sure of Success
The Oranjewoud Export Academy is a non-profit academy for entrepreneurs founded by entrepreneurs near Heerenveen, the Netherlands. As part of our engagement with Oranjewoud, we are pleased to share stories from Dutch entrepreneurs on how they applied best practices from Chasm Group’s vast body of work documented in various books by our chairman emeritus, Geoffrey… Continue reading Chasm Group Case Studies: Best Practices for Dutch Entrepreneurs
By Philip Lay, Senior Advisor, The Chasm Group LLC Synopsis: Why are churn rates in B2B SaaS companies so high, and why is expansion in major accounts so haphazard? For whatever reason, management teams wildly over-invest in their Land strategies while dramatically under-investing in their Expand opportunities, as well as in the support and education efforts required to ensure… Continue reading B2B SaaS – One Business Model, but Three Distinct Sales Motions
This content originally appeared on Koan.co and features Chasm Group Managing Director, Tom Kippola. An interview with Tom Kippola of the Chasm Group about the importance of mission statements and how to create your own At Koan, we’re big believers in centering your work in your mission. Our own is to “help every team achieve their purpose”. We’re… Continue reading How to Craft a World-Class Mission Statement
This content originally appeared on the Get Amplified Podcast and features Chasm Group Managing Director, Paul Wiefels. Paul Wiefels, is a Master of GoToMarket strategy for the Tech Industry, we caught up with him to find out what should tech companies be focusing on in 2021. Paul shares how there is such little difference between technology offerings from… Continue reading Tech competition is time-based: Why alignment and purpose are critical
By Philip Lay, Senior Advisor, The Chasm Group LLC Every day since late last year the media has reported on Covid vaccine rollouts to a global audience anxious to gain protection against Covid-19. The early running indicated that the Oxford-Astra Zeneca alliance, would grab the lead, with the pure-play MRNA companies, Biontech (backed by Pfizer) and Moderna following close… Continue reading Likely Winners & Losers in the Covid Vaccine Tornado
By Philip Lay, Senior Advisor, The Chasm Group LLC The formulation of the problem is often more essential than its solution, which may be merely a matter of mathematical or experimental skill.” – Albert Einstein “The problem is not the problem, the problem is the way we see the problem.” – Saji Ijiyemi, Don’t Die Sitting In my work… Continue reading B2B SaaS – Why Sales Teams Fail to Land Larger Deals
By Philip Lay, Senior Advisor, The Chasm Group LLC Never let a good crisis go to waste.” – Winston Churchill, while working to form the United Nations after WWII “There is only one winning strategy. It is to carefully define thetarget market and direct a superior offering to that target market.” – Philip Kotler During the depths of the… Continue reading Segmentation is ‘In’ Again!
By Philip Lay, Senior Advisor, The Chasm Group LLC Tuning Your Strategy for Post-Covid Times You campaign in poetry. You govern in prose.” – Mario Cuomo, former three-term governor of New York State, 1983-94 If I had an hour to solve a problem, I’d spend 55 minutes thinking about the problem and 5 minutes thinking about solutions.” –… Continue reading If You’re Not Fixing Someone’s Leaky Pipe, What Are You in Business for?
By Philip Lay, Senior Advisor, The Chasm Group LLC Synopsis: Customer success is a broken promise in 95% of tech companies. CEOs, CROs and sales teams are generally preoccupied with chasing new logos, and scarce CSMs scramble to minimize churn and secure upsells. Frequently, they have no idea about their customer’s business objectives or success criteria. In a downturn… Continue reading Why Now’s the Time to Get Customer Success Right