Critical Gaps

It can’t be done – predicting, that is. You need data and real-life conversations and truly, time and experience and risk and all the rest. You can guess, and fantasize of course – but anything remotely reliable just isn’t. No matter how many spreadsheets and models and research you do … ask yourself how much … Continue reading Predicting market reception; Launching new products →

I hear it over and over again – “my sales staff isn’t making their numbers.” It is said as if they are on an island by themselves and failing no less. Salespeople are expected to have a gift and perform the mysterious task of selling the product. There’s nothing magical about sales – save for … Continue reading Sales Support is Square One →

A strong leader understands how all the parts fit together and has a dynamic understanding of how things move through the team, whose strengths are where and where another team member needs scaffolding. This strength can save you time and money. Anyone can hire someone to do as you tell them – take the time … Continue reading Technical leadership: 3 reasons paying for a lead is important →

Support. That’s the most important piece. Hands down. Very very few people do it well. I think that’s because 1) software developers don’t put themselves in the shoes of their users (or their managers, or their salespeople, or their support staff) and 2) everyone thinks too narrowly of “support.” Most people think support is a … Continue reading The single most important piece of taking software to market →