The Productivity Puzzle

Why it is that, while the development of digital tools explodes (Tablets, smartphones, big data, the cloud, AI) and spreads rapidly around the world, productivity as measured by economists is steadily declining, is a pretty big puzzle.  All the more so for folks like you and I who - while we may ... [Continue Reading]

22-07 Hype in the Valley

Hype moves our economy forward and also wears us out. Silicon Valley thrives on hype: best to dip into its reservoir of this inflaming liquid with care, otherwise you'll find yourself chasing other peoples' dreams. Not your own. ... [Continue Reading]

14-04 The Conceptual Sale: What is the Sound of One Hand Clapping?

The sales process sits along a continuum, from the commodity sale at one end, to the conceptual sale at the other. Each has its own challenges: part of what makes selling new technology fun (and challenging) is that it is at the conceptual end, it is about ideas. Ideas that change business. ... [Continue Reading]

Your Startup Marketing Program: Just Like Flossing

I have come to realize that a marketing program, lean and mean for a startup, is like flossing your teeth.  You just have to do it, and do it religiously in faith that the results will come.  And they do. Four Keys to Startup Marketing It takes time Results will not be apparent for a ... [Continue Reading]