Downstream delivery partnerships: These are partnerships that focus on what happens "after" the sale. This could include implementation assistance after selling a software license, compliance monitoring after an audit, or outsourced web hosting after the development of the website. This type of partnership allows your organization to leverage specialist skills [More]
Most leaders would look closely at the source of the claim: is it coming from a credible source, or from a promoter with a dubious reputation? Hopefully, since it is coming from me, you would think it is coming from a credible source. But the question stands: is the claim [More]
Here are four steps to begin the process: 1. Define your "as a service": At one time, it only meant software. It may have been an API (applications programming interface), a webhook, plug-in, a website, or some other mechanism that provided metered functionality, either to another application, or to a [More]
Years ago, companies realized that their (expensive) factories were sitting idle whenever there wasn't enough demand. They reckoned that if they built products in their factories for other companies during downtime, their ROI would skyrocket. In the food industry, this was called "co-packing". White labelling in the digital world uses [More]
So how to solve this problem? The high-level answer is that this is precisely what marketing should be doing: generating leads. And turning leads into proposals is precisely what the business development function is responsible for. So where's the disconnect? Yes, CRM, marketing automation, content strategy, thought leadership, newsletters, advertising, [More]
Unfortunately, jumping on the AI bandwagon without asking some important questions — and exploring the important answers - can expose your business to unexpected risk. Here are six AI reality check questions: Where do you focus your AI experimentation to get the fastest ROI? Are you using a centralized approach, [More]
There are two reasons why a risk assessment for new technologies (like ChatGPT and other AI tools) does not happen: most leaders are not aware of the risks (and lost opportunities), and individuals can use both their work computers and personal devices to access the tool, in the same way [More]
While it's impossible to suggest HOW this might be done without a more intimate knowledge of your organization and your industry sector, it IS possible to provide seeds of an idea... or rather nine of them. White Label: Others use your functionality with their brand. Vertical Integration: Encroach on your [More]
While the answer to these questions can be argued successfully either way, too often we see "more" as always the better answer. After all, who doesn't want more sales, more margin, and more profit? Unfortunately, the challenge of "more" is that it adds... more. More complex recruiting, more training, more [More]
The most obvious answer is to have avoided the situation in the first place, but sometimes this is not possible. You have momentum that you think is unstoppable; A change means lower margins; You are locked into long-term contracts, or have significant overheads that would be painful to dislodge. And [More]
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