In a customer workshop a discussion emerged around who should own the TCO within the Account Team

Repositioning an offering is a change process and requires a strong impulse followed by powerful momentum.

Learn how Autodesk overcomes the inertia their past success drives to prevent themselves from being disrupted and to exploit their full mark

As one of our first customers Autodesk engaged us in Q2 2023 to help them with developing a more compelling value proposition and...

a real world example for using an Amazon-style narrative, the experience for the customer, and how it drove a strategic decision.

Ambition doesn't equal Strategy which doesn't equal Sales Execution unless you connect the three.

In our recent posts we expanded on the 5 Offering Maturity Levels from Product Market Fit (PMF) through Strategic Alliance. Today we look...

“You've got to start with the customer experience and work backwards to the technology. You can't start with the technology and try to...

“To secure ourselves against defeat lies in our own hands, but the opportunity of defeating the enemy is provided by the enemy himself.”...

“Rapidity is the essence of war: take advantage of the enemy’s unreadiness, make your way by unexpected routes, and attack unguarded...

“I believe you have to be willing to be misunderstood if you're going to innovate.” Jeff Bezos The tag line of Disruption Selling reads...