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

Today we look at how to win where we decided to play as the next definition the Growth Strategy must make.

Should shareholders care about Disruption Selling? Yes, as it boosts a venture’s valuation! Let's look at how Disruption Selling drives...

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

We define a Strategic Alliance as a relationship between two or more alliance members where the combination of deliverables its members...

For reaching Level 4 in the Disruption Selling Maturity Model the Disruptor’s organization must evolve accordingly. Upon the closure of a...

Mainstream customers will test a disruptive offering in Proof of Concepts (PoCs) and pilot implementations before they roll it out across...

(This post originally appeared on LinkedIn here) As the Disruptor’s offering matures and successfully reaches the mainstream market,...

(Image by Pete Linforth) For Maturity Level 3 an offering must achieve Ecosystem Fit meaning it provides alignment with and even...

While the first levels of Offering Maturity (Product Market Fit and Go-to-Market Fit) are well understood and commonly treated as...

(This post originally appeared on LinkedIn here) Level 3 of the Disruption Selling Maturity Model is Ecosystem Fit, where the Disruptor...

Partnerships in the business-to-business (B2B) context can be highly beneficial, but they also come with potential pitfalls that should...

(This post originally appeared on LinkedIn here) The foundation of success of a tech company is a compelling and competitive...

(This post originally appeared on LinkedIn here) The reasons I love sales are the same as in 1993 when I decided that this was the area...

(This post originally appeared on LinkedIn here) Go-to-Market Fit (GMF) requires the precise understanding of the Ideal Customer Profile...

Opposite to B2C, customers in B2B are members of a value chain which means the challenges they face start with their own customers, not them

Customers validate offerings against technical requirements, e.g., features and capabilities, to achieve business outcomes and to...

Source: CB Information Services According to a 2021 CB Insights report 35% of 111 startups stated “no market need” as one of the reasons...

(This post originally appeared on LinkedIn here) Last week we described the maturation process an organization must go through to achieve...

(This post originally appeard on LinkedIn here) Last week we described the maturation process a Disruptive Offering must go through to...