Crafted thoughts.

Change management, competitive positioning and market engagement for the B2B tech sector.

Are you struggling to sell to businesses tackling digital transformation?

Three simple facts to know. We all talk about digital transformation, but (as a supplier or strategic partner) if you’re struggling to sell to businesses that are defining what it means to them and what they need to achieve with transformation, this will help: MIT Digital research suggests* that organizations are using digitized business to: … Continue reading Are you struggling to sell to businesses tackling digital transformation?

The differentiated CIO: 5 ways to change your context

The CIO is probably the most schizophrenic role in modern business. Struggling to balance immediate tech goals and long-term business objectives, and deal with the fact that their traditional turfs are being encroached upon by the CDO, Chief Innovation Officer, and others. Many CIOs are now at the top of the business; but to keep … Continue reading The differentiated CIO: 5 ways to change your context

An interview with David Cameron. What could B2B Marketing learn from Brexit?

Like many I watched the Brexit debates, arguments and the headlines.  One single thing entered my mind as I watched Cameron and Osborne answer the “LEAVE” challenges: [You can’t articulate your argument can you?] OK – I haven’t interviewed Cameron – but that would be my opening question if I had. REMAIN hadn’t taken the … Continue reading An interview with David Cameron. What could B2B Marketing learn from Brexit?

Nailing the “must-win” deal

You submitted your must-win bid and the bid team celebrates.  But “what-if”….. What if your competitors were able to do 5% more?  And what if that 5% more really did ensure 100% success.   In the “must-win” situation, when sales revenue and peoples’ jobs are dependent on the result – the “what if” has to … Continue reading Nailing the “must-win” deal

Digital Transformation delivers complexity for Sales & Marketing

Four significant forces are coming into play, they are linked, they will impact even the best in sales & marketing.  They demand a different set of expertise and depth of approach to navigate the complexity they create. But, what are they: The rise and impact of Digital Transformation The transfer of IT purchase decision-making into … Continue reading Digital Transformation delivers complexity for Sales & Marketing