Posted in Start ups, Strategy on Sep 5th, 2007 No Comments »
The essence of selling is trust. Most start ups look at what the existing competitors have invested in building their product. What you cannot ignore is how much the existing competitors have invested in building their customers’ trust.
You have heard the old axiom, “No one was ever fired for buying IBM.” Have you […]
Posted in Management, Start ups, Managing engineers, Strategy on Aug 31st, 2007 No Comments »
The markets are a sea of change, and the change comes faster with each passing year. The value of a company is no longer based on its ability to produce a particular product. Rather, the value is now based on the company’s ability to produce new products. You still need a factory to build products; […]
Posted in Management, Start ups on Jul 5th, 2007 No Comments »
I have talked about how company management must change after the 100th employee. I have also talked about the inherent need for start ups to acquire other companies. I will now outline some specifics of how to organize a start up software company in order to handle the requirements of the 100th employee and embrace […]
Posted in Management, Start ups on Jul 5th, 2007 1 Comment »
The essence of selling is trust. The customer must come to trust the salesman and the company that he represents. That is because buying is an irrational act, regardless of the technology or the customer. Consider the following:
The customer can never fully understand the technology that he is buying. It takes all of his energy […]