Articles

Influencing the Technology Buying Cycle To influence buying, vendors must link to what’s on the mind of executives at each stage of the buying cycle. But how [...]

The Magic Ingredient for Creating Advocates There’s a magic ingredient for creating advocates. But how do you get this magic ingredient? Every technology vendor appreciates the importance [...]

How to Disrupt through New Delivery of a Business Outcome We’d all love to disrupt our competitors. In technology, we see more and more disruptive products and [...]

The Users Aren’t Using Your Software…. Customers have signed for subscription licenses. But adoption isn’t great. You need to get adoption levels up. Here’s a path… [...]

Knowing the Profit Point for Subscription Sales Subscription pricing has created a conundrum for technology vendors. They can make a sale and still lose money on the deal. [...]