Category: product

  • Avoiding the Most Common Go-To-Market Pitfalls

    Avoiding the Most Common Go-To-Market Pitfalls

    Go-To-Market Planning Pitfalls 7 Steps to a Successful Go-To-Market Strategy reviewed the challenges with complicated Go-To-Market (GTM) strategic plans and processes, why it’s important for your survival to have a streamlined process in place and introduced you to a lean GTM strategic planning framework. Now you should consider some of the common pitfalls to avoid when […]

  • Big “M” Marketing Is Not Advertising

    Big “M” Marketing Is Not Advertising

    Marketing is too important a responsibility to leave to just the “Marketing” Department. At its core, marketing is more than advertising and promotions. Big “M” Marketing is the essence of your company, your product and service offerings, how you are represented in the marketplace, how your staff engages with your current and potential customers, and […]

  • Market Disruptions Are Killing Your Company

    Market Disruptions Are Killing Your Company

    Integrating disruptive innovation thinking into your business models is critical to your survival. Global giants who once used to be considered the best in their respective industries – companies such as AT&T, Eastman Kodak, Motorola, and Panasonic to name a few, lost their balance when new innovative technologies disrupted their business models and technology competencies. […]

  • If All You Have Is Price

    If All You Have Is Price

    If the (perceived) value your products and services bring to your customer is virtually identical to your competition, then all you have left to compete on is price!  And this is a very dangerous place to be! In a separate article, I wrote about questioning your value add – that if the perceived value of […]

  • Ever Hear of Virgin Cola?

    Ever Hear of Virgin Cola?

    Sir Richard Branson, Founder and Chairman of Virgin recounts his own Downing Goliath story in the following CNBC interview … Elon Musk developing his “burnt hair” branded perfume might be the next example. Remember, just because you can do a thing, doesn’t mean you should.

  • What’s Your Value Add?

    What’s Your Value Add?

    “It’s very nice to meet you! So, Bill Taylor, what’s your value add?” This very probing and potentially threatening question was first asked of me by Scott McNealy and Ed Zander from Sun Microsystems back in 1992. It was my first meeting with these very iconic, very charismatic superpowers of the computer industry. I was […]

  • Solutions – Why Can’t We All Work Together?

    Solutions – Why Can’t We All Work Together?

    If you like me shudder when someone mentions the word Solutions and you think: Solutions? Can’t we come up with any better word than solutions for a set of integrated products and services? so·lu·tion [suh–loo-shuhn] noun 1. The act of solving a problem, question, etc.: We have a solution for our customer’s problem. Unabridged. […]

  • Looking Your Future In The Eye

    Looking Your Future In The Eye

    What has always amused me is that practically every company used as examples in “Best Practice” books such as In Search of Excellence, Good to Great, or Execution seem to have failed to continue being excellent, or great, or have stopped executing. They have fallen prey to the dilemma of holding on to what once […]

  • Are You Stuck In The “Commodity Corner”

    Are You Stuck In The “Commodity Corner”

    The first product offerings (I’m including physical devices, software, and services in the definition of “product”) you introduced years ago – those that made you successful and dominant in your markets – may be the very ones destroying your business today. Some of your products are cash cows, and likely generate the most sales revenues. […]