strategy

2021

The Great Game of Risk Played in Category Creation, and Why the Winning Strategy is Aggression

June 16

The Identity Crisis Facing Open Source Companies in the Cloud

April 2

2020

How Many Technologies Can a Company Adopt at Once?

October 29

A Quick Diagnostic to Determine if Your Sales & Marketing Teams are Aligned

August 31

Narrative Economics and the Power of Stories

April 22

What Customer Demand and Your Startup Balance Sheets Imply about Your Startup's Strategy

April 17

Why Margin Matters Now in Startupland

April 12

Why Your Startup's Org Chart is Limiting Your Growth

February 25

The Strategic Importance of Competition

February 23

When You Have an Advantage, Speed Up the Game

February 13

2019

As Your Sales Team Scales, Focus on Your Middle

May 30

Hustle As Strategy

April 8

Five Reasons to Sell End-to-End Products in Early Markets

March 26

2018

Which is More Important: New Account Growth or Account Expansion?

December 11

Creative Selection - An Inside Look at Some Key Moments at Apple

December 4

Selling Your Product While You Build It

December 3

In Early Markets, Services Can Be a Competitive Advantage

October 1

A Crypto-Trading Uber Driver and a Billionaire's Spat over Candy - On The Importance of Sticking to Your Strategy

May 6

The ROI of Cash Burn for SaaS Startups

February 20

Jettisoning the Assumptions of Last Year

January 1

2017

False Competition - Why Defining Axes of Competition Matters

November 19

The Challenges of the Platform Go To Market

September 6

Has SaaS Become Commodified?

August 23

When, If Ever, Should Profitable Bootstrapped Startups Raise Capital?

August 13

How to Decide When To Move Upmarket

August 8

The Five Questions You Need to Answer About Your Startup's Strategy

July 4

Why Amazon's Acquisition of Whole Foods Matters for Startupland

June 19

Startup Best Practices 26 - Choosing Your Startup's Competitive Strategy

May 26

SMB or Enterprise - Which is the Better Go To Market in SaaS?

April 13

The Three Types of SaaS Value Propositions

March 17

One of the Hardest Things to Do in Sales

February 10

2016

Your Startup's Competitive Advantage

October 23

The Pressure to Move Up Market Facing SMB SaaS Startups

September 14

How Fast Does a SaaS Startup Have to Grow to Survive?

July 27

Your Customer's Top 3 Priorities

March 21

2015

The Innovator's Dilemma for SaaS Startups

April 9

2014

The Disruption Debate is Focused on the Wrong Ideas

June 23

2013

Your Startup’s Three Horizons

August 16

Product Market Engagement: The Missing Step in Lean Startup Methodology

July 22

A Formula For Innovation

June 17

Why You Should Be Measuring Time To Utility For Your Product

June 4

A Startup’s Guide to Maximizing Last Mover Advantage

May 24

Your Startup’s API Could be Its Disruptor

May 14

Reverse Engineering Your Startup’s Success

May 7

Hiring Your Startup’s First Salesperson

May 3

The Defining Characteristics of Successful SMB SaaS Startups

April 17

Startup Judo - The Secret You Should Know Before Starting a Company

April 10

A Startup’s Three Visions

April 9

Your Startup’s Top 3 Priorities

April 1

What my high school chemistry class taught me about startups

January 14

2012

Changes in the rules of the [startup] game

December 18

Startup playbook - Reverse-engineering Clay Christens’s market disruptions

December 3

A Startup’s Two Financial Plans - the Board Plan and the Stretch Plan

November 26

Segmenting customer pipelines

November 20

Segmenting the SaaS Market for Sales

August 20

The Path to Exponential Growth

August 14