Category: CEO & Boards
Making Big Bets
September 15, 2010
It was Bridgescale’s Mentor Monday this week and one of the speakers was David Ossip, formerly the founder and CEO of Workbrain, now founder and CEO of Dayforce. David is creating Dayforce by making big bets, but as a successful four-time entrepreneur, his bets are calculated. David believes that it is easier to enter established ...
Read moreFocus – Focus – Focus
August 28, 2010
A big challenge for companies going through their start-up phase is "FOCUS". I was recently with a client. They are early start-up. Their product is built and they have won their few first customers
Read moreManaging Risk in your Go-to-Market Strategy
August 18, 2010
If you haven’t read Howard Gwin’s blog on Digital Puck regarding VC’s and start-ups in Canada, I would recommend that you do. It has some powerful arguments about how VC’s and entrepreneurs should look at building great companies. Howard also uses a model for assessing risk on go-to-market strategies. He looks at company growth opportunities ...
Read moreWhen is it time to fire?
August 9, 2010
I recently met a CEO of a start-up. He was describing his business to me and that even though he had hired a Sales leader, he was being dragged into every sales deal in order to close it. His sales leader had been hired to find & close deals, create & grow a sales force and ...
Read moreA glimpse into the VC world
August 8, 2010
In sales, a good salesperson learns what motivates their customer's behaviour, including how they are personally incented and rewarded in their job. When negotiating any deal, they must understand what is "in it" for the other side, both at a business and personal level. They also learn to speak the customer's language and acronyms. Yet, ...
Read moreLooking at your Target Market through a Different lens
July 26, 2010
I recently attended Communitech's Tech Leadership Conference 2010 to hear Clayton Christensen, author of Innovator's Dilemma speak and have been applying his principle to a client's business. Christensen argues that new technologies will disrupt and defeat existing companies when they enter the market and fulfill demand by either serving a market that is currently over-served by ...
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