Both Sides of the Table
JUNE 30, 2013
'This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. This post is about finding your “champion.” We developed this at our first company and called it PUCCKA – the overall methodology is described here. The “P” stands for Pain or the reason your customer needs to implement a new product.
This is going to be BIG.
JULY 1, 2013
'I am going to be wrong over the course of my career--many times. I understand and accept that because I know that if I do not take risk, I will not make a return. On top of that, I am building a portfolio--and I plan to be a long term investor in the asset class. If you are trying to prove to yourself that any one particular deal will be successful, either a) you''ll never get there or b) you''re convincing yourself that you know more than you really do.
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Tomasz Tunguz
JULY 1, 2013
It is easy to write off content marketing as a waste of time. Effectiveness is difficult to measure; it is time consuming and the payback period on the investment is uncertain. But unlike most forms of paid marketing, content marketing has a cumulative and compounding return. Each of the posts of a blog continues to attract traffic from SEO and social channels long after it has been published.
Berkonomics
JULY 4, 2013
'This is one of those “My dad used to say” homilies. You’ve probably heard the accompanying “It takes just as much effort to sell a small deal as a big one,” over the years. The truth of this is more nuanced. Some businesses will prosper in the shadow of larger competitors by specializing in those smaller accounts that are just not attractive to those with higher overheads and larger aspirations.
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Both Sides of the Table
JULY 4, 2013
'This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. We developed this at our first company and called it PUCCKA – the overall methodology is described here. Pain. Unique Selling Proposition. Champion. Compelling Event. This post talks about the “K” or Key Players involved in a buying decision.
Tomasz Tunguz
JULY 5, 2013
We’re already seeing the impact to hardware vendors of peak smart phone. Over the past six months, Apple, Samsung and HTC share prices have fallen 20 to 25%. These share prices have tumbled because smart phone penetration is hurtling towards 70% in the US. True saturation has occurred in certain segments: 87% of 30 to 49 year olds with income greater than $75k own a smart phone.
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