By Alan Armstrong A true story: The date was June 23, 7 days before quarter-end. Terri came to the sales meeting and said she could close another deal, this one for $75k, [ … ]
Category: Alan
SV PCamp proposed session: It’s never about price
By Alan Armstrong I’ve proposed a session for Product Camp Silicon Valley on April 2. Here’s what I want to discuss. Why do you win? Why do you lose? Why [ … ]
10,000 Hours of Product Management
By Alan Armstrong Have you read Outliers by Malcom Gladwell? It takes a lot of thinking about success and turns the thinking upside down. It’s a quick and easy read, [ … ]
Exactly like me: The perfect reference customer
By Alan Armstrong Most companies think that any satisfied customer is a good reference customer. But the truth is very different, and companies have lost deals because they don’t understand what’s [ … ]
Please delete your first three slides (or move them)
By Alan Armstrong Raise your hand if your standard pitch deck starts a bit like this: About Us Part 0 (title page) About Us Part 1 (description) About Us Part 2 [ … ]
Marketing Blur: (Information Overload)^10
Your market is overwhelmed with information. What can you do about it? By Alan Armstrong By now, you’ve all heard about the new rules of marketing, right? The shift in one-way [ … ]
“One step at a time” can fail you
By Alan Armstrong Jackie, a colleague for over 15 years, recently shared with me her mantra in times of confusion: “One step at a time”. When things get overwhelming, Jackie [ … ]
Design: Forethought or Afterthought? How to use design to increase differentiation
“Design” has the ability to differentiate your company and your product, yet few of you are investing in real design. If I were starting a software company, I would start [ … ]
The new enterprise boom?
Investors have been down on enterprise software for the last few years, but lately there has been a resurgence of interest in the sector. As Tech Crunch put it, “many [ … ]
Disruptive business model: Lew Cirne, serial entrepreneur on the future of Enterprise Software
Lewis Cirne (@sweetlew) believes that enterprise software needs to change, and his latest venture, New Relic, has blazed a path to do just that. DOWNLOAD AND LISTEN to the interview [ … ]