Notes from the field.
Forecasting & Pipeline Management
Europe Holidays: The Real Impact on B2B Sales (vs. US)
Key takeaways Why Europe holidays have such a large impact on business planning Europe holidays expose a structural mismatch that…
Internationalization
European Market Expansion for SaaS: Why Starting in the UK Is the Wrong Move
European Market Expansion for SaaS: The Costly UK Mistake Key Takeaways European Market Expansion for SaaS: The UK Default and…
Channel & Partner Ecosystem
Why B2B Partnerships Matter: 3 Proven Reasons for Every Alliance
Key takeaways Why B2B partnerships matter: the natural logic Nature offers the clearest model for understanding why B2B partnerships work.…
Internationalization
System Integrator vs Vendor Professional Services: Why the Partner Often Wins
Key takeaways System Integrator vs Vendor Professional Services: Why Customers Default to the Vendor The logic is intuitive. If a…
Channel & Partner Ecosystem
B2B Partner Expectations: What Small Companies Need From Large Vendors
Key takeaways Why small companies seek B2B partnerships with larger vendors Small companies do not partner with large vendors out…
Internationalization
B2B Product Positioning: Why the Barbie Problem Kills Enterprise Software Sales
Key learning Strong B2B product positioning requires choosing a specific problem for a specific buyer, not a flexible platform for…
Startups & Scaleups
Startup Internationalization: The Timeline No One Budgets For
Key takeaways Why startup internationalization happens: internal and external drivers Startups reach the decision to expand internationally through two distinct…
Internationalization
Indirect Sales Model for SaaS: Why Partnerships Make International Scale Possible
Key takeaways What Is the Indirect Sales Model for SaaS? The indirect sales model for SaaS means selling your product…
Internationalization
SaaS Localization Strategy: 5 Essential Insights for EU Market Sales
Key Takeaways What a SaaS Localization Strategy Actually Covers Software localization for international sales means adapting your product and go-to-market…