The Four Stages of Sales Compensation Structures in Early Stage Startups

Your startup is just getting off the ground. You might have a few account executives and a sales leader in place; maybe some revenue and a handful of customers. I’ve seen four stages in early stage software companies. Some businesses employ all four, others just use one or two. Knowing about the options ahead of time may help you figure out the right sales plan for your startup. Read more>>

Managing the Paradoxes of Coopetition

Industry growth is often dependent on some level of mutual accommodation amongst key players. But thanks to the digital economy’s overwhelming pressure to be all things to all customers, more rivals are realising that they cannot go it alone. To succeed in a growing service-based digital ecosystem, these firms require a strategy that blends competitive and cooperative approaches – a balancing act that has been dubbed “coopetition”. Read more>>

 

(Re)-Designing Organisations in the Age of Algorithms

Strategy execution still requires organisation design and development skills. But here’s what it may look like in a world of big data and AI. The skills needed to be a top-tier organisation development and design expert have changed almost overnight. However, what’s new and invaluable appears to be the ability to understand how big data and algorithms can be used to re-design organisations. Read more>>

Your Startup Is a Story

I have conversations with lots of engineering students who want to become technology entrepreneurs. Engineering school does little to prepare my students for entrepreneurial ventures because engineering school is all about solving problems and a Startup begins by formulating problems. I wrote about the reasons why in What Problem Are You Trying to Solve? Read more>>

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