Leading a company into a new era of customer-centric innovation takes patience, courage, and a commitment to finding the best people and processes. Follow these 10 best practices to lead innovation and change for B2B organic growth. 1.  Celebrate learning as success. As business leaders, we drive for results, results, results! There’s certainly nothing wrong ... Read More

Imagine a project that leads to new product sales of $5 million per year, with average profit margins. What’s the net present value of launching this product just one month earlier? $80,000! That’s $4000 per business day. Think we could use a little more “innovation urgency”? Consider three ways business leaders can accelerate projects… First, ... Read More

Finance is the calculus of growth. Engineers, product managers, and CEOs are all guided by financial metrics to lead the business to fulfill its purpose: sustainable, profitable growth. Meanwhile, the outside world uses finance to estimate firm value and potential. Perhaps due to the breadth of stakeholders, it’s easy for a company to slip into ... Read More

We are all unique, or we think we are, with this problem: our products are becoming more and more like commodities. You know, gasoline, steel, top soil. Our superior product dreams are trampled by the heavy feet of commoditization. Wouldn’t it be so much more fun to tout the amazing technical wizardry in the annual ... Read More

Imagine you spent two years developing a new product, and have just launched it. You’re waiting to tell your boss about exciting new sales… and waiting. As the months go by and you get more feedback from the field, you realize the market has responded to your launch with one big, collective… yawn. What went ... Read More

What is Smarketing? “Smarketing” is when marketing is only executed with a short term, sales mentality. It’s the unholy melding of sales and marketing. Why is this bad? With Smarketing, the longer term, less urgent, strategic marketing activities are pushed aside. Strategic vs. Tactical Marketing Strategic marketing sets the course and tactical marketing steers the ... Read More

Many companies struggle trying to enter new markets or introduce new technology. You can apply a new “de-risking” methodology to identify those "landmines” that could blow up your project. This approach not only gives teams a detailed roadmap to follow… it allows them to clearly communicate risk to management. ... Read More