Why Enterprise Buyers Don’t Buy Technology the Way Technology Companies Think They Do
I have spent much of my career working with enterprise technology, first at a large technology company and later with software and services startups. Over that time, I have been involved in enough customer conversations to realize that technology companies and enterprise buyers often approach the same purchase from completely different perspectives. From the vendor’s […]
What Working With Startups Taught Me About Moving Before You Have All the Answers
One of the biggest adjustments I had to make when I started working with startups was learning to make decisions before I felt completely ready. I had spent years working in a much larger technology environment, where there were established processes, historical information, and more people available to weigh in. There were certainly times when […]