The Linchpin & the Entrepreneur

Entrepreneurship and the Big Company Mindset “Many entrepreneurs are sworn enemies of large corporations, and many policymakers measure entrepreneurship by the number of small-business start-ups.” This quote comes from an article published in the Economist, March 2009.  Today, in the Wall Street Journal, guest contributor, Irving Wladawsky-Berger writes about disruptive technology and entrepreneurship in larger […]

Will you Walk Away?

Will you walk?  I’ve been writing about fee setting, and no fee setting series would be complete without facing the reality of a failed negotiation.  If you’re not willing to walk away from the business, you have no business negotiating.  Once the client perceives your willingness to discount, they’ll require it as part of every […]

New Rules of Marketing

If you resell technology, stop wasting joint marketing funds provided by your partners.  Over a billion dollars in unspent funds are reported each year, meaning there is money available, however, dysfunctional marketing campaigns are destroying the channel’s ability to access this money.  Use this money with a well planned marketing strategy and show a return […]

History of the Reseller

If you are reselling technology your business may be headed for trouble.  Don’t expect an economic recovery without taking steps to change your approach to the market…find out why in this video.  In this video I speak candidly to small and mid-sized resellers about market trends and what factors play into future growth and stability.  […]