Month: April 2018

First principles and asking why

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Growth

But why? I was in a supermarket recently, and at the other end of the aisle I could hear a parent getting continually more frustrated. What should have been a relatively simple trip to purchase some groceries had been turned into a consistent barrage of questions. Their young child had entered the why stage. No action or decision was safe from the dreaded why. Why were they going down this particular aisle? Why was it […]

Working with Sales

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Growth

We don’t sell, we close What’s your relationship with the salespeople in your organization? Do you even talk to them? Is there a culture of us and them in your company? Do you feel like they see your department as unwashed geeks and you see theirs as a herd of Patrick Batemans wearing Submariners? I hope not! Regardless of your own relationship with the salespeople in the organization, you have to have utmost respect for […]

Working with Product Marketing

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Growth

Positioning, positioning, positioning The best software doesn’t sell itself. Even if you did have the best software, it needs to be positioned, priced and pitched correctly to stand a chance amongst your competitors, and that’s where product marketing comes in. As a manager of an engineering team it’s likely that you’ll be regularly working with a product marketer to make sure that the cool stuff that you’re building is making the biggest splash possible. Great […]