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This Transformation Feels Different. Disruptively So.

Digital Transformation is here. Consider this: Travelocity changed how we purchase a hotel room. AirBnB is changing the very definition of a hotel room altogether. Taxi Medallions have been great...

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Digital Transformation has a Big Data complex

Digital Transformation is real and is here. McKinsey & Co. has some excellent survey results on digital trends. Incredibly good insights. Exhibit 4 shows how the investment stacks up for digital...

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This (Digital) Transformation will be Productized

The wires seemed to be clogged with article over article about whether the CMO is more powerful than the CIO in the age of digital transformation when really, there is a far more foundational issue for...

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The Dollar Shave Club of Everything

Summary: Whilst technology has significantly brought costs of production and distribution down, for consumers or businesses the cost of goods we procure has remained as high as ever. But that’s about...

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Why true disruption requires putting the last mile, first.

I have a deep aversion to the word disruption. Mostly because in the context of innovation in technology, it’s carelessly used to invoke sensationalism that just ends up blurring the lines between baby...

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Observing Americana. And Why Silicon Valley needs to get out more

This past week I was with my family in Orlando, mostly bouncing from Beedo to Hagrid. Universal Studios is an extremely good random sample of mainstream Americana for Silicon Valley tech. Some...

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Why Performance Management needs to be disrupted. Pronto.

Possibly the most soul-sucking activity at work is the prescribed employee performance process. Whilst the intention is good, in practice, the chain between strategy and goals, and execution levers –...

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What modern CRM looks like in a natively-digital world

Natively-digital businesses are here and they are disrupting the most fundamental industries that we have come to know over the last 200 years. Consider some of these examples from a previous post:...

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Why high-performing cultures barf at most employee engagement initiatives

Employee engagement is clearly the new kale. It’s become a contender in the game of buzzword bingo in the workplace and even boardrooms. But in all fairness, it’s a real issue. Forbes magazine cites...

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Three Big Leadership Turn-Offs

These past few days I was reflecting on the new hire interviews I conducted in 2015 to see what I want to optimize in 2016 as our business grows and scales. One specific element I looked at was what...

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Your Product Roadmap *is* your Product

After building, marketing and selling lots of software, I’m convinced that the single most underutilized component to driving growth is your roadmap. In SaaS or consumer products monetized via an...

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Guest post on TechCrunch: In defense of the Uber-ization of everything

I posted a short rant about Digital Transformation for established enterprises on Facebook the other day. The skinny is that there is endless amounts of *why* and barely no opining on the *what* or...

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60 days in, 6 things I learned about Marketing Automation

I’m now 60 days into my new role at Kahuna as of this week. In this time, I’ve met with tons of fantastic consumer marketing leaders to understand where their head is at. Before I get jaded and become...

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Retails last resort? Extreme Personalization. #AI #CRM #ecommerce

The battle for digital commerce domination just heated up. Again. Amazon enters the brick and mortar grocery business. Walmart enters high-end fashion with the purchase of Bonobos. Nike and Sears cave...

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Combining functions in a SaaS business is a terrible idea

Ok, here is the punch line: No two SaaS functions should be coupled together. Any combination forces conflicts of interest and while you and the board are busy charting out your world domination...

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A wartime Customer Success SaaS Leader has these five attributes

Dave Kellogg wrote a solid post about the three types of Customer Success Managers. Contrasting them as product-oriented, process-oriented or sales-oriented, it’s a much-needed primer at a time where...

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These 4 terms will kill your SaaS business

A giant caveat: this post is focused on high growth SaaS. Not on mature businesses where you are trying to coordinate the build, sale and adoption of a large portfolio of products. In the world of high...

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Do these five things to get badass SaaS partnerships done

Last year, Jeff Clavier asked me to present at Uncork Capital’s (formerly SoftTech VC) CEO summit on how to do BD deals with large software companies. I was then CEO of an Uncork portfolio company, but...

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SaaS Product-Market fit fools you into thinking that growth will come

Mark Andreessen coined the term product-market fit, defined as being in a good market with a product that can satisfy that market. Whilst getting to product market fit is job #1 for a CEO at the early...

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What really is “Go-to-Market”?

The single most bastardized, watered-down term in the business of enterprise tech is “Go-to-Market”. Go-to-Market (GTM) gets bandied about as the cure-all to everything from missing 2 sequential...

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