Both Sides of the Table

APRIL 3, 2014

Whenever I heard why we didn’t feel a sales process at an important customer was going well (or if we lost) I would get involved myself. Obviously to understand a “class” of people you have to make broad generalizations. They are as good at selling you as they are at selling your product to customers.

Sales 382

Sales Help Startup Pricing 382

Startup Professionals Musings

FEBRUARY 25, 2018

This will facilitate the expansion of battery charging and support facilities, and ultimately create more customers and growth for the whole industry, including Tesla. Another partnering model example is the IBM Watson Group $1 billion investment to share cloud-based development and super-computing tools.

Competition 60

Competition IBM IBM Startup 60

Startup Professionals Musings

OCTOBER 3, 2014

This will facilitate the expansion of battery charging and support facilities, and ultimately create more customers and growth for the whole industry, including Tesla. Another new partnering model is the IBM Watson Group $1 billion investment to share cloud-based development and super-computing tools.

IBM 100

IBM IBM Startup Examples 100

socalTECH

DECEMBER 11, 2009

Custom Insurance Programs for Technology Companies. Key Information Systems (www.keyinfo.com) Providing IBM Storage Solutions. Costello and Sons Insurance Brokers (www.costelloandsons.com). Deloitte (www.deloitte.com/us/technology). Gemini Partners (www.geminipartners.net). Middle Market Investment Banking. Startups Made Simple.

Southern California 133

Southern California IP Orange County Glendale 133

Berkonomics

JULY 19, 2011

Even with the usual discount of 10%, the margins on hardware were high, especially when applied to prices that exceeded $30,000 per sale. . In the early eighties, IBM helped the PC become a tool of the office, and the product crossed over from use by early adopters to the mass market.

Pricing 184

Pricing Networking IBM IBM 184

socalTECH

MARCH 8, 2013

IBM has shared ideas with us, EMC, Microsoft, and a whole raft of other major companies are working closely with us now. On the customer side, we have companies like Samsung, GE, Kaiser Permanente, Accenture. Let's say we saw an idea coming from a major partner, a customer like Samsung or someone like that. It's been great.

Incubator 208

Incubator Startup CTO Hire Ideas 208

Both Sides of the Table

OCTOBER 22, 2009

Only Hire A+ People Who Punch Above Their Weight Class. I believe that you should always hire people are are looking to “punch above their weight class,&# which means to hire people who want to be one league above where they are today. Weight Class : Let’s take sales. I’m not one of those. Your solution?

Startup 327

Startup Sales Class CIO 327

Eric Greenspan

MAY 9, 2013

It was an awesome company with a cult-like following and over 40,000 customers in Socal. I whiteboarded his entire class schedule and we discussed every facet. They have to have some “mind-blowing customer experience” aspect as that is my mantra. The brand was a household name and my son knew it.

SoCal 174

SoCal Southern California IBM IBM 174

socalTECH

FEBRUARY 9, 2010

Custom Insurance Programs for Technology Companies. Key Information Systems (www.keyinfo.com) Providing IBM Storage Solutions. Joyent - An Enterprise Class Cloud Computing Company funded by Intel Capital, provides the most comprehensive cloud solution available today. Deloitte (www.deloitte.com/us/technology).

Southern California 113

Southern California Tech Coast Angels IP Orange County 113

Startup Professionals Musings

AUGUST 21, 2014

Entrepreneurs talk to customers and competitors talk to each other about the new trends and technologies they see. Evaluate customer response prior to development. Surface your prototype, get customer feedback, make corrections, and iterate until you get it right. Being open is the new business culture around the world.

Startup 101

Startup Search Engine Optimization Ideas Custom 101

Xconomy

JULY 19, 2016

The bigger public players – Cisco, Check Point, HP, IBM, Symantec, and others – need to continually add to their arsenal of security solutions as the threat landscape continues to evolve. In general, M&A is a natural part of the IT security market. It’s why this market segment is so attractive to venture investors. Why is this happening?

Symantec 40

Symantec IBM IBM Acquisition 40

Startup Professionals Musings

APRIL 13, 2015

If this is your first foray into the entrepreneurial arena, with no track record in business or technology, your best and perhaps only supporters will be that class of investors known in the trade as friends, family and fools (FFF). The technology is now embodied in a solution that can be replicated to reliably solve a real customer problem.

Develop 102

Develop Development Product Funding 102

Startup Professionals Musings

APRIL 13, 2016

Entrepreneurs talk to customers and competitors talk to each other about the new trends and technologies they see. Evaluate customer response prior to development. Surface your prototype, get customer feedback, make corrections, and iterate until you get it right. Being open is the new business culture around the world.

Startup 60

Startup Search Engine Optimization Ideas Custom 60

Startup Professionals Musings

SEPTEMBER 5, 2018

In one of my own positions as an executive in IBM, I found that putting a high-potential employee on my own staff for a few weeks was more effective, both short-term and long-term, in gaining me some work relief than any training class I could imagine. Focus on satisfying your ideal and best customers.

Resource 60

Resource Examples Design Entrepreneur 60

Both Sides of the Table

FEBRUARY 5, 2011

Whenever I heard why we didn’t feel a sales process at an important customer was going well (or if we lost) I would get involved myself. Obviously to understand a “class&# of people you have to make broad generalizations. They are as good at selling you as they are at selling your product to customers. Here are mine.

Sales 316

Sales Startup Pricing Custom 316

socalTECH

NOVEMBER 22, 2013

We''ve build some evolutionary technology for Microsoft customers, so they can move forward and distribute their computing into the cloud, or use whatever future technology on their roadmap might ask them to do. I was running the Far East for Sequent, then IBM bought them and moved them to the States. What is your background?

Startup 198

Startup Yahoo Software Education 198

Startup Professionals Musings

AUGUST 29, 2011

Competing with IBM, Microsoft, and other large companies is a very difficult task. A world-class CEO will be joining us after the funding event.” We have strong interest from a major customer.” Otherwise talk about paying customers only. Microsoft is too big/slow to be a threat.”

Entrepreneur 108

Entrepreneur Funding Innocal Competition 108

Startup Professionals Musings

AUGUST 13, 2012

Terms like “every customer needs this” and “next generation platform” are far too soft, and should be avoided. This is not the place for a detailed product specification, but an explanation of how and why it works, including a customer-centric quantification of the benefits. Solution and benefits. Focus is the keyword here.

Competition 113

Competition Metrics Startup Invest 113

Startup Professionals Musings

AUGUST 20, 2018

Help your employees build their individual strengths with customized coaching and special assignments. We all have strengths and weaknesses, and most of us as managers focus only on weaknesses. Be one of the few who highlight strengths with feedback, recognition, and new opportunities. Inspire team members to set and achieve personal goals.

Mentor 52

Mentor IBM IBM Examples 52

Tech Zulu Event

JULY 16, 2012

CallFire simplifies telephony, making sophisticated, expensive carrier-class telecom capabilities available through an easy-to-use GUI and API platform, which the company pioneered in 2007. They have the energy, the passion, and the integrity it takes to transform this sector. I look forward to contributing to that achievement.”.

Venture Capital 89

Venture Capital Cloud Computing Class Education 89

Startup Professionals Musings

MAY 13, 2011

Terms like “every customer needs this” and “next generation platform” are far too soft, and should be avoided. This is not the place for a detailed product specification, but an explanation of how and why it works, including a customer-centric quantification of the benefits. Solution and benefits. Focus is the keyword here.

Competition 116

Competition Metrics Startup Sales 116

Tech.Co

OCTOBER 24, 2017

Steve: I am the CEO, chairman and cofounder, Explorys , an IBM Watson Health company that uses data and analytics solutions to support life sciences industry research and commercial strategies by helping translate data into meaningful insights. Aaron: There is a great deal of pride to the city, everyone wants Cleveland to win and succeed.

Startup 70

Startup Platform CIO Entrepreneur 70

Startup Professionals Musings

JULY 23, 2010

Competing with IBM, Microsoft, and other large companies is a very difficult task. A world-class CEO will be joining us after the funding event.” We have strong interest from a major customer.” Otherwise talk about paying customers only. Microsoft is too big/slow to be a threat.”

Innocal 96

Innocal Entrepreneur Competition IBM 96

Both Sides of the Table

DECEMBER 9, 2010

I had been selling large content management systems and storing documents for industrial-scale customers. Many of the biggest customers wanted to be able to physically walk through our data center – how could I give up something so strategic? I was dead set against it. Especially to a company that sells books! Work it did.

Startup 343

Startup Technical Review S3 Services 343

Tech Zulu Event

DECEMBER 6, 2013

Customers know what works well and are frustrated by the lack of innovation in the industry. There’s a strong need to customize UI and car companies are realizing their $700 navigation systems just aren’t going to sell as well as a free app from Google. “Customers will govern that”, according to Jim.

Advertising 97

Advertising Startup Marketing Mobile 97

InfoChachkie

NOVEMBER 23, 2015

billion) and ISS (sold to IBM $1.3 Rather, we value entrepreneurs' time and thus our diligence generally includes introducing them to potential customers and partners. The difference is that VoiceXML does not leverage customers' knowledge of web development. John Greathouse <john *@ *.com> com> 4/25/08.

Venture Capital 100

Venture Capital Technical Review Software Review Southern California 100

Startup Professionals Musings

APRIL 22, 2010

Terms like “every customer needs this” and “next generation platform” are far too soft, and should be avoided. This is not the place for a detailed product specification, but an explanation of how and why it works, including a customer-centric quantification of the benefits. Solution and benefits. Focus is the keyword here.

Invest 74

Invest Tips Competition Metrics 74

InfoChachkie

JULY 14, 2009

Excel at classes that interested you and perform poorly in those which did not. If your character cracks under the heat of a startup, your stakeholders will feel cheated, just like the ceramic customers in ancient Greece. Founder of IBM – an entrepreneur who felt that the world only needed a handful of computers.

Entrepreneur 153

Entrepreneur Ideas Writing Startup 153

Both Sides of the Table

JULY 13, 2013

It was an IBM XT. It was the first ever IBM to ship with a hard drive. You worry about all of your staff, you worry about their reputations, you worry about your own reputation, you worry about the people who gave you money, you worry about the customers who entrusted you. And so I started playing with it when I was young.

Startup 337

Startup Entrepreneur Ideas Venture Capital 337

Frank Addante

MAY 15, 2006

. – Premium Online Advertising Company Age: 21 - 25 Time Period: 1997 - 2001 My Role: Chief Technology Officer, Technology Founder and Chairman, Advisory Board High Point: $500 million market cap; 3,000+ customers; 8 billion transactions per month; 65% Internet reach Warning, this will be a long posting. We had customers and revenue.

Advertising 40

Advertising Startup Chief Technology Officer Technical Review 40