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Win/Loss Analysis MUST include wins (success stories don't count)

BY ALAN ARMSTRONG

If you want to improve your win rates in the market, it is important that you study wins, and not just losses.

A tale of two companies: The discounter and the price leader

Tweet this: New post @OnPM: "The discounter and the price leader" by @AWArmstrong http://wp.me/pXBON-2mq #prodmgmt #sales #negotiation #strategy #price

Exactly like me: The perfect reference customer

By Alan Armstrong

Most companies think that any satisfied customer is a good reference customer. But the truth is very different, and companies have lost deals because they don't understand what's going on or how to select a good reference. So...

Disruptive business model: Lew Cirne, serial entrepreneur on the future of Enterprise Software

Lewis Cirne (@sweetlew) believes that enterprise software needs to change, and his latest venture, New Relic, has blazed a path to do just that.

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