In his seminal work 7 Habits of Highly Successful People, Steven Covey
introduces a concept of an Abundance Mindset, Wikipedia describes it like
Covey coined the idea of abundance mentality or abundance mindset, a concept
in which a person believes there are enough resources and success to share
with others. He contrasts it with the scarcity mindset (i.e., destructive and
unnecessary competition), which is founded on the idea that, if someone else
wins or is successful in a situation, that means you lose; not considering
the possibility of all parties winning (in some way or another) in a given
When we apply this idea to our Cloud Go To Market Positioning, Messaging and
execution, we begin to see our opportunities in a whole new way, and drive an
execution that can surprise even our most optimistic expectations.
In my Viewpoint, Value, Velocity or ... (more)
Talking about his new book, "That Used to Be Us," at a recent speech at the
Stanford Graduate School of Business, best selling author Thomas Friedman
said, "Average is over. Everyone must define and develop their extra, that
unique value add that justifies, in this world of rising curves why they
should be hired or promoted." Friedman goes on to make a case that to win in
the global market, American education must nurture students to become more
creative and unique.
Friedman goes on to discuss the emergence of the "hyper-connected world" one
where you cannot only outsource labo... (more)
Established and new ISVs, telcos, hosters and other tech providers are
launching SaaS services at an ever-increasing pace, and that's great.
However, many of these initiatives fail to attract leads and customers in the
volume expected, resulting in management, market and shareholder
disappointment. Why is this?
While organizations spend a LOT of time understanding the technical
transformation required to build a SaaS service, they fail to understand that
this is just the anchor of the transitional bridging they must do. In order
to gain share and revenues they must deal with the... (more)
For SaaS Success, Mindset Matters Most
For organizations that are launching, building or in the market with SaaS
offerings, success varies widely. Many of these organizations and the people
in them have roots in the software, appliance or hardware product businesses.
To succeed as a SaaS provider, you have to build a great service, that's a
given. But equally important, but you must transition from a product to a
service mindset. If you have a product mindset in a service business, you
will be blind to many of the issues that matter, and risk making poor
organizational, strategic ... (more)
For ISVs and others attempting to offer SaaS services to the market,
organizational structure and approach represents one of the largest hurdles
to success. In order to achieve success as a service provider, organizations
must change my organizational approach from linear to circular, surrounding
the customer throughout the service relationship lifecycle, reducing barriers
to adoption, and ensuring long-term customer retention.
Today's typical ISV organization and its interaction with customers are
linear with sporadic customer contact. Product managers may gather
requirements f... (more)