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Ken Rutsky

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Top Stories by Ken Rutsky

Unless you are a hardcore (American) football fan, or happened to just catch the latest episode of HBO Real Sports,  you may have never heard of Coach Kevin Kelley of Pulaski Academy in Little Rock Arkansas. But if you are a football fan, I'd imagine you may hear about him soon even if you forget about this blog. You see, Kelley's teams haven't punted since 2006.  And in that time he has taken his small 350 kid school into the national top 100 rankings and to three state championships while winning well over 90% of his games... You can Google him and easily learn more...here's a couple of quotes from a Sept 09 Sports Illustrated Article on Kelley: "The average punt in high school nets you 30 yards, but we convert around half our fourth downs, so it doesn't make sense to give up the ball," Kelley says. "Besides, if your offense knows it has four downs instead of thr... (more)

Poking Through the Clouds

About five years ago, I had the pleasure of sitting through sales training with John Costigan. I remember John's opening as he said something like, "How are you?" and got the typical quiet reaction. John went on to say something like, "when I am asked, I say "OUTSTANDING" and you should too. Because to STAND OUT, you MUST BE OUTSTANDING." Fast forward to last week, when I was having a discussion on positioning with a very successful entrepreneur turned VC. He said, "The only way to win in today's markets is to STAND OUT, create something new." Immediately I thought of John and s... (more)

Breakthrough Cloud Marketing Revolution

Why have I spent the last months writing about Breakthrough marketing?  Isn't there enough written about content marketing and marketing automation?  Can we really transform Enterprise go to market and sales?  Are we just talking about features and benefits?  Well my answers are yes but, yes for sure and no we are not! Figure 1: The Three Stages of Breakthrough Marketing Today's buyer is information overloaded, bandwidth constrained and fiercely independent.  A recent survey by the Corporate Executive Board reported that 57% of the new B2B sales cycle is DONE before the buyer's ... (more)

Getting Your Head Around the SaaS Mindset

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)

Glider Bikes to SaaS Success

Owen, my youngest, is a typical 3 1/2 year old boy, energetic, physical and fearless. He's been riding on a glider bike for the last year, and loves to blast down hills with his feet in the air, scaring the daylights out of his Dad. For those of you unfamiliar with glider bikes, it's basically a pedal-less two-wheeler that you propel like a scooter with your feet. I've been watching him scoot around on his glider wondering how he would do with pedals, would he need training wheels at all?? Would he be faster than his three older siblings at getting on a "real" two-wheeler? (They... (more)