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Ken Rutsky

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Top Stories by Ken Rutsky

In his seminal work 7 Habits of Highly Successful People, Steven Covey introduces a concept of an Abundance Mindset, Wikipedia describes it like this: 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 situation. 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)

Five Ways Your Cloud Go-to-Market Better Be Above Average

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)

Bridging to SaaS Success: A Basic Business Blueprint

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)

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)

Organizing for SaaS Success: Surround the Customer

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)