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Ken Rutsky

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Top Stories by Ken Rutsky

Look around and be amazed, everything is being re-invented.  From the tablet computer to the thermostat, from cars to enterprise software, from incubators to light-bulbs.  We are living in an amazing time.  Opportunities abound to capitalize on the biggest industrial change since electricity. While those of us in Cloud and IT tend to focus on a few ideas like Cloud and Big Data,   we are at the the convergence of 6 megatrends, some new, some old, that when taken together create this incredible rush of innovation and opportunity.  The megatrends are: Microelectronics - Moore's Law Marches on!  - Microelectronics continue to evolve, giving us more and more density and capability.  The innovation here is long from done with nano-circuits promising continue improvement for decades to come. Materials Innovation - Nano-materials are silently becoming embedded into new prod... (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)

Salesforce.com and Three Other Companies Getting Viewpoint Right

When I talk about Viewpoint, the first question I usually get is, "well, who does this well?" The godfather of Viewpoint in the new era of cloud computing is clearly Salesforce.com.  As I have written here,  SalesForce.com's "The End of Software" created a unique and compelling Viewpoint that aligned with the aspiration and frustrations of their target customers who needed faster and easier visibility into the sales pipeline and performance.  As they and the market have matured, they have adeptly shifted to "The Social Enterprise," seeking to capitalize on the technology, enviro... (more)

The 4th C - How the Cloud Changes Everything in B2B Marketing

"The Cloud Changes Everything" is heard so often that it is a cliché. But then again, distributed energy production and transmission enabled our 20th century manufacturing revolution and the interstate highway systems changed our society. Those of us who practice B2B technology marketing are living in the most interesting time of our careers. Not only is social media changing our communications channels faster than our ability to manage them, but cloud economics and delivery is changing our products and our customers. In order to thrive and succeed in cloudy times, we must be dis... (more)

Why Experience Will Be Key to 2012 Cloud Sales and Marketing

When I was a wet behind the ears sales rep in the Rolling Meadow's Illinois branch office in 1986 (yes, they had computers back then :)), I remember the big sign that hung on the wall: Calls + Demos = Sales Our office sold everything from PCs to copiers (yes, IBM sold copiers) to mini computers (S34, 36, 38, and later AS/400 and RS6000s) and the biggest S360 Mainframes. Though the sign belonged to the "Office Machines", i.e., Copiers, team, I quickly learned in my territory of small manufacturers and distributors, the key to selling the minicomputer lay in not just having the r... (more)