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)

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)

Are You Experienced? - Transforming SaaS Go to Market

Many ISVs are making dramatic shifts to become SaaS providers. This requires a shift in mindset from product to service and in organization from linear to circular. Once these shifts are under way, in order to succeed and stand out, ISVs we must now bridge their go-to-market strategy, objectives and tactics from Evaluation to Experience. Today's customer has little patience for white papers, datasheets, detailed feature function product specs and the like. They may attend a webinar, but the next step is experience. Even for large organizations with complex buying behavior, the e... (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)