The Light Around The Corner…

It was just a few days before the end of the quarter in September 2016. I was on the phone with a colleague discussing a large deal and the steps to close. We had just received frustrating news that the customer was challenging the terms of the SaaS licenses in the larger deal. The call was intense … Continue reading The Light Around The Corner…

How do you manage results with incentives?

In the 1990s I worked for a one organization where bonuses were paid annually tied to annual financial indicators and whether or not I was a strong performer. The latter part of the evaluation was subjective based on how well I did as an individual contributor, manager, or team player. Being an annual bonus the … Continue reading How do you manage results with incentives?

Opportunities – How do you make them?

My career in enterprise software got started thanks to an ex-girlfriend. In my early twenties I wasn’t quite sure what path I would take, however, I knew I wanted to be in high tech. It was the early 90s and I was studying business at university. I had put myself through school thanks to years … Continue reading Opportunities – How do you make them?