Tag Archives: Sales

New or Better?

Posted on January 16, 2018 by

When new technologies arise there is a real desire to create a Disruptive Product(TM), to focus on the new and to avoid simply making a better version of the current market leader. Don’t fall into that trap. It is almost … Continue reading →

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Industrial Business Models – Customer ROI

Posted on January 10, 2018 by

Your technology is great.  It makes the world a better place.  Benchtop results were good – but yields actually went up as you’ve scaled results.  You’ve also made your first big decision and you’re going to sell the technology to … Continue reading →

Posted in Industry, Innovation, Marketing, Materials Science | Tagged , , , , , , , , , | 1 Comment

Industrial Business Models – Choice #1

Posted on January 9, 2018 by

Hardware is dead. Hardware is booming. Hardware is hard and no one should do it. Hardware is different. Hardware is the same. IoT, IIoT and additive manufacturing attract attention to heavy industry – where a thing is being produced and … Continue reading →

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Growth by Document

Posted on September 7, 2016 by

The current business has experienced pleasant success despite a challenging market.  We grew our ASP from $40,000 by nearly 20x, increased our industrial installation base by similar numbers and have figured out how to grow in a long sales cycle market. … Continue reading →

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Building the Right Team

Posted on May 9, 2014 by

In our management meetings the other week, we talked about what we want our teams to look like.  Running our commercial organization, my ideal team needs to reflect the needs of the market and be able to help our customers … Continue reading →

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Seven Red Lines (3): Anderson the Expert’s Failings

Posted on May 6, 2014 by

Anderson the Expert is in a tough spot, his value as an expert wasn’t well defended, but he doesn’t do very much to help himself out.  Stuck in a meeting with a customer who is uncertain of their goals, a … Continue reading →

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Seven Red Lines (aka “The Expert”): The Transcript

Posted on May 3, 2014 by

Cast: CUSTOMER C1 (“Customer 1st speaker”) – The customer lead, Justine’s boss Justine – Design specialist at the customer VENDOR V1 (“Vendor 1st speaker”) – The vendor lead, Walter and Anderson the Expert’s boss. Walter – Reports to V1, serves … Continue reading →

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