Disruptive Enterprise Platform Sales: Why Buy Anything, Buy Mine, Buy Now - Part III

This is the third and the last post in the three-post series on challenges associated with sales of disruptive platforms such as Big Data an...

Disruptive Enterprise Platform Sales: Why Buy Anything, Buy Mine, Buy Now - Part II

This is the second post in the three-post series on challenges associated with sales of disruptive platforms such as Big Data and how you ca...

Disruptive Enterprise Platform Sales: Why Buy Anything, Buy Mine, Buy Now - Part I

I think of enterprise software into two broad categories - products or solutions and platform. The simplest definition of platform is you us...

Selling To Enterprise - Power Struggle Between IT And Line Of Business

During my several interactions with - CIOs, senior IT leaders, and Line of Business (LoB) heads - I have firsthand observed the power strugg...