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Market Sizing Concepts: What is SAM?

Effective market sizing doesn’t just tell us how much we might sell. It tells us how what to make, how much to make, what to invest, who to hire, how to get to market, why customers buy, how to price, what our support needs will be, and more. Failure to adequately size markets leads to…

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Manager to Employee: We Need to Talk

There are songs (How Ya Gonna Keep ‘Em Down on the Farm) and time-worn idioms (You can’t put the genie back in the bottle) that speak to the fact that when disruptions to existing norms occur, things are less likely to “return to normal” than to establish new set points. The pandemic changed how people work forever. In our recent post, we recommended that leaders look for the…

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Prediction 2021: Business IT

My prediction is that business IT cannot handle the truth of re-globalized business, especially for the next couple of years. When COVID-19 broke supply chains, it became clear that the so-called globalized business still relied on consolidated, massive financial, industrial and commercial centers, connected by traditional, sequential supply chains. It was ‘global’ because the centers…

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The Odd Couple of the Digital Age

It used to be that IT market research could be segmented into tidy categories of technology types written for technology professionals. Analysts looked at technology through the lens of IT and the distinct categories it served. Working with Human Resources (HR) or other business-aligned professionals for advice and perspective was not needed, as the focus…

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Managing Management Panic in the Pandemic

The global pandemic stresses workers and managers alike. Workers may struggle to find a suitable place to work free of distractions. Managers might grapple with the fear of managing employees they cannot see. Many managers never before managed people working in multiple disparate locations. The feeling of loss of control leads to some overly-invasive management…

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