Cross-sell is dead

Every companies’ strategy mentions owning the full customer relationship as a key goal. The thinking goes somewhat like this. We have identified a customer need in a super specific niche area inside a large industry vertical. Once we acquire this customer for this super specific need, we want to continue serving them and building a […]

Anti Pattern – The Head Of problem.

The anti-pattern I’d like to explore today is what I affectionally call the head of problem aka senior’itis. In my experience, this is the factor in org design that increases burn and bureaucracy. This anti-pattern is lethal for companies. It starts off quite innocently. Let’s assume you are the CEO at the early stages of […]