The Hidden Cost of Organisational Fragmentation

Structural fragmentation in organizations – lack of a coherent decision model – generates hidden costs invisible in reports.

Outdated sales engines offer software start-ups a disruption opportunity in enterprise markets

The sales engines of many if not most enterprise-software firms are predicated on a decades-old model, leaving them open to attack from new entrants that take a product-led growth strategy.

Slowing the sales revolving door

Think before you look for another CRO; growth is now a team sport — one where product leads not follows. Enterprise-software sales is a revolving door that only ever seems to spin faster.