Key life lesson on value

Key life lesson on value

It was the summer of 2015, and I was a smitten new Dad. But after a couple of weeks of sleepless nights, I was secretly delighted when I was asked to join this sales opportunity in California as the value engineer. Ah – the thought of a full nights sleep in a...
The Inception of Value

The Inception of Value

“What is the most resilient parasite? Bacteria? A virus? An intestinal worm? An idea. Resilient… highly contagious. Once an idea has taken hold of the brain it’s almost impossible to eradicate. An idea that is fully formed – fully understood...
The Dream Team

The Dream Team

In the many years that I’ve been working in Enterprise SaaS, there are any number of sporting allusions around ‘one team’ that I hear on a frequent basis. The most common ones being: “it takes a whole bus to deliver a deal”, “welcome to the dream team”, “let’s play on...