Betting Big: Four Keys to Unlocking Growth During Restructuring

Posted by Kyle Heller on Thu, Sep 22, 2016


This post is the third in a
 seven-part series examining top trends that are reshaping the high-tech industry.

The tech industry, much like technology itself, is based on an equilibrium of constant change and innovation. While each year feels familiar, new technologies, competitors and evolving customer engagement requirements create an ever-changing set of challenges and opportunities for tech companies seeking sustainable and profitable sales growth. In response, tech companies continue to search for new routes to market and sources of growth through both organic and inorganic means. This has created a subtle but powerful restructuring of the tech industry over the last several years as companies bet on new sales strategies and modes of growth.   


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Striking Gold Like a 49er: Five Steps for Realizing Your Potential

Posted by Kyle Heller on Wed, Apr 20, 2016

In 1849, hundreds of thousands of people saw an opportunity to strike it rich and rushed to California in search of gold. While these 49ers, as they were called, had the right idea, the methods that they used to find and capture their riches were crude—at least by today’s standards. I can almost hear the banjo playing in the background as I picture it: a bearded man in a wide-brimmed hat, kneeling over a stream, panning for gold for hours, working incredibly hard but not smart—and thus typically for little return.


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What’s Your Walk-Up Song? Five Tips for Developing Your Personal Brand

Posted by Kyle Heller on Tue, Feb 23, 2016

At the breakfast table last week, I sat and smiled, enjoying the excitement in the air as my two young sons discussed the upcoming little-league baseball season. After a break in the conversation, my 7-year-old turned to me and said: “Daddy, you know how when we go to the Giants’ games and the batters walk up to different songs? Do you think they get to pick their songs? I think they do. I think they pick a song that tells us about who they are, since we don’t really know them that well.”


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Preparing to Fail: Five Steps for Better Business Planning

Posted by Kyle Heller on Tue, Jan 26, 2016

This is the first new year of my life without my father, who passed away suddenly in the fall. During the quiet time over the holidays, I found myself at a confluence of thoughts: loss, grief, gratitude, and thinking a great deal about what I would characterize as missed opportunity. At the same time, in a less quiet moment, I also found myself rattling noisemakers and cheering with my two young boys as we celebrated and rang in the promise of another new year together.


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Is Performance Killing Your Culture or Is Culture Killing Your Performance?

Posted by Kyle Heller on Tue, Nov 17, 2015

A recent HBS article confirmed what we all intuitively know: Well-executed quotas and bonus programs are highly effective tools for motivating sales teams. This increase in motivation and resulting sales performance, however, comes at a cost. And while the administrative and financial investments are significant, the biggest price to pay for an overdependence on sales quotas to drive results may be within the culture of the sales team.


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