It’s been said that it’s tough to make predictions, especially about the future. That didn’t stop me from doing so last year, and I’m back for more. Without further ado, here are my 2022 predictions revisited and (self) scored, and my 2023 predictions. Scoring my 2022 predictions Hybrid work dominates, and frustrates: Hit. According…

One of my favorite scenes from The West Wing—and there are many—involves the White House Chief of Staff asking two economists for their stock market predictions. It goes like this: Leo McGarry: Luther, ballpark, one year from today, where’s the Dow? Luther: Tremendous. Up a thousand. Leo: Fred, one year from today? Fred…

Each month I write and send an executive update email to Brightflag customers, prospects, partners, and more. I write each update personally; it’s an opportunity for people to hear from me directly, unfiltered, on a regular basis. This month’s topics are Brightflag’s first acquisition and M&A generally. …

Overnight in March 2020, knowledge workers everywhere went from almost entirely office-bound to entirely remote. As an extrovert who’s always loved office work (even commuting!) this was quite an adjustment. At first I gritted my teeth and made the best of it, but over time I came to appreciate the…

This is my fiftieth post. I thought I’d take the opportunity to thank you for reading, and to reflect on my five most-viewed posts, as well as five honorable mentions that I wish would receive more views. My 5 Most-Viewed Posts Four Great SaaS Visualizations: This is by far my most-viewed post, with more…

Everyone in SaaS sales has seen it: the dreaded termination for convenience clause (often abbreviated TFC), typically inserted by a buyer during redlines without fanfare and almost always without comment. The clause is short, but packs a wallop. It looks something like this: Customer may terminate this agreement for any…

Recently I’ve been receiving an average of two consulting requests per day from expert networks like AlphaSights, Apex Leaders, GLG, Guidepoint, and Tegus. Occasionally I agree to a 60-minute engagement, although never about my current company or industry. Doing so keeps me sharp and has sometimes resulted in new relationships…