Pete Schott

OKRs (Objectives and Key Results) have become a popular way for companies to clearly define goals and measure progress against them, at the employee, team, and company level. https://en.wikipedia.org/wiki/OKRThere's lots written about these that you can reference elsewhere, but it's a really helpful frame work that allows you to measure, quantitatively and qualitatively, how you're tracking against the "key results" that you've defined. The common expectation is that you'll hit about 70% of your ...Read More

Perspective: I was a potential buyer recently.Important factors for the answer to this are: how big is your sales team, and how much content is there to track/organize?If your sales team is 1-20, using something very basic like Google Drive (or Dropbox etc. etc.) might still be OK. My thought process has been that if you’re still in this phase as a company, a more sophisticated tool would be nice but there are often lots of other projects and ways to spend money that would take priority. Less th ...Read More

Companies create and “defend” categories because they believe, or want you to believe, that they solve existing problems in a new way or are packaging together solutions to a variety of problems in a way that wasn’t done before. It becomes a natural way to deposition other companies who fall into older/existing categories because they do things the “old” way or other reasons. That said, it's also a disservice to yourself (even arrogant) if you disregard the older categories altogether.Example: A ...Read More

Why do you want to do the research?  For marketing content/reports? Show the CMO and CEO all of the ways that you'll be able to get value out of it e.g. packaging up into a report for demand gen, webinars, event presentations, etc. etc. For insights to influence product roadmap? I'd expect PMs to get pretty excited about having more market data to influence decision making Anything else: it's the why. Why should they care, how can your market research others do their job better and help the whol ...Read More