Feb 25

Ten Lessons Learnt About Globalisation

IAMCP España logo“At an IAMCP Spain social event in Marbella during 2014, we had the privilege to meet and hear Fernando Martín talk about the internationalization process of his company AERTEC Solutions.* Fernando’s presentation “Learning to Be International” was interestingly articulated in “ten lessons learnt”, reflecting their experience. We asked Fernando to re-work his presentation into a blog post, which he kindly did, so today we thank him and AERTEC Solutions for sharing their solid advice with you on the TBK Consult blog. Their “lessons” are useful for most technology-based businesses.” Wagner Moll, TBK Consult.

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Feb 18

The Most Misunderstood Profession in the World: Sales

The Machine gun SalesmanHow do you define “sales” as a profession?

I’ll give you two options.

Option one: “Sales” is the profession of persuading someone to acquire something irrespective of whether they need it or not.

Option two: “Sales” is the profession of helping someone acquire something they need also when they didn’t realize that they had that need.

Which of the definitions do you subscribe to?

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Feb 11

Danish sports-tracker Endomondo acquired by American Under Armour for USD $87,5 million

Endomondo acquired by Under Armour

Endomondo acquired by Under Armour

Endomondo was founded in 2007 with the aim of making exercise fun. They succeeded, and every day, Endomondo motivates hundreds of thousands of people to be active. About 30 million people have downloaded the app, while Endomondo has 20 million registered users worldwide. More than a third of the Danish population has the app on their smartphones.

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Feb 04

What You Need to Know About the Current State of Traditional BPM Systems

quality assurance softwareThere is an abundance of BPM (business process management) software products that are pretty much alike. They can be different products with different names, features and pricing, but with mostly the same basic capabilities. If you have experience with one, you pretty much have a good idea what to expect from other applications.

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Jan 28

Building Successful Partner Channels: The Business Model in the Business Model

Business Model with environment

Fig. 1: The Alexander Osterwalder business model with the business model environment

The average reading time for this post is 12 minutes.

Summary

This post explains that the challenges of working with channel partners are caused by the need to understand, operate and optimize at least two completely different business models and corresponding environments.

Using an indirect channel to perform some or all of the activities required to find, win, make, keep and grow happy customers introduces third party business models into our own business model, reducing the control we can exercise.

The post recommends a structured and methodical approach in managing this lack of control and explains how to motivate and align the independent channel partners to work towards our objectives. Read the rest of this entry »

Jan 21

Celenia Software Acquired by Project AX

Celenia acquired by Project AXCelenia Software, (Atlanta, GA, USA) a Microsoft Dynamics Consulting & Development Services provider, has announced its acquisition by Project AX (PAX).

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Jan 14

Comindware Releases Comindware Project

Comindware® (Boston, MA, USA) a provider of products and services for predictive Project Management and adaptive Business Process Management extends the functionality of its innovative project management solution – Comindware Project – to enable project copying and archiving.

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Jan 07

Four Factors That Should be Considered When Regulators Define Consolidation Remedies in the Telecoms Market.

Mobile industry should take poor coverage seriouslyConsolidation in the telecom market is heating up around the world, particularly in Europe. Historically, when evaluating mergers, regulators would review the number of competitors and the market share of proposed entities. This approach may have been appropriate when an operator had a single network offering a single service, such as telephony or linear television.  However today’s world is different. Networks deliver competing services.

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Jan 01

Happy New Year to the Software Industry

Happy New Year 2015People often ask me why I “restrict” myself to working within the software industry only.

As of today, January 1st 2015, I have been working in the software industry for 35 years. It is a huge, dynamic, innovative, growing and global industry. Give me just one good reason why I should weaken my focus and work outside this fascinating industry.

2014 was the best year ever for TBK Consult with outstanding financial results as well as new and important accomplishments in the market. Read the rest of this entry »

Dec 31

Ready for 2015? Get the Right People on the Bus

2015-5The objective of this series of posts is to outline a 2015 “preparation process” where we end up having a plan and a budget that is a stepping stone to maintain our position as the global market leader or to reach this position as soon as possible.

To accomplish this we must have all the stakeholders 100% aligned, committed and capable of executing the plan and delivering the numbers.

However, performing better than the market and all of our competitors first and foremost requires an excellent team. Read the rest of this entry »

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