24 Ways to Ace Your Win/Loss Analysis

Twenty-four tips for acing the details of a Win/Loss analysis - so you get better data, faster, and a more impactful analysis.


How To Lift Win Rates By Up To 50% With Win/Loss

The benefits of Win/Loss Analysis are well known and documented by independent analysts like Gartner. Yet, little has been written about how these gains are being achieved. Here are 5 tips for winning more deals with Win/Loss.


Q&A: Market Insights at a Microservices Tools Vendor

CEO Mark Brewer describes Lightbend's experience with customer research in the open-source microservices tools market.


How To Regain Product/Market Fit

Enterprise products often begin underperforming when they reach the broad base of junior people in mainstream enterprises. I describe a technique for regaining product/market fit.


The Move to Microservices, From the Front Lines

Microservices architecture usage is spreading from savvy technology companies to mainstream enterprises. I share five observations, from the front lines.


How To Get More Innovations To Market

When enterprise technology companies fail to innovate it's usually not a shortage of new product concepts that's to blame. Rather, it's market validation that first gums things up.


10 Tips For Customer Interviews That Yield Real Insight

Your first target customer interview is the moment you've been preparing for. Now, when you walk into that first target customer's office, join the webinar, or make the call - how do you make the most of this precious time?


10 Tips For Finding Your Product Concept’s Target Customer

Finding, screening, and then scheduling interviews with your new product's target customers is the linchpin of validating a new product concept. In this article, I offer 10 tips for improving this process, often called participant recruiting.