MWC 2018 Report.

MWC 2018 Report.

As part of our annual visit to Mobile World Congress in Barcelona, we asked customers, colleagues and friends to suggest areas of interest for us to focus on during our discussions. In return we promised to, and did share our thoughts and insights from our interactions throughout the event.

With a short delay, you can now access this report as well. It contains topics as

  • Startups: user experience, web and unified communications, sales tools, human resources, end-user security, SME tools, sustainability
  • Enterprises: V by Vodafone, 5G by Ericsson, Testbirds

The report looks at what both large companies and startups do, to help contrast and compare.

Originally published on Mar 7, 2018. Go to the full article at


The Anatomy of a Great Project Proposal.

The Anatomy of a Great Project Proposal.

Authoring project proposals (or project quotations) efficiently and effectively is a critical part of the sales process in every business. The key challenge in the creation of such proposals is capturing the commercial engagement process that took place between two parties (the author of the proposal and the receiver) on a single document that both parties can agree on. The reason this is challenging is that – due to the verbal and non-committal communication leading to the project proposal stage – both parties may have differing perceptions of what has been agreed. In this article, we detail a proven structure that enables to create great project proposals i.e. proposals that establish mutual understanding on why the parties engage (purpose), transparency on what both parties aim to achieve (integrity), and clarity on how both parties’ success will be measured and rewarded (trust).

Originally published on Feb 1, 2018. Go to the full article at

A simple model for Sales Success.

A simple model for Sales Success.

We live in a connected world. Easy access to information, human capital, and production facilities means that “anyone” can replicate a product, service or delivery process. In that context, sales models that are based on presenting and arguing for “unique” value are either failing or, in the best case, challenged to deliver results. In this article we present an alternative sales model that defines the uniqueness of what is offered to a customer in terms of the company’s identity: its purpose, its core values, and the sum of its employees who live and breathe those values towards customers. Focusing on the company’s identity, rather than what a company does and how it does it, results in a simple and highly effective framework for sales success, that is universally applicable and hard to imitate.

Originally published on Mar 30, 2015. Go to the full article at