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Dances With Elephants
Partnering and Ecosystem Development (when not sailing).
Interests: Sailing. Sailing. Sailing. Of course wife, kids and fun with Autodesk partners!
Recent Activity
Its beautiful! When technology meets craftmanship... in the hands of a software engineer who is also a craftsman... :-)
Toggle Commented Mar 27, 2015 on Bathroom Vanity at Mod the Machine
#1 Build It You need to sit back and envision how you can address long term customer challenges and needs that cloud and mobile technologies are uniquely positioned to help you address. The obvious low hanging fruit is customer needs/challenges that happen away from the desktop. Tools for sales people,... Continue reading
Posted Mar 3, 2014 at Dances with Elephants
You need to understand what the business model is before investing what can be hundreds of thousands of dollars creating these new cloud and mobile solutions. Right? Of Course! Nope. No. You need to go back to the beginning – when you started your business and you weren’t even sure... Continue reading
Posted Feb 25, 2014 at Dances with Elephants
You can skip these next few postings if you are under 40 years old… :-) In the beginning, a long time ago, when the business was new – and the desktop with perpetual licenses was the only way – developing a software business was straight forward. The hardest thing to... Continue reading
Posted Feb 20, 2014 at Dances with Elephants
I have been struggling to see the clear and strongly compelling value for social technologies in a B2B environment for the last two years. Though having spent time looking at - and personally working with - social technologies including Twitter, Facebook and LinkedIn, I haven’t found it very compelling for... Continue reading
Posted Aug 30, 2013 at Dances with Elephants
Thought I would give you a brief summary of recommendations for getting your business growing again after sales have plateaued and you aren’t sure how to kick start another high growth phase. I work with a number of partners that, with the first year or two of starting their business,... Continue reading
Posted Aug 26, 2013 at Dances with Elephants
How often have you been involved in a merger or acquisition? For most people it’s never – and for a few its once, with fewer yet more than once. Very few people have been involved with several acquisitions on the buy side, and an order of magnitude fewer have been... Continue reading
Posted May 10, 2013 at Dances with Elephants
How do you make pricing decisions? How do you decide what new app to develop? How do you choose what country to focus your investments in? When did you last talk to your current and target customers about what they think about you and your competition? Do you make these... Continue reading
Posted May 6, 2013 at Dances with Elephants
Do you see your doctor every year or two for a general check-up? You know that time when the doctor pokes, prods, gets blood tests done, and will often give you advice on changes you should make in your lifestyle to stay healthy (exercise, diet and so on). And once... Continue reading
Posted May 1, 2013 at Dances with Elephants
Many small technical software business owners started out as practicing professionals – animators working with 3ds Max, Civil engineers working with AutoCAD, Architects designing buildings in Revit, designers working with Alias Design and Inventor, and so on. They had a design problem to solve or saw an opportunity to create... Continue reading
Posted Apr 29, 2013 at Dances with Elephants
Most of the following “nuggets” are care of my team’s “chief ideator” Arvind Thangli. Enjoy (I did)! Why “Big Tent” ecosystems work better than “curated gardens” Those who ignore history are doomed to repeat it Social B2B Best Practice - Harvard Business Review Elephant Best Practice Continue reading
Posted Apr 3, 2013 at Dances with Elephants
We have all seen the impressive Smartphone app store statistics… hundreds of thousands of app… billions of app downloads. Last year, Apple’s App Store exceeded 600,000 apps, 20 billion downloads and $9 billion in revenue – absolutely huge numbers. But when considering what ecosystem to invest in, you need to... Continue reading
Posted Mar 28, 2013 at Dances with Elephants
(Part 3 of 3) Obtaining Trusted Advisor Status Another experience we have seen with the Autodesk Exchange Apps store is Autodesk Authorized Resellers browsing, vetting and recommending apps to their customers. These are not apps that the Autodesk VAR is selling – but simple delightful apps that solve real customer... Continue reading
Posted Mar 13, 2013 at Dances with Elephants
(Part 2 of 3) Consulting and Software Development Services – High Margin Services I know one Autodesk VAR with a free Revit app that started a new customer relationship through the Exchange Apps store that quickly led to a $78,000 custom software development contract as the customer said “love your... Continue reading
Posted Mar 7, 2013 at Dances with Elephants
(Part 1 of 3) I am off to Autodesk’s annual sales conference this morning in Las Vegas – “One Team Conference” – where 1500 Autodesk sales people and near 1500 Autodesk Authorized Reseller’s come together to share, learn and develop their sales strategy for the year, get motivated – and... Continue reading
Posted Mar 3, 2013 at Dances with Elephants
The Unexpected Happens In a long race, despite all the careful preparation, things will go wrong – equipment will break, crew will get sick/hurt, weather will change unexpectedly, and crew morale will start to sag. Facing obstacles with a smile – and directness – is the way forward. Face the... Continue reading
Posted Feb 22, 2013 at Dances with Elephants
Crew When the going gets tough the tough get going. It’s easy to crew on a boat on a sunny day with small waves and little wind. It’s hard when its 3am in the morning, the waves are big, the wind is blowing hard – and you are just on... Continue reading
Posted Feb 18, 2013 at Dances with Elephants
Weather 60% of winning a long race like the Pacific Cup is routing strategy based on the weather. Preparation and crew are just 40% of the winning combination. This means one spends a lot of time tracking weather patterns, reviewing weather forecasts and doing “routing analysis” during the month following... Continue reading
Posted Feb 13, 2013 at Dances with Elephants
Post Mortems Every race – of which there are 10-12 per year - is an opportunity to learn more about the boat, the crew, the equipment, the layout, sail trim, etc. After 6 years and 70-80 races one learns a lot about the boat and crew (only last year, after... Continue reading
Posted Feb 8, 2013 at Dances with Elephants
Some of you know I am an avid sailor – and more specifically love long distance sailboat racing in the ocean. Having been racing sailboats for 40 years, I have learned a number of lessons and rules of thumb that I see many successful entrepreneurs also using. At risk of... Continue reading
Posted Feb 5, 2013 at Dances with Elephants
My most recent during travels last month was “Antifragile” by Nassim Taleb. I am a real fan of Taleb’s writing having first read his second book “The Black Swan” and then going back and reading his first book “Fooled by Randomness”. Taleb is by Wall Street standards a “Quant” but... Continue reading
Posted Jan 31, 2013 at Dances with Elephants
Build a Great Free App (or Two) What is a great simple delightful app for your target customers? You know your customers best so are best positioned to know the answer to that – but it’s has to be simple, easy and delightful for your target users. Take advantage of... Continue reading
Posted Dec 7, 2012 at Dances with Elephants
The following two posts are excerpts from a presentation I have been giving to members of the Autodesk Developer Network (ADN) as part of our annual Autodesk “DevDays” roadshow. DevDays is where my team presents Autodesk technologies coming out in the coming year to ADN members in 15 cities around... Continue reading
Posted Dec 3, 2012 at Dances with Elephants
I frequently have conversations with Autodesk partners about how they can best leverage Autodesk. And almost every time these conversations unearth ways the partner can get greater value from the partnership - leveraging Autodesk to speed up development, reduce development costs, reducing sales and marketing costs, identify new customers, reduce... Continue reading
Posted Oct 25, 2012 at Dances with Elephants