A couple of weeks ago I wrote about the importance of focusing on what technology delivers when selling technology solutions. The underlying reason for this is that you want to focus on the value that the solution delivers rather than what it comprises of. Focusing on value is key to any sale. It doesn’t matter if you are trying to…
One of the most common mistakes salespeople in the technology industry do is to try to sell the customer the technology. This may sound like a paradox, but the truth is that the only way to sell someone technology is to sell them what that technology enables. In my last role at Microsoft, I would…
Last week I wrote about the cultural difference between entrepreneurs in the Nordics and in Silicon Valley. This week I want to talk about the cultural differences between investors. In each country the investors and the investment climate shapes how startups get funded and in turn how they end up looking from an investment perspective. For example,…
During a panel discussion a couple of months ago, a number of successful entrepreneurs from the Nordic countries (Iceland, Sweden, Denmark, Norway, and Finland) were asked what was the most difficult part about raising money here in Silicon Valley from a cultural perspective. One of the panelists said it was the fact that venture capitalists…
A year ago I spent most of my time in West Africa leading a team of technologists determined to disrupt the Ebola Outbreak that was ravaging the countries of Liberia, Sierra Leone, and Guinea. While most people tried to avoid the dangerous virus and the region it ravaged, a small group of technologists, including a…
No matter what field you are in, you can always find better, more effective, and faster ways to do what you are currently doing. Yet in most cases those improvements will only provide you with incremental improvements. Thinking outside of the box for brand new ways to do things is very difficult for most people — mainly…
Communications capacity and tools are the lifeline of any major emergency response effort such as the fight to combat the ongoing Ebola crisis in West Africa. And quality information, made accessible to key decision makers, is paramount in enabling responders to make timely, informed decisions that save lives and ease human suffering. When a large…
When a large scale crisis, like the Ebola outbreak, occurs, the need for different organizations to collaborate becomes extremely important. The scale of the effort is such that only through collaborative efforts that enable economies of scale we can achieve the impact needed. No one nation, no one organization can achieve the impact required to…
Humanitarian workers understand the concept of taking risks in order to save lives and reduce suffering. Every year thousands of humanitarian workers provide important lifesaving services in conflict areas around the world. They do this, so others may live. When operating in conflict areas, most humanitarian organizations follow strict security and safety precautions to reduce…
Before joining the world of non-profit, then I worked for Microsoft as part of the corporate social responsibility (CSR) arm. For many companies, corporate social responsibility is about donations and leveraging their expertise or products to help out those who are in need. As I flew into Liberia on Friday it dawned upon me that…