Targeting your "Ideal Customer Profile" (ICP) is the best way to differentiate and win sales, but does it limit your target market?

Customers ask for ROI calculations to justify purchasing your software, but it still doesn't convince them. Here's what to do instead.

This eight-step process brought WP Engine from an idea to a Unicorn. While there are other roads to Product/Market Fit, consider copying some of these ideas.

Hiring even one person creates a lot less profit than you'd think, and launching a product rarely works out. Here are some tips for consulting companies.

If we happened to evolve with nine fingers, we would have "Top 9" lists. So, a "Top 10" list probably doesn't have the correct number of things.

Everyone wants change, but doesn't want to change. Though inevitable, change is uncomfortable and exhausting. Manage it with kindness.

Traditional fairytale structure fits naturally in our brains, and thus can guide strategic problem-analysis, and a plan that everyone understands.

Blogger with tens of thousands of subscribers launches a new venture… and gets only 2 signups. Not the advantage you thought it was.

What marks the moment when you become a "real" company?

Companies that achieve Product/Market Fit -- both self-funded and VC-funded -- exhibit the same prototypical metrics curves and subjective experiences.

Reflecting on selling Smart Bear in 2007, offering insights for entrepreneurs facing similar decisions.

Some of the most enticing, important metrics are impossible to measure, even after the fact. Here's how to identify and avoid this trap.

"Building in public" is popular: How fun when strangers cheer you on! But isn't competitive advantage ruined when competitors know your growth rate and steal your source code?

Is everyone working very hard, all the time, and yet accomplishing 1/10th of what it seems they should? Maybe this is why.

"Focus" requires saying "no" to most things, but there's a way to do it that allows you to say "yes" exactly when it matters most.

These forces make larger companies slower and more difficult to execute, but also more effective when harnessed and leveraged.

What is it like to reach the pinnacle of success? Is that where you attain happiness and fulfillment? Or are those found right here, right now.

Language shapes our perception of setbacks. Use words other than "failure" to describe situations and to suggest the next step.

"MVP" implies a selfish process, abusing customers so you can "learn". Instead, make the first version SLC: Simple, Lovable, and Complete".

An objectively "worse" strategy can win, if it leverages something unique or unexpected. Startups can use this concept to beat incumbents.

Most high-performing people experience Impostor Syndrome. I did too. When you understand the cause, you can defeat it.

Most so-called "strategies" are vague, wishful thinking, written once and never seen again. Don't do that. These are the characteristics of great strategy.

Many founders experience a profound and prolonged sadness after selling their company. But "not selling" might be worse. Maybe my story will help you.

Being "in control" is impossible, perhaps not even desirable. Being "in command" is ideal: honest, introspective, agile, aware, and proactive.

Beware of advice that tries to change who you are. True wisdom guides you to a better version of yourself.

A novel system for selecting and presenting product KPIs, satisfying not only the product team, but also stakeholders, executives, and customers.

Advice from "successful entrepreneurs" might be unreliable due to Survivor Bias. What's real, and what's random?

Don't use phrases like "unlikely" or "almost certainly." Here's real-world data showing why not, and what to do instead.

Discounting is the typical sales technique, but refusing to discount can lead to a much better business, even in the Enterprise.

Leveraging strengths -- not "fixing weaknesses" -- is how to win. Better when differentiated. Best when durable. Here's how to create leverage.