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The Channel is a Chapter in the Book of Business Development
Jellyfish Head of Partnerships Billy Robbins unpacks the nuance of BD
Akash Bajwa
Mar 20
2
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The Channel is a Chapter in the Book of Business Development
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Consensus Trajectories
All companies are on the path from non-consensus to consensus
Akash Bajwa
Mar 13
1
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Consensus Trajectories
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Refining the ICP with David Apple
Ex-Head of Sales and CS at Notion and VP CS at Typeform discusses how to discover and iterate on the ICP
Akash Bajwa
Mar 6
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Refining the ICP with David Apple
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February 2023
TAM Mirages
Traversing through the idea maze in non-obvious markets and approximating market size on problem value
Akash Bajwa
Feb 27
6
2
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TAM Mirages
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Professional services beget high quality enterprise software revenues
Services are a prerequisite for enterprise sales, driving adoption and lifetime values
Akash Bajwa
Feb 20
4
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Professional services beget high quality enterprise software revenues
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Consumer GTM insights for B2B software
As retention comes into focus, consumer playbooks have lots of lessons to impart
Akash Bajwa
Feb 13
8
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Consumer GTM insights for B2B software
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Segmentation and ICP: Merits of Focus
Letting the ICP guide investment in Product and GTM
Akash Bajwa
Feb 6
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Segmentation and ICP: Merits of Focus
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January 2023
Investing in Partnerships: Distribution Capex
The increasing influence of partners in SaaS purchasing and investing with conviction
Akash Bajwa
Jan 30
5
2
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Investing in Partnerships: Distribution Capex
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Revenue Quality: Product Suites in Fintech
Business model quality, transactional and subscription revenue, and going deep to go broad
Akash Bajwa
Jan 27
4
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Revenue Quality: Product Suites in Fintech
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Navigating Software Purchasing Psychology
The role of emotion in B2B Sales and capitalising on buyer motivations
Akash Bajwa
Jan 23
6
4
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Navigating Software Purchasing Psychology
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Developing a Pricing Engine for SaaS Products
Pursuing product-market pricing fit, demand curves, and price discovery
Akash Bajwa
Jan 16
7
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Developing a Pricing Engine for SaaS Products
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December 2022
Value Accrual in the Modern AI Stack
Predicting the evolution of the AI Value Chain
Akash Bajwa
Dec 21, 2022
3
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Value Accrual in the Modern AI Stack
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