Unbreakable Rules to Run My Business By: Dupsy Abiola

B2B sales is hard and in a recession it gets harder. Over 70% of buyers think that sales people bring zero value to their buying process. In this session, Mark will explain why sales can be such a challenge for software companies, why a recession can make it even harder and what you can do to change the narrative. He will share tried and trusted steps to help you, your product and your sales team stand out from the crowd so your buyers value your product and the help you can give them. https://businessofsoftware.org/talks/better-b2b-sales/

Business of Software Europe 2017

Software

Awards and Recognition
Finalist – Global Pitch Competition Commissioner - Future of WorkWinner – 15 Global Start upsWinner – Best Recruitment Winner –BBC Dragons’ Den Semi-finalist – BIG Award

1.Fortune favours the Bold
2.Avoid BOZOS
3.Trust Yourself and find your crew
4.Expect Failure as Success Tax

Source: Urban Dictionary – Top Definition

Belligerence without backup
Opaque (Lack of Transparency = No Bueno)
Zero progression {over time}
On-going energy drain
Silent before and after a storm

Unbreakable Rules to Run My Business By: Dupsy Abiola

More from Business of Software Conference

BoSON23 | Mark Gibson | Better B2B Sales

Alex will discuss his journey from author and expert on business models to being CEO and Founder of Strategyzer, the product business that he has built from his mountain retreat in Switzerland. He will discuss how he manages and leads a fully remote team spread across 12 countries, how some of his biggest breakthroughs as an entrepreneur have come from being coached, how coaching has helped him to resolve team conflict and why at the heart of the business is a commitment to transparency that allows everyone to be part of the journey. https://businessofsoftware.org/talks/alex-osterwalder-coaching-leadership-in-remote-companies/

BoSON23 | Alex Osterwalder | Coaching & Leadership in Remote Companies

Oyinda’s experience in helping nonprofits transition to digital literacy has given her insights into how we can maximise the impact of technology in the world. How can established organisations make better use of tools and frameworks that we as software people use everyday? Oyinda will share lessons that help you understand the opportunities, the challenges and the processes that can help technology drive change in the world. From evolving perspectives, adapting and overcoming resistance to change, and why using frameworks for guidance, she will consider how to use frameworks and tools for social impact. Whatever your business, you will learn how change happens and thus how your business can have more impact. https://businessofsoftware.org/events/europe-2024/oyinda-bamgbose-how-tech-can-still-save-the-world/

BoSEU24 | Oyinda Bamgbose | How Tech Can Still Save the World

Ninnu will share her experiences and insights on the things people and companies do that get big stuff done or lead to the destruction of the company. She’s worked for startups and global companies, in highly regulated industries, as well as ones where there are few rules. She has a strong understanding of how to get the best from teams and how companies often fail their people. She will share the good and the bad and some frameworks to get the best from your teams and encourage them to fail. Humans fear failure but some failure is essential to progress. How can you encourage the right kind of failure in your organisation? https://businessofsoftware.org/events/europe-2024/ninnu-campbell-how-to-make-people-fail/

BoSEU24 | Ninnu Campbell | How to Make People Fail

Joe discusses why managing an effective external board for your organisation starts with understanding and managing your own internal board. Your mind has a number of relatively discrete and often conflicting subpersonalities affecting how you come to decisions. The strongest personalities change in the moment. Understanding which personality is speaking and the history that informs them, helps you to understand why they give the advice they do. You can learn to manage your mind, the voices you amplify and control in different contexts. The same is true for external boards – each member comes with unique history and perspective. Joe shares how understanding your inner board allows you to manage your board’s voices, amplify the right voices at the right time and know when you need to find new input. https://businessofsoftware.org/events/europe-2024/five-traits-of-a-modern-ceo/

BoSEU24 | Joe Leech | Seven Traits of the Modern CEO

Imogen started her first company, Qudini, after leaving university and sold the business 10 years later, 2 months before Imogen’s first child was born. She will share some of the lessons she learned along the way in a journey that started with a hackathon she attended at age 23 where she met her Co-Founder and CTO. She will talk about her experience raising funds when she did not believe she would be a unicorn, growth hacking, choosing advisers, why she decided it was time to sell, and how she ultimately steered her business to a successful exit. https://businessofsoftware.org/events/europe-2024/imogen-wethered-how-to-start-sell-a-software-business-in-a-decade/

BoSEU24 | Imogen Wethered | How to Sell a Business in a Decade

Do you know what the top five regrets of the dying are? Wishing you had worked harder, surprisingly, isn’t on the list. Eleanor will discuss the importance of discovering one’s true purpose as a key step in the way to long-term fulfillment. In this interactive session, (pens and paper provided…), she will challenge you to consider your own personal history, how it has shaped your identity and values and show how understanding that can help you lead a more meaningful life. Living a life that aligns with your values can be hard when you may have concerns about the opinions of others. Aside from the value individuals take from understanding their purpose, or ‘why’, in the workplace, more engaged and self-aware employees are happier, more engaged, productive and creative in the workplace – if your company values are aligned with theirs. https://businessofsoftware.org/events/europe-2024/dr-eleanor-gunn-the-top-five-regrets-of-the-dying-what-you-can-do-now/

BoSEU24 | Eleanor Gunn | The Top Five Regrets of the Dying

How well do you know your best customers? Why do they choose your solution over all the others? Reality check – most of us guess. Knowing what to focus on is hard. Knowing who your best customers are, quantifying and measuring how they feel value, gives you a top decile advantage. It enables you to operationalise growth. Claire will show you how to match your product experience with real customer needs. Your teams will be better equipped and more focused to unlock product growth and revenue. You’ll learn: - Why identifying your best customers unlocks your product growth strategy. - How to use what customers value to reverse engineer your ideal product experience. - How to identify your leading indicators of success (which will more effectively influence your lagging KPIs like your free/trial to paid % & MRR growth). - How to spot success gaps in your customer experience your team can fill. https://businessofsoftware.org/events/europe-2024/claire-suellentrop-how-to-operationalise-customer-value-to-maximize-product-growth/

BoSEU24 | Claire Suellentrop | How to Operationalise JTBD

How can you take a team of infighting execs, each with their own goals and turn them into a disciplined team with a single shared purpose? As you evolve, priorities may change, but the need to keep your team focused on the big goal (singular) of your org is a constant challenge for founders and professional leaders alike. In this talk, Bruce will share the core principles you need to understand your stakeholders, negotiate priorities, set and manage the metrics that will drive your teams forward together in pursuit of the strategy you have set for the business. https://businessofsoftware.org/talks/bruce-mccarthy-aligning-your-executive-team/

BoSEU24 | Bruce McCarthy | Aligning Executive Teams

Jobs to be Done provides a framework to help you leverage the force of your customers’ behaviour in order to drive your product improvement. In a highly interactive session, Bob, architect of JTBD, and long time friend of BoS, (he loves the people he meets and is always one of the top three rated speakers), will work through some of the challenges you have implementing the framework in your organisations. From running successful interviews, collecting the data, using it to drive insights that will help inform your product, sales and marketing strategies, you will hear live case studies from your peers in the audience that will help you build better products and companies. Attendees will be invited to share their case study prior to the event for discussion on stage. https://businessofsoftware.org/events/europe-2024/bob-moesta-live-jobs-to-be-done-case-studies-and-problem-shooting/

BoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem Shooting

Talk about the misuse of AI and the dangers it could bring if not used properly, focusing attention on the wrong things. Keeping humans at the center of the technology, not to replace. “We are in 2107 years in the future, we are looking back in time to warn 2024 of the misuse of AI. We have 2 billion less of the population, water levels rose and took land, harvest and some technology away from us and not everyone survived or knew how to do everything you do in the present. We should have worked together more, we do now. We could have focused on the right things to use AI for rather than to help the rich stay rich and live longer. We appreciate what value people can offer rather than making them redundant.” - Mike 🙂

BoSEU24 | Bill Thompson | Talk From Another Century

BoSUSA22 | Mikey Trafton | Finding Your Super Powers

BoSON22 | Tony Ulwick | The ‘JTBD Needs’ Framework

BoSON22 | Rita McGrath | Discovery Driven Planning

BoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdf

BoSON22 Nov | Matt Lerner | Identifying Your Metrics That Matter

Gail Goodman The Long Slow SaaS Ramp of Death Slides from her talk at Business of Software Conference USA 2012 Watch the talk at https://businessofsoftware.org/2013/02/gail-goodman-constant-contact-how-to-negotiate-the-long-slow-saas-ramp-of-death/ Often startup founders spend time hoping for a miracle. We want some kind of free, viral, network effect – a silver bullet, so to speak – to suddenly 'flip the switch' and skyrocket our company to profitability. But that’s not the reality for most software entrepreneurs. That kind of success takes work; there are no silver bullets. This creeping progression is what Gail Goodman, former CEO of Constant Contact, refers to as ‘the long, slow SaaS ramp of death’. Over time, as turning a profit seems to take longer and longer, founders start asking themselves valid questions like, 'Are we going to make it?' and 'What am I going to need to do to get to that next level, and how do I grow?' Goodman argues that the answer lies in focusing on two major factors – customer feedback and positive metrics. But the path to those factors is littered with obstacles.

BoSUSA12 | Gail Goodman | The Long Slow SaaS Ramp of Death

BoSUSA23 | Chris Mele | Art of Software Pricing

BoSUSA23 | Jamie Woolf & Dr Chris Bell | Using Stories to Inspire Drive Change

BoSUSA23 | Lauren Kelley | Meaning in Metrics

More from Business of Software Conference (20)

BoSON23 | Mark Gibson | Better B2B Sales

BoSON23 | Alex Osterwalder | Coaching & Leadership in Remote Companies

BoSEU24 | Oyinda Bamgbose | How Tech Can Still Save the World

BoSEU24 | Ninnu Campbell | How to Make People Fail

BoSEU24 | Joe Leech | Seven Traits of the Modern CEO

BoSEU24 | Imogen Wethered | How to Sell a Business in a Decade

BoSEU24 | Eleanor Gunn | The Top Five Regrets of the Dying

BoSEU24 | Claire Suellentrop | How to Operationalise JTBD

BoSEU24 | Bruce McCarthy | Aligning Executive Teams

BoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem Shooting

BoSEU24 | Bill Thompson | Talk From Another Century

BoSUSA22 | Mikey Trafton | Finding Your Super Powers

BoSON22 | Tony Ulwick | The ‘JTBD Needs’ Framework

BoSON22 | Rita McGrath | Discovery Driven Planning

BoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdf

BoSON22 Nov | Matt Lerner | Identifying Your Metrics That Matter

BoSUSA12 | Gail Goodman | The Long Slow SaaS Ramp of Death

BoSUSA23 | Chris Mele | Art of Software Pricing

BoSUSA23 | Jamie Woolf & Dr Chris Bell | Using Stories to Inspire Drive Change

BoSUSA23 | Lauren Kelley | Meaning in Metrics

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