Selling Features vs. Solutions: The Big Mistake in Sales Presentations
The salesperson recites 200 features, the client takes notes, and you never hear back. A 7-step methodology with Zoom vs. Skype and Netscape case studies, and why role-play raises close rates 20–45%.
Read article →In the AI Era, Exporting Custom Software Is Like Exporting Cattle on the Hoof
Uruguay didn't reach USD 2.68B in beef by selling live cattle. The software industry exports, today, the equivalent of cattle on the hoof. What we have to add to the code.
Read article →Lift Your Head Out of the Water: Strategic Thinking in Practice
Everyone tells you to think strategically — nobody tells you how. The open-water swimming analogy, seven do's, three don'ts and the three concrete benefits of lifting your head.
Read article →Your Software Speaks the Language. Your Business Doesn't.
The mistake almost every startup makes when going international: they localize the product but not the business. Pitch, tone, go-to-market and docs all need adapting.
Read article →The Silent Risks of AI for Directors and CEOs
AI gives leaders superpowers — but also creates silent risks: task expansion, work without boundaries, and fragmentation of strategic thinking.
Read article →Dangerous or Advantageous Asymmetry?
When your client is much bigger than your startup: the real challenges of selling to an enterprise, the pressure on the product, and the opportunities most founders don't see coming.
Read article →Solving Problems — With Humor?
Humor isn't the opposite of seriousness — it's one of the most underrated tools for unlocking ideas, reducing tension, and finding solutions that wouldn't otherwise surface.
Read article →MVF — Minimum Viable Founder
Just as the MVP defines the minimum viable product, what attributes define a viable founder? Seven dimensions that, in practice, make all the difference between building something and surviving the attempt.
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