Brian Sommer

Brian is currently CEO of TechVentive, a strategy consultancy serving technology providers and other firms. He is also a research analyst with Vital Analysis.

Latest Posts

IT management and home crisis similarities

Vinnie ties the two behavioral matters together to see what must be doneA couple of weeks ago, fellow Enterprise Irregular (and sometime competitor and collaborator) Vinnie Mirchandani penned a piece for InformationWeek. Vinnie did a great job of showing IT leaders what they must do in the new economy and he used the lessons we all should have learned from the mortgage/borrowing snafu that has botched the world's banking systems.

March 23, 2009 by

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Social networks - Selling you out?

I feel so used and so cheapProfits and revenues are good things especially when the buyers, sellers and others involved in the transaction are all in agreement with the deal. But the explosion of social networks in recent years leaves me feeling used, cheap and pimped out.

March 12, 2009 by

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The ROI needed to sell software/services

(Hint: It must be substantial and believable)I do a lot of sales and negotiating training, and contrary to the current economy, it’s becoming a brisk bit of work. That said, there’s often a tough sticking point for many technology and service firms: crafting compelling ROI statements and tying these to some burning platform issue that motivates buyers to move NOW!

March 11, 2009 by

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