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

Why it’s so hard to sell to the middle manager

Here are some cluesPaul Osterman has a new book out called “The Truth About Middle Managers: Who They Are, How They Work, Why They Matter”. The book offers some interesting insights into a frequently under-loved, under-studied and under-appreciated group of business people.

March 11, 2009 by


Upgrade talent for the economy to come

Bad pathologies to avoid in new employees One of the best pieces of advice that came from last week’s IDC Directions conference was an almost throwaway comment from one of the IDC executive speakers: Start planning for the recovery.That’s actually something I’ve already discussed with two clients as it sets the correct tone for what firms and managers should be doing today.

March 10, 2009 by


Spam and obscene profits

Spam: Let’s Re-Define ‘Obscene Profits’I took a great call today with Garth Bruen of Knujon (“No Junk” spelled backwards). Garth’s volunteer organization monitors spam and works with Internet registrars to throttle the miscreants who fill our in-boxes with this junk.

February 27, 2009 by


A shrinking Satyam

The stakes are growing as uncertainty continuesSatyam is another services firm with some retention issues: employees and clients.Let’s start with the client erosion issue first.

February 22, 2009 by