A Critical (and Easy to Discover) Element of Customer Understanding

Let me start this post with one of my mantras:  The most important elements of ideal customer profiles are not the basic firmographic descriptors of the company.   The most important elements are those that capture motivations and behavioral aspects of the business you are targeting. And, in tech, there may be nothing more important than […]

Looking Both Ways for Transportation Trends

Our team recently completed and published the latest Magic Quadrant for Transportation Management Systems. This was my fifth year as one of the authors of this research and I thought it would be interesting to reflect on a few of the biggest changes to the market over the last few years. The first significant change […]