Tom has been working in the technology industry for over 35 years. He currently advises technology companies of all sizes in Business Strategy, Sales Execution, and Routes to Market Structure. Prior to establishing his practice, Tom spent 30 years as a senior executive at IBM, leading teams in their software and services division. He successfully grew these businesses through strong sales execution and effective channel management. Tom now spends most of his time advising startups to medium-sized tech organizations. He has successfully taken his clients through significant growth stages. He brings a unique combination of large company experience and entrepreneurial knowledge to any organization.

In this Mentor Moment, learn why it’s important to:

  1. Understand your customer
  2. Understand your customers’ problems
  3. Find out what their most important and urgent needs are
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