Leadership & GTM
How technology companies are led, organized and taken to market, from the people doing it.
The most inflated role in tech
After three decades leading go-to-market transformation at Cisco, VMware, Rackspace, SADA and LivePerson, Sandy Hogan launched BozQ. She argues the most scrutinized role in technology isn’t failing – the system built around it is
The chaos underneath the transformation story
Sandy Hogan led go-to-market transformation at Cisco, VMware, Rackspace, SADA and LivePerson before launching BozQ. She argues the transformation story companies tell the market is rarely the one their operators live inside
Price, problems and performance: three conversations every leader must master
Organizations invest heavily in strategy but far less in the conversations that decide whether it lands. Caroline Plumb OBE, group CEO of Amtivo, sets out how to state a price, run a retrospective and name a performance gap
The business technology strategy every leader needs in 2026
AI accountability, executive-level cyber risk, Southeast Asian growth and digital sovereignty are reshaping competitive advantage. Ben Elms, CEO of Expereo, argues these forces are no longer emerging but already here
Why companies with invisible executives are quietly losing growth
Buyers now start their research by following people they trust, not brands. Jay Janes on why leadership presence determines growth long before sales is involved
Why strong leaders act before they have perfect information
Waiting for certainty feels safe but carries its own cost. Jay Janes on why decisive action under uncertainty separates strong leaders from the rest
Why I left a £275,000 executive role in IT to reimagine go-to-market
Jay Janes explains why years working across vendors, distributors and MSPs convinced him the IT channel needed a different approach
Why subject matter expertise should drive your go-to-market strategy
The companies winning the most competitive markets are doing it with deeper knowledge, not bigger sales teams. Jay Janes sets out how to build a go-to-market model around expertise