Entries by Marcel van der Heijden

It’s Complicated

Insurance against cyber-attacks, AKA cyber insurance, is surely the most exciting domain in insurance today. Companies globally are purchasing cyber insurance for different reasons including skyrocketing cyber security costs, banks that are demanding suppliers to have such a policy in place and board members that are worried with liability due to new emerging regulation such […]

The Wrong Answer

I’ve come to realize that to understand how an early stage B2B Enterprise startup thinks about it sales process there really is a very simple question that provide a key insight: “Can you send me your sales deck?” (or white paper, blogs or whatever). If the answer is along the lines of “we don’t do […]

The Revolution Will Be Streamed!

It’s been fascinating watching the media industry being ripped apart, and pulling itself back together again, over the last 20 years by the Internet and Software. Disruption started with print and all its manifestations, associated use cases and business models. Then it was Music’s turn when Napster hit it big followed by more “legit” options […]