I started my career at HP - a company that at the time was the "poster child" for a generation of highly successful Silicon Valley technology-based businesses. HP gave me a respect for innovation - and the enduring belief that the best B2B sales and marketing had to be an intelligent blend of art, science and engineering.
After leaving Hewlett-Packard, I continued continued to apply those principles at a series of smaller and younger expansion-stage B2B-focused tech-based businesses. Many found themselves in the coveted "top right" box of a Gartner Magic Quadrant and emerged as leaders of their respective markets.
If you were to analyse the reasons for their success, part of it was always the obvious "right product, right place, right time", but that was never a complete explanation. Having a great idea was never enough: what consistently set these winners apart was their ability to execute on their vision.