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Recent posts

Your B2B SaaS Integration Story B2B SaaS often needs integration with the customer's systems in order to do something useful. Depending on what type of SaaS product you sell this can range from straightforward identity brokerage to full blown API based data integrations. This post is about the latter.
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So You Think You Can Compute In the Cloud The essential goal of cloud computing is to allow every individual computer programmer in your organisation to independently write, build, and deploy a software service in a single day regardless of whether that service will serve 10, 10 thousand, or 10 million users. Your mission is to achieve this using the least amount of cloud computing products. There are two kinds of people working in cloud computing: the kind who do not understand this and the kind who have an incentive to not tell you this.
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The Official friso.lol Guide to Hiring Somewhere between fundamental skills and passion for challenging work lies the neatly organised space of buzzword compliance that recruitment professionals know and love. This is how the lower ranking squads in the mythical war for talent fight for what remains on the supply side of a inherently opaque market. Don't be like them.
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Fighting Information Asymmetry - Or How To Buy a Used Car When you are not capable of physically doing something at satisfactory proficiency, you can hire someone to do it for you. When you are not capable of deciding something based on your current knowledge, you can rely on expert advice to drive the decision for you. The former is mostly a good idea, while the latter can be extremely dangerous. This is true because in the former case you pay someone to compensate for a skills gap: you still know and understand the intended outcome. In the latter case, you pay someone to level an information asymmetry, meaning you inherently have no way of veryfying whether you are actually receiving help. An extreme case of this reality occurs when you allow a sales person to be your trusted advisor. A very extreme case occurs when you allow a used car sales person as your trusted advisor. We can mitigate this.
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Evolution of a Value Proposition Most businesses that do not trade physical goods are professional services businesses. This is true because the world needs more plumbers than piping manufacturers, more custom business software than operating systems, and ostensibly more Agile coaches than Atlassian suites (or sticky note manufacturers). Plumbers, custom software builders, and Agile coaches share a simple business model: do work that someone else either can't (economically) do or doesn't want to do. Unfortunately, "we do what you can't" — notwithstanding its refreshing transparency — turns out not to be a winning formulation of your value proposition.
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Engineering Notes. Do You Have Them? The single most useful thing in terms of effort versus reward that I ever did for a engineering hiring process is writing a 10 page document that just tells people how things are done at our shop. You can do this too!
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Overcoming the B2B Curse A key challenge in commercial B2B software is that you are selling a product to a person who is not going to use it. As it turns out just listing the benefits of the purchase is not a viable approach to winning sales.
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