How This CEO Learned to Let Go

“We no longer want to work with you.” I once had to say this to a well-known multinational technology company. Our team at Aha! had met with them eight times and they were still asking for an additional (free!) six-month product evaluation. The value exchange simply was not there. So, it was time to kindly say goodbye.

And yes, it was also a painful goodbye. Aha! was relatively young at the time and we were in seemingly no position to say “no” to that kind of business. But I knew that we wan...