Panic at the Pivot – Aligning Incentives By Burning the Boats

It's a paradox, but early sales success in a startup can kill its chances of becoming a large successful company. The cause is often sales and marketing execs who've become too comfortable with an initial sales model and panic at the first sign of a Pivot. As a result they block new iterations of the business model that might take the company to the next level.

Fairchild
As I was reading a history of the startup years of Fairchild Semiconductor, I realized that a problem I thought was new –...