One of the most important pieces of the sales cycle, especially when dealing with new and immature products, is deal sourcing. When launching a brand new product, leads from inbound and marketing pipelines are initially scarce, as there is little information on who the right buyer is and how to approach them. Part of effectively introducing a new product is helping the rest of the company understand those pieces.

Let’s assume a new product was built to solve a specific, niche problem — and that it is very good at it too. So while nobody knows about your “new new thing” yet, there is pent up demand. All that’s left now is to find a list of every company that has this specific problem and pitch them your solution. …

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Note: I am part of Cloudflare’s new product go-to-market team. We focus on the Enterprise sales business; self-service strategy is vastly different. Opinions are my own.

Part 1: Innovation 101

Many successful companies have an “innovation department”, or some variation thereof. For tech companies this is especially important, as disruption and disruptive innovation takes place at a much greater pace than it does in more traditional industries. And as Clayton Christensen famously argues in the Innovators’ Dilemma, and later the Innovator’s Solution, the best way to avoid being disrupted by challengers is to become the disruptive innovator yourself.

At Cloudflare this disruptive department is called Product Strategy. It effectively exists in a vacuum, in parallel to the core organisation. The downside of this setup is that there will by definition be a lot of duplication, as the team is just doing “its own thing”, ignoring the processes and structures put in place by the core org. The upside however is that this smaller team is much more nimble and can release and iterate on new products faster, without needing to deal with the bureaucracy that is the inevitable result of becoming a large and established business. In short, it’s a startup within a (former) startup. …

Brione is a small village in Ticino, Switzerland, near the beautiful Lago Maggiore. From Locarno, the next biggest city, it takes half an hour to get to the village, which is situated in a quiet valley in the mountains. Also nearby are the Cresciano and Chironico areas, which are often visited in conjunction with Brione. Located close to the Italian border, the nearest airport is an hour and a half drive away in Milano.

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Henry in “There is no Spoon” (7a +) in the main sector Ganne

The climbing area of Brione is relatively small, but has an incredible concentration of world class bouldering in the double digits (that means 8a and up — for the Europeans). For many years there was no guide book for Brione. Consequently the area is primarily attractive for experienced climbers, seeking out specific internationally renowned lines. It should therefore come as no surprise that Brione is actively developed by the “who is who” of climbing, and regularly receives new first ascents at the upper end, such as “Poison the Well” (8c+) by Giuliano Cameroni in 2019. That being said, there are many beautiful climbs in easier terrain and thanks to the release of a guidebook in late 2019, it will likely become an increasingly popular destination going forward. …

Joshua Tree is one of 60 national parks in the United States. Located in the southwest of California, it takes about two to three hours to drive there from Los Angeles (by American standards, it’s practically next door).

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Sunset in Joshua Tree

When I moved to San Francisco in September I decided to visit as many climbing areas in California as possible. Apart from Yosemite and Bishop, Joshua Tree was at the top of my list. Initially I planned on spending a weekend in Los Angeles. …

This is a repost of a blog I wrote for the Manox team in 2018. You can read the German version of this text here:

Magic Wood is a small forest near the Swiss village Ausserferrera, in the picturesque Averstal. Located at the southern end of Graubünden, it’s a 3h drive from Munich (depending on how fast you like to drive on the Autobahn), or 2h from either Zurich or Milan. The area itself is fairly isolated; Ausserferrera is tiny and there is no large city in the immediate vicinity.

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Henry trying the iconic Enterprise without feet. Photo by Hannes Kutza (

The forest can be entered via two bridges that connect the road on one side of the river to the trails of the forest on the other side. Once on the other side, the area follows the river for about 500m. From the river bed, climbers can walk up the steep terrain of the forest for about 300m until they reach the last boulders. …


henry heinemann

tech / climbing

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