How to Build a Tech Culture that Makes People Want to Stay
One of the first things to suffer when things take off, is culture. Rapid hiring that ignores cultural norms can introduce new attitudes and expectations. Some good, some bad, the [...]
How a Recruiting Process Exposes Your Authentic Values
If you’ve ever looked for a job, you know. You know what it’s like to put time and effort into a resume, research a company, and write a thoughtful cover [...]
Three Non-Technical Things a CTO Must do to Survive Growth
A growing company is a great place to be. It’s fun to see customer acquisition rates and revenue increase. You’re excited for each new day, each new customer, and each [...]
Haven Case Study
Haven OVERVIEW Haven is an independent organization founded by Amazon, Berkshire Hathaway and JPMorgan Chase to create better health outcomes, greater patient satisfaction and lower costs for [...]
Pain in the Art of Shipping
Pain in the Art of Shipping Steve Jobs is credited to have said, "Real artists ship", meaning that those who create -- be it technology, music or a sculpture -- [...]
Customer Success and Intentional Revenue
Customer Success and The Case for Intentional Revenue™ In my career, I’ve worked with and consulted many technology firms from small to large on customer renewal issues. Most have had [...]
4 Ps Ripe for Fractional Engagments
4 "Ps" Ripe for Fractional Engagements TechCXO specializes in providing fractional executives for a variety of positions. Our on-demand executive model is typically 50-75% more cost and time-effective than [...]
Generalists in a Specialized World
Who provides competitive advantage to companies? Generalists? Specialists? Both? Neither? I’m always on the hunt for a good new business book, and I’m currently reading “Range: Why Generalists Triumph [...]
What Got Your Business Here Won’t Get You There – Part 2
Last time we explored how companies at different stages have differing needs. As a reminder, here are some sample challenges across several functions: It’s relatively simple to know [...]
What Got Your Business Here Won’t Get You There – Part 1
Recently I’ve had some very interesting conversations about business growth and transformation. In my own personal transformation as a business leader I leveraged the standard on the subject by [...]
5 Leadership and Management Styles
How style may impact your team's performance The five leadership and management styles in today’s business are: The Boss, the Judge, the Missing, the Super Performer and the Coach. Understanding [...]
Equity Incentives for Capital Intensive Startups
The term “capital intensive” doesn’t always mean a need for high levels of working capital for equipment and facilities. For a growing number of startups, the capital intensity comes in [...]
Outsourced CFO Guide
Companies have increasingly delayed hiring a full-time CFO until they faced a significant financial triggering event. However, with rapidly changing business models and dynamics, companies are keenly aware that expert [...]
Where Does Growth Come From?
What is the one thing used to defined success for investors, Board members and executive leadership teams? ANSWER: INCREASED ENTERPRISE VALUE. If you can increase enterprise value, almost everyone associated with [...]
Three Profiles of Tech CEOs
In technology, three CEO profiles continually present themselves when it comes to the handling of finances. In each case, the CEO has a blind spot or a persistent, nagging feeling [...]
Board Compensation Public-Pre-IPO-Startup
Compensation for directors of large U.S. companies just passed a new threshold -- $300,000 per year in total fees -- up 3.5% according to a new study by Compensation Advisory [...]
CSMs vs. Sales – The Same Only Different
CSMs and Sales Reps Share More Similarities Than You Think When you are with a group of CSMs, the word “Sales” often incites contorted facial expressions, bad jokes and inevitably [...]
Business Plan Advice from Yale – Dumb it Down
The best advice I ever received on writing business plans may have also been the most obvious. The advice came from David Cromwell, a 30-year veteran at JP Morgan. For 6 [...]
Acquisition Integration Part 2 – Sales and Marketing
Companies seek to accelerate revenue growth or enter new markets through mergers and acquisitions. They spend a lot of energy and resources identifying the right targets based on synergy and [...]
Acquisition Integration – Part 1
Why Acquisitions Fail: It’s the Integration Companies seek to accelerate revenue growth or enter new markets through mergers and acquisitions. They spend a lot of energy and resources identifying the [...]
CSOs and CMOs Must Hang Together
As recently as five years ago, few would’ve predicted the unification of Chief Sales Officers (CSOs) and Chief Marketing Officers (CMOs). They didn’t speak the same language, often with differing [...]
Why your sales team stinks at forecasting – part 3
Re-Qualify and Reclassify Every Deal In Part 1 of this series, Here's why your Sales Team Stinks at Forecasting Revenue, we reviewed the facts about just how bad we are at forecasting, thought [...]
Why your sales team stinks at forecasting – part 2
In Part 1 of this series, "Here's why your sales team stinks at forecasting revenue", we reviewed the facts about just how bad we are at forecasting. We self-diagnosed [...]
Why your sales team stinks at forecasting revenue
According to a CSO Insights 2016 study of 1,200 sales organizations, on average, a sales person who forecasts a deal to close will win that deal only 45.8% of [...]