Is it time for a Fractional CMO? 5 Scenarios
There is a consistent thread on where the need arises for a fractional CMO. Interestingly, this is consistent whether the company is 2 or 15 years old, whether it’s [...]
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 [...]
Before Mounting the Synergy Unicorn: New Skills for Merged Management Teams
Companies seek to accelerate revenue growth or enter new markets through mergers and acquisitions. A great deal of excitement and justification surrounds the projected synergies and combined financial models. Synergy: [...]
Fundraising: A Primer for the CEO
For non-finance professionals, much of what a CFO does is a mystery and more than a little daunting. Cash flow statements, 409a valuations, tax, audit, treasury, stock options, D&O insurance [...]
Best Audit Ever
BEST AUDIT EVER: FOUR GUIDELINES TechCXO partners are fond of saying credible numbers lead to credible management. Audits may not be sexy but a smooth annual audit shows your [...]
CFOs and Sales
Should CFOs Advise Sales? Yes, we did say it: most companies should have the CFO - if they are experienced and strategically-capable -- advise the Head of Sales. Here [...]