December 2018 - Tech PE - Generating Alpha & Superior IRR

Revenue Growth: How to Position Your Solution as a “Must Have” (Not Just a “Nice to Have”)

Most products on the market are not “Must Have”. But that is OK because this is not a binary switch but a spectrum and you can do a number of things to move on this spectrum away from “Nice to Have” towards “Must Have”. Most companies are much closer to the… Read More >

Building Teams – Recruit “10x” Talent (“Force Multipliers”)

Building great companies requires building great teams – one of the keys to that is knowing how to identify great Talent (i.e. not merely talent but capital-T “Talent”). What I mean by great Talent is really what I call the “10x” people who are the force multipliers. I have used… Read More >

Revenue Growth: Lead Generation is the #1 Lever to Drive Revenue Growth

If you read “From Impossible To Inevitable: How Hyper-Growth Companies Create Predictable Revenue“, you probably remember one of the first top takeaways when Jason Lemkin and Aaron Ross wrote in their best-seller: “Lead generation is the #1 lever that drives revenue growth, and can create hypergrowth. You’ve been trying to grow your… Read More >

Developing a B2B Marketing & Demand Generation Strategy to Drive Sales

How to craft an effective B2B Marketing & Lead Generation Strategy

As you kickoff the new year, you need to have your integrated Strategy in place – your company must start with the overarching Corporate Strategy before you develop your Sales Strategy or B2B Marketing & Demand Generation Strategy. As a CRO or VP of Sales, you can’t scale revenue effectively… Read More >

A Simple 6-Step Management System For Any Executive

When an executive is looking for a way to simplify how they manage their company or a business unit, I recommend the following system that I’ve used consistently over the years. You can use the following simplified 6-step Management System to run a business function and it covers most requirements… Read More >

Building Teams: Creating a Successful Organizational Culture

A couple of years ago I wrote “What is a Company Culture and why CEOs must care?“. There I mentioned that there is no universal definition of an organizational culture. But how can we then define culture? Let’s start with Wikipedia – Wikipedia defines Organizational Culture as follows: a company culture is… Read More >

Organizational Issues That Prevent Effective Leadership

There are several problems that organizations face with a typical/average manager based on research published in the Harvard Business Review. It turns out that many “leaders” are actually not able to perform a leadership function effectively. It is a real obstacle for companies if someone who is supposed to be… Read More >

Leading Teams: Adaptive & Situational Servant Leadership

A lot of folks in the business world have senior titles but don’t understand how to lead. There is a difference between managing people and actually being a true leader. Many managers are task-masters who know how to control and crack the whip, not how to lead. Dwight D. Eisenhower,… Read More >

About Me