Avsnitt
-
In this episode of Good Revenue, host Neeta Bidwai explains how thought leadership, distinct from transactional and educational content, builds trust and effectively influences buyers in today's self-serve market. The episode highlights critical data supporting the impact of thought leadership, and Neeta outlines a comprehensive framework for creating and distributing thought leadership content. Key insights include the importance of high-value, non-obvious insights and a robust, non-gated distribution strategy. Neeta emphasizes the shift in buyer behavior and the necessity of adapting to new market dynamics through strategic content that changes mindsets, ultimately driving brand strength and revenue growth.
01:04 Defining Thought Leadership
01:28 Types of Content
01:55 The Changing Buyer Journey
03:25 The Power of Thought Leadership
05:10 Framework for Thought Leadership
07:43 Evaluating Thought Leadership Insights
09:06 Executing a Thought Leadership Program
12:09 Measuring Thought Leadership
_
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Hosted on Acast. See acast.com/privacy for more information.
-
Jennifer Krusius is an investor at ABS Capital. She helps companies scale, drawing on her operating experience co-founding a fiber and wireless infrastructure company, Vivacity Infrastructure Group, and as an executive at Uber.
Jennifer shares her extensive experience across various sectors including digital infrastructure, enterprise tech, and human capital management. She discusses her journey at Vivacity, when to pivot business strategies, and the challenges of achieving scale. The conversation explores customer insights, market dynamics, and the fine balance between conviction and adaptability. Jennifer also discusses the evolving landscape of investments, particularly the shift from a growth-centric to a profitability-focused approach, and offers vital advice for founders on navigating these changes. Additionally, Jennifer shares her passion for fostering diversity in the investment landscape and emphasizes the significant impact of good data and customer-centric approaches on high-performing companies.
Highlights:
00:35 Jennifer's Journey with Vivacity
01:26 Challenges and Pivots in Startups
06:19 Balancing Growth and Profitability
16:25 Navigating Investor Advice
33:02 Diversity in Venture Capital
37:47 Key Traits of High-Performance Companies
_
Where to find Jennifer:
https://www.linkedin.com/in/jennifer-lee-krusius-8069661/
https://abscapital.com
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Hosted on Acast. See acast.com/privacy for more information.
-
Saknas det avsnitt?
-
Michele Maguire is an executive with extensive experience in tech, advertising, media, and entertainment, including eSports.
Michele delves into the evolution and significance of eSports, explaining its rapid growth and the challenges it faces. She discusses her journey through the eSports sector, the development of eSports broadcasting tools, and highlights the importance of building strong partnerships. Michele also touches on the impact of market fluctuations, particularly the “winter of eSports” in 2023, and the essential role of viewership in the industry's resilience. Michele shares her insights on successful M&A strategies, emphasizing the importance of integration plans and understanding customer needs. The discussion also covers emerging business models for brands within eSports, highlighting the potential for targeting younger demographics through innovative marketing and product placement strategies.
Highlights:
00:22 Understanding eSports: Definition and Evolution
03:12 Building Strong Partnerships in eSports
04:43 Challenges and Opportunities in the eSports Market
10:00 Exploring Business Models and Revenue Streams in eSports
10:59 The Role of Streamers and Product Placement in eSports
15:52 Insights on Mergers and Acquisitions
25:06 Advice for CEOs and Senior Executives
28:12 Key Traits of High-Performance Companies
Resources:
Deloitte eSports report
_
Where to find Michele:
https://www.linkedin.com/in/michelemaguiresf/
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Hosted on Acast. See acast.com/privacy for more information.
-
Shinyoung Park, a seasoned founder and product leader, has created 23 consumer products, with a combined 42 million users and $88 million in revenue. She discusses the pivotal role of data in shaping product development, market fit, and competitive positioning across various startups. Shinyoung emphasizes the essence of tracking and analyzing engagement metrics to enhance ARPU, retention, and overall company growth. She also touches on her experience with Spoon Radio, illustrating how audience engagement and optimized features contributed to profitability. Additionally, the conversation explores the evolution of business models, pricing strategies, and the importance of understanding customer value. Shinyoung's new project aims at aiding high achievers in navigating professional uncertainties, reflecting on a shift towards a more partnership-oriented and AI-automated approach to business growth. The episode concludes with insights into what differentiates high-performing companies, highlighting the significance of a growth mindset, curiosity, and continuous learning.
Highlights:
00:00 Introduction to Shinyoung Park's Journey
00:32 The Power of Data in Product Development and Monetization
05:19 Case Study: Spoon Radio's Path to Profitability
08:58 Navigating Business Models for Startup Success
19:39 Partnerships and Strategic Growth in the Tech Industry
23:28 Exploring New Ventures and the Future of Work
27:05 Insights on High-Performance Companies
Resources:
University of Florida IPO statistics
_
Where to find Shinyoung:
https://www.linkedin.com/in/shinyoungp/
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Hosted on Acast. See acast.com/privacy for more information.
-
Greg Stein is the head of M&A and Strategy at Xerox who joins Good Revenue to discuss the complexities and strategies behind refocusing a major public company like Xerox. Named Project Reinvention, this initiative addresses the need for operational simplification, geographical and offering presence overhaul, and repositioning for growth amid challenges like COVID-19 impacts, supply chain disruptions, and the shift to hybrid work. Greg emphasizes the transition towards a service-led, software-enabled business model, focusing on digital services and IT solutions while moving away from non-core assets through strategic divestments and partnerships. Key insights include the importance of visionary leadership, cultural alignment, and the long-term view over short-term gains for successful transformation.
Highlights:
00:42 The Genesis of Project Reinvention at Xerox
01:28 Simplifying Operations: A Deep Dive into Xerox's Strategy
02:37 Repositioning Xerox for Growth: Strategic Moves and Challenges
05:29 Exploring the Possibility of Going Private and Operational Challenges
06:22 Envisioning Xerox's Future: Digital Transformation and Customer Focus
09:10 Strategic Refocusing and the Role of M&A in Xerox's Transformation
14:31 The Human Aspect of Divestments and Building Partnerships
19:35 Advice for Executives on Leading Through Transformation
21:55 Cultivating High-Performance Teams and Concluding Thoughts
_
Where to find Greg:
https://www.linkedin.com/in/gregory-stein/
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Hosted on Acast. See acast.com/privacy for more information.
-
Host Neeta Bidwai discusses strategies for identifying and transitioning from bad revenue to good revenue for sustainable business growth. Bad revenue is defined as deals that seem beneficial short-term but pose long-term costs, often characterized by missed targets, slow growth, high churn, and excessive customer concentration. The discussion emphasizes the importance of understanding customer value, segmentation, and willingness to pay in order to transition to a good revenue model, which promotes long-term benefits, reduced churn, and profitable customer relationships. The episode outlines practical steps for businesses to reassess their pricing strategies, segment their customers, and reevaluate contracts to align better with market demands and customer needs. Neeta advises companies to undertake these actions sooner rather than later, especially if they find themselves in a bad revenue sinkhole, to achieve a more sustainable and profitable business model.
Highlights:
00:13 Defining Bad Revenue and Its Signals
00:50 The Path to Good Revenue
01:41 Breaking the Bad Revenue Cycle
01:56 Strategic Framework for Revenue Recovery
02:30 Deep Dive into Pricing and Segmentation
04:02 Exploring Customer Value and Pricing Strategies
05:01 Leveraging Customer Segmentation for Growth
10:10 Raising Prices Wisely
13:51 Timing and Strategy for Pricing Adjustments
Resources:
LTV analysis & ideas for consideration
Pricing & monetization framework
_
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Hosted on Acast. See acast.com/privacy for more information.
-
Matt Moscardi, founder of FreeFloat Analytics, breaks down the nuanced dynamics of corporate boardrooms, focusing on measuring management effectiveness for investors. FreeFloat evaluates board performance, leveraging metrics on influence and performance derived from a vast dataset covering directors and executive officers. The conversation explores key concepts like influence consolidation, the impact of diversity and inclusion on board performance, and the specific challenges associated with achieving meaningful representation in the boardroom. Matt shares insights on how high-performance companies differentiate themselves through openness to external perspectives and data-driven decision-making, concluding with advice for CEOs and boards on embracing constructive criticism and fostering a culture of genuine inclusivity for sustained organizational success.
Highlights:
00:22 Unveiling the Power Dynamics of Boards & Performance Metrics
01:18 The Intricacies of Measuring Influence and Power in Corporate Boards
04:34 Unpacking Influence Consolidation and Its Impact
07:40 Exploring the Nuances of Seniority, Diversity, and Performance
13:05 The Current State of Representation in Public Markets
14:30 Navigating the Complexities of Diversity, Power, and Performance
22:54 Strategies for High-Performance Companies and Advice for CEOs
26:17 Wrapping Up and How to Stay Connected with Good Revenue
_
Where to find Matt:
https://www.linkedin.com/in/moscardi/
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Sound by RPS Audio.
Hosted on Acast. See acast.com/privacy for more information.
-
Chris Jones is a veteran partner at Silicon Valley Product Group focused on the nuances of building high performance companies and product teams.
Chris discusses the critical transitions companies need to make from output-focused to outcome-oriented product teams, emphasizing value creation for customers as a fundamental difference between high performers and average companies. Chris highlights the importance of aligning entire teams around outcomes rather than outputs, and how this shift impacts the roles of individual contributors and leaders alike. Chris and host, Neeta Bidwai, further explore the concept of product strategy, challenging companies to focus and make deliberate choices on which problems to solve. The conversation also tackles the issue of growth teams, their effectiveness, and potential disruptive nature, ultimately advocating for a more integrated approach to growth objectives. Chris advocates for CEOs and senior executives to actively champion and advocate for these transformative shifts towards a holistic product operating model.
Highlights:
00:00 Welcome and Introduction to SVPG Insights
00:59 High Performance Companies vs. Average Performers: A Deep Dive
02:45 The Core of Silicon Valley Product Group's Philosophy
04:02 Exploring the Disconnect Between Business and Technology
05:52 Elevating Team Performance Across Functions
07:46 The Four Risks in Product Management
10:43 Integrating Product Management with Marketing and Pricing
18:01 The Essence of a Great Product Strategy
23:00 Navigating Company Transformation Towards a Product Operating Model
29:18 The Role of Growth Teams and Taking Big Swings
35:12 Concluding Thoughts and Advice for CEOs
_
Where to find Chris Jones:
https://www.linkedin.com/in/chrisjonessvpg
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Sound by RPS Audio.
Hosted on Acast. See acast.com/privacy for more information.
-
This episode of Good Revenue -- hosted by Neeta Bidwai -- features a special look back at past episodes, focusing on the characteristics that differentiate high performance organizations. Topics include the importance of an exceptional culture, clear values, inclusivity, investment in people, alignment, embracing innovation, and dedication to customer needs. The discussions also touch on successful IPO behaviors, M&A strategies, and maintaining a healthy company culture. This compilation of expert opinions offers valuable takeaways for businesses aiming for higher performance and long-term success.
Highlights:
00:25 Insights from Carrie Holtz: Building High Performance Teams
07:22 Cassie Young on Alignment and Executive Incentives
09:23 Eddie Yoon: Missionaries vs. Mercenaries in High Performance Companies
12:40 Mike Heilmann on Innovation and Resource Management
14:00 Mar Brandt on Culture and Organizational Health
16:09 Michael Frankel on M&A Strategies in High Performance Companies
18:12 Davina Kale on High Performance IPOs
22:42 Manisha Shetty Gulati on Customer Obsession and Resource Allocation
_
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Hosted on Acast. See acast.com/privacy for more information.
-
Alexis Bowen is the co-founder of Elsewhere.io, a travel marketplace acquired by Lonely Planet in 2022.
Alexis discusses the company's rapid development and sale within a year during the COVID-19 pandemic. Elsewhere.io connects travelers directly with local travel agencies to plan and book international trips, eliminating the need for traditional tour intermediaries. Alexis shares insights on the challenges of launching a startup during a pandemic, the company's unique approach to branding and product development, their bootstrapped and lean startup strategy which led to early profitability without external investments, and the strategic use of partnerships and influencer marketing to gain traction. The decision to sell to Lonely Planet, despite the potential for further growth, is also explored, including the emotional and business considerations behind the move. Lastly, Alexis emphasizes the importance of compelling storytelling and an all-in culture in building a successful business.
Highlights:
00:37 A Marketplace Revolutionizing Travel
03:22 Navigating Startup Challenges: From Ideation to Launch
06:53 Bootstrapping Success: Building Elsewhere.io Without External Investment
11:16 Tech Insights for Non-Technical Founders: Building on a Budget
18:16 Mastering Go-to-Market on a Shoestring Budget
22:57 The Decision to Sell to Lonely Planet: Pros, Cons, and Process
29:16 Integration and Reflections: Life After Acquisition
30:12 The Power of Storytelling in Building High-Performance Companies
_
Where to find Alexis Bowen:
https://www.linkedin.com/in/alexis-bowen-9ba18423/
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Sound by RPS Audio
Hosted on Acast. See acast.com/privacy for more information.
-
Braughnwynn "Bibi" Brown, the COO of TENCUE, shares her experiences and observations on the dynamic changes and challenges in the events industry, particularly in the wake of the COVID-19 pandemic. She elaborates on the shift toward hybrid events, the importance of creating emotional connections in events, and the rising focus on sustainability and eco-conscious practices. Bibi offers strategic advice on making events stand out amidst market saturation, understanding audience needs, and measuring event success beyond traditional metrics. She also touches on operational improvements and strategic decisions in running a PE-backed company, emphasizing customer-centricity, employee prioritization, and a strong company culture as key to success. The episode is a deep dive into the intricacies of the events business and offers valuable insights for anyone involved in event planning, operations, or interested in corporate strategies for success.
Highlights:
00:37 The Dynamic World of Events Post-COVID
02:42 Navigating Budget Pressures and Event Saturation
03:32 Crafting Memorable Experiences in Events
07:19 The Challenge and Opportunity of Hybrid Events
09:06 Sustainability in Event Planning
11:53 Revenue Generating vs. Brand Events: Strategies and Insights
20:35 Operational Excellence in a PE-Backed Company
26:14 Empowering Marketing Teams and Fostering a Customer-Centric Culture
28:58 Closing Thoughts and Advice for High-Performance Companies
Resources:
Customer Focus Drives Good Revenue with CFO Hilda Mwangi
_
Where to find Braughnwynn "Bibi" Brown:
https://www.linkedin.com/in/bibibrown/
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Sound by RPS Audio
Hosted on Acast. See acast.com/privacy for more information.
-
Davina Kale is a longstanding senior partner and the Co-Leader of the Capital Markets practice at Pillsbury, Winthrop, Shaw, and Pittman. She's guided prominent companies like 1st Dibs, Coursera, and Everi through IPOs as well as mergers & acquisitions.
Davina shares her insights on the current state of the 2024 IPO market, the changing nature and purpose of IPOs over the past four decades, and the critical aspects of preparing for a public offering. Key insights include the importance of early and thorough preparation, a sound business model, and understanding the legal and operational transition from a private to a public company. She emphasizes the need for setting realistic expectations, aligning an experienced leadership team, the dual track process of IPOs and M&A, and adhering to best practices for a successful IPO trajectory.
Highlights:
00:59 The Current State and Future of IPOs: Insights from an Industry Expert
04:26 The Importance of a Solid Business Model for IPO Success
06:58 Navigating the Dual Track: IPOs and M&A Strategies
09:33 Preparing for an IPO: Timing, Planning, and Execution
20:31 The Critical Role of Financial Statements in IPO Timing
23:14 Navigating the Complexities of IPOs: Market Conditions and Unforeseen Challenges
25:15 The Intense Workload of IPO Preparation: A Lawyer's Perspective
25:54 Rescuing IPOs: Crisis Management and Teamwork
30:30 Legal Advisory: The Quarterback of IPO Transactions
35:27 Misconceptions and Surprises in the IPO Process
42:27 Advice for Achieving a High-Performance IPO
Resources:
https://site.warrington.ufl.edu/ritter/files/IPO-Statistics.pdf
_
Where to find Davina Kaile:
https://www.pillsburylaw.com/en/lawyers/davina-kaile.html
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Sound by RPS Audio
Hosted on Acast. See acast.com/privacy for more information.
-
Mar Brandt is an experienced scale up revenue leader who has built strong sales teams at companies like AppsFlyer, Sitecore, and Experian.
Mar and host Neeta Bidwai discuss strategies for effective influence, profitability improvement, and sustainable revenue growth in the context of a challenging post-COVID economic landscape. They explore the evolution of revenue teams towards leaner, more effective execution, the necessity for adaptive revenue leadership amidst market downturns, and the changing dynamics of the buyer journey. Emphasizing the importance of aligning goals, incentives, and organizational structures to address the empowered buyer, they also delve into the nuances of selling motions, value realization, and the critical interdependencies between sales, marketing, customer success, and finance functions. The conversation highlights thoughtful approaches to planning, forecasting, team culture building, and maintaining high performance against the backdrop of empowered buyers and fluctuating markets.
Highlights:
00:21 A Revenue Leader's Insights
00:55 Navigating Post-COVID Challenges in Revenue Growth
03:23 Adapting Sales Strategies in a Changing Market
04:29 The Evolution of the Buyer Journey and Its Impact
07:33 Rethinking Contract Durations and Customer Relationships
09:39 Organizational Strategies for Revenue Growth
11:03 The Interplay of Sales, Marketing, and Finance
32:41 Building and Scaling High-Performance Teams
36:12 Cultivating Organizational Health for Competitive Advantage
References:
McKinsey organizational health studyB2B buyer journey meta analysisThought leadership analysis & actionable framework_
Where to find Mar Brandt:
https://www.linkedin.com/in/marbrandt/
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Sound by RPS Audio
Hosted on Acast. See acast.com/privacy for more information.
-
Jacqueline Leng is SVP Client Solutions at Interpublic Group. Her journey includes 12 integrations across Interpublic Group, Kinesso, Oracle, and several ad tech startups.
Jacqueline shares tactical and operational insights about M&A integration opportunities, the importance of company culture integration, effective communication, and leadership in ensuring the success of M&A activities. She also discusses the emotional aspects of M&A for founders and the importance of having a clear vision and strong advisers for navigating post-merger challenges. Finally, Jacqueline emphasizes the need for detailed planning and execution in the integration process to foster a successful merger.
Highlights:
00:29 The Critical First 12-18 Months Post-Merger
01:27 Jacqueline's Journey: From Startups to Oracle
03:41 Key Factors for Successful Integrations
05:09 The Founders' Perspective on M&A
06:57 The Role of Leadership and Culture in M&A
10:46 Navigating Business Models and Pricing Post-Merger
12:12 Change Management and Influencing Without Authority
17:43 Advice for First-Time Leaders Navigating M&A
20:27 The Vision Behind Successful M&A
21:21 High Performance Companies: Vision and Long-Term Planning
Resources:
McKinsey integration study
_
Where to find Jacqueline Leng:
https://www.linkedin.com/in/jacquelineleng/
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Sound by RPS Audio
Hosted on Acast. See acast.com/privacy for more information.
-
Michael Frankel, the founder and managing partner of Trajectory Capital, shares his extensive experience in handling over a hundred M&A deals across firms like Deloitte, Redbooks, & LexisNexis.
Michael emphasizes the importance of preparation, strategic planning, and active sourcing in successful M&A operations. He highlights the necessity of a thorough internal decision-making process, stakeholder alignment, and effective resource allocation for corporate buyers. Additionally, Frankel discusses the significance of building long-term relationships with potential targets and utilizing sales organizations for market intelligence. He also covers the critical role of due diligence, integration planning, and the importance of understanding both sides' value drivers beyond the purchase price in M&A transactions. The conversation further delves into strategies for navigating market uncertainties, preparing businesses for sale, and the pivotal role of business models and pricing strategies. Frankel advises on the different considerations for corporate sellers, stressing the value of a thorough preparation to increase business attractiveness to potential buyers. The discussion concludes with insights on creating added value through M&A transactions and recommendations for both sellers and buyers in achieving successful outcomes.
Highlights:
00:00 Introduction to Michael Frankel and Trajectory Capital
00:21 Deep Dive into M&A Strategies with Michael Frankel
00:40 The Importance of Preparation and Strategy in M&A
03:07 Insights on Sourcing and Relationship Building in M&A
05:01 The Art of Diligence and Integration Planning
06:27 Understanding Value Drivers Beyond Purchase Price
08:03 Advice for Sellers: Getting Honest About Value Drivers
11:00 Navigating Market Uncertainty and M&A Trends
14:31 Strategies for Sellers in a Volatile Market
16:14 The Importance of Preparing Your Business for Sale
23:25 The Role of Advisors in M&A and Business Optimization
24:22 Business Model and Pricing: Key to Successful Sales
26:45 Unlocking the Secrets of Effective Pricing and Discounts
27:27 The Dangers of Ignoring Operational Fundamentals in Startups
28:54 The Power of Customer Segmentation and Value Validation
30:04 Optimizing Pricing and Understanding Customer Needs
31:26 Navigating the Emotional Challenges of Product Value Perception
32:19 The Critical Role of Future-Facing Valuations in M&A
39:07 Strategic Insights for Corporate Sellers in M&A
39:35 Maximizing Value and Strategy in Corporate Divestitures
47:30 The Art and Strategy of M&A: Beyond the Numbers
48:41 What Sets High-Performance Companies Apart in M&A
_
Where to find Michael:
https://www.linkedin.com/in/frankelmichael/
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Sound by RPS Audio
Hosted on Acast. See acast.com/privacy for more information.
-
Eddie Yoon is a category designer, strategist, and the author of "Superconsumers: A Simple, Speedy, and Sustainable Path to Superior Growth.” He’s driven $10b + in profitable growth for firms and brands via a core insight: supers spend 30-70% more than everyone else and power the business. Understanding who they are + what they care most about is transformative.
Eddie shares his journey to discovering the power of superconsumers, small segments of customers who drive significant business through their higher spending. His work as a senior partner at the Cambridge Group unveiled the importance of targeting these consumers for sustainable growth across various industries. Eddie delves into the application of this strategy in both B2C and B2B settings, debunking myths and highlighting the universal applicability of focusing on superconsumers to innovate and grow. The conversation also touches on the impact of geographical clusters of superconsumers, the future of customer acquisition costs, and the vital role of high-performance companies' mission-driven approaches in sustaining long-term success. Eddie offers practical advice on category design, based on his work at Category Pirates, and emphasizes the indispensability of honesty and mission alignment in achieving groundbreaking success.
Highlights:
00:44 The Genesis of Superconsumers: A Deep Dive with Eddie Yoon
02:34 Unlocking Business Growth: The Universal Truth of Superconsumers
03:45 The Global Insight: Superconsumers Across Cultures
06:08 Revolutionizing Strategy: From Fortune 100 to Startups
06:54 The Superconsumer Strategy: A Game Changer for Businesses
07:09 Expanding the Superconsumer Concept: Beyond Consumer Goods
07:58 The Power of Emotional Engagement in Business
12:09 Superconsumers: The Key to Radical Business Growth
20:20 Challenging Traditional Business Models: The Super Geography Insight
26:01 The Evolution of Market Segmentation
27:32 The Power of Outliers in Predicting Market Trends
32:22 The Intricacies of Monetization and Pricing Strategy
36:51 The Misconceptions and Strategies of Category Design
41:45 The Essence of Superconsumers and Future-Proofing Businesses
43:36 High-Performance Companies: Missionaries vs. Mercenaries
_
Where to find Eddie:
https://www.linkedin.com/in/eddie-yoon-ewg/
https://www.eddiewouldgrow.com/
https://www.categorypirates.com/post/7-questions-to-find-your-superconsumers
_
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
_
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Sound by RPS Audio
Hosted on Acast. See acast.com/privacy for more information.
-
Mandy Lozano is an experienced strategy & marketing executive at Nestle, Starbucks, and PepsiCo as well as startups like Spoke Sciences and MiiR.
Key Takeaways:
*Strategy gets a bad rap, but strategic thinking helps you with frames so you can correctly identify the problem, eliminate extraneous info, and drive outcomes. It’s simple but effective. And it removes subjectivity and improves alignment.
*It takes discipline to arrive at the correct problem definition.
*Data leads to insights which leads to action.
*You have to have faith in the data as a gating criteria. And then think about where you might get it from beyond the obvious. You’d be shocked how few people in an org are comfortable with this.
*True leadership is about empathy. People need to feel heard. If not, their energy isn’t being channeled effectively, it can be destructive.
*Values are what make an exceptional organization like PepsiCo.
*Great leaders are there to remove obstacles, not to tell people what to do. Or to do their work for them.
*The best companies never forget who the customer is. And they listen to those customers, and genuinely meet their needs.
*It’s not about getting the customer to do what you want. You want to do what the customer wants. And sometimes it’s not what they tell you.
_
Where to find Mandy:
https://www.linkedin.com/in/mandylozano/
_
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Sound by RPS Audio
Hosted on Acast. See acast.com/privacy for more information.
-
Thought leadership is additive, newsworthy, and educational. It teaches your audience something they didn’t know. It challenges the status quo. And it helps your audience achieve a goal or get better at something they care about.
It’s built on your expertise, but it’s not about you. It unveils opportunities for customers, but it’s not transactional. It builds trust. That’s why it’s a powerful tool in go-to-market, when done well.
Key Takeaways:
*Buyer journey is almost entirely independent of vendors / self-serve (Gartner, McKinsey, TrustRadius, Bain).
*Vendors have little to no credibility without existing relationships. They must build trust with buyers if they want to be in the frame before decisions are made.
*There are 3 types of content:
*1) Transactional, sales-y content, which does not build trust with buyers;
*2) Educational content, commoditized in categories like financial services or health care, which rewards quality and accuracy;
*3) Thought leadership content, which changes mindsets, influences the audience, and builds trust. It’s unique to you. It shows differentiated value. It’s hard to copy.
*Original insights & research are rewarded by executives, and by search & social media platforms (LinkedIn, SparkToro, Kickstand).
*The clear opportunity to influence and educate buyers is through high-value content that changes mindsets.
*It’s not enough to push your product with a large media budget, and just call it “thought leadership.” Buyers are smart.
*Insights need to be backed by data. The thinking can't be outsourced to AI or a public relations team.
*Thought leadership is a multistage endeavor. The first step is essential, but every step is necessary.
*As detailed in episode, you need:
*1) a clear framework for surfacing unique, nonobvious insights that help your audience get better;
*2) multiple formats that package up insights and make it easy for your audience to consume the insights wherever they are - social media, not on your blog;
*3) a launch plan + an ongoing strategy to deliver the insights over time, not just one press release and you’re done.
*Great thought leadership benefits customers even if they don’t buy from you.
_
Links:
https://dfnstrategy.com/buyerjourney
https://www.edelman.com/expertise/Business-Marketing/2022-b2b-thought-leadership-impact-report
https://meetkickstand.com/wp-content/uploads/2023/11/Kickstand-Content-to-Conversion-EBook.pdf
https://searchengineland.com/what-is-information-gain-seo-why-it-matters-429763
https://sparktoro.com/blog/how-to-measure-hard-to-measure-marketing-channels/
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
_
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Sound by RPS Audio
Hosted on Acast. See acast.com/privacy for more information.
-
Baljeet Singh, a seasoned product executive with experience at Google, Twitter, Livongo Health, and YouTube, shares invaluable insights into product management, monetization strategies, and team building within both consumer and enterprise sectors.
Baljeet emphasizes the importance of context, the power of North Star metrics in aligning organizational efforts, and the role of product values in differentiating offerings. He touches on strategies for avoiding the trap of focusing solely on low-hanging fruit, leveraging frameworks to prioritize impactful initiatives, and the significance of understanding product-market fit as an ongoing process. He also discusses the dynamics between founders and product leaders, advocating for clear vision sharing and the necessity of vulnerability and equanimity in leadership. Concluding with personal career reflections, Baljeet encourages intentional decision-making and leveraging one's unique impact potential in transitions between roles.
Highlights:
00:50 Key Lessons from a Product Executive's Journey
01:12 The Power of Stage, Context, and Adaptation in Leadership
03:19 Embracing Metrics: The North Star for Organizational Alignment
05:00 Product Values: Defining What Your Product Stands For
07:26 The Interplay of Product Values and Market Positioning
09:00 Evolving Metrics and the Importance of Mid-Funnel Focus
13:10 Monetization Strategies: Aligning Product and Business Model
20:23 Product Market Fit: Navigating the Evolving Landscape
24:35 Exploring Product Market Fit and User Retention
25:04 The Twitter Experience: User Growth vs. Retention
25:59 Assessing Product Market Fit Beyond the Surface
26:44 The Dynamics Between Founders and Chief Product Officers
27:44 Strategic Product Leadership and Organizational Growth
32:59 Avoiding the Trap of Low-Hanging Fruit
39:25 Prioritization and Scaling for Impact
43:39 Qualities of an Effective Product Manager
48:25 Insights for CEOs and Senior Executives on Product Excellence
50:37 Final Thoughts on Career Transitions and Impact
_
Where to find Baljeet:
https://www.linkedin.com/in/baljeet-01-singh/
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Sound by RPS Audio
Hosted on Acast. See acast.com/privacy for more information.
-
The most important thing on your list this year should be fixing your pricing & packaging. Here's what to know if you're just getting started.
Key Takeaways:
*Pricing isn’t about price points. It’s not about matching the competition. It’s about validating what customers need, value, and are willing to pay for.
*Benefits of pricing research are: positioning, target customer segments (an actionable segmentation), key messages, product roadmap validation, AND pricing & packaging.
*Some customer segments are worth more than others. It’s absolutely better for your business to focus on high ROI segments vs trying to serve everyone.
*Pricing & packaging (and your positioning) will evolve as you scale. You have to find product-market-pricing fit all over again at each stage of your business and/or as markets change (no one tells you this!), even if you’re a public company.
*At the same time, you have to deliver more value to existing customers to retain them over time. Don’t assume that just because you acquired a customer, you’re done.
*You must kick the tires on a wide range of business models. Don’t just pick usage or flat subscription because it’s popular. Especially if you have multiple target segments. You want to align your value metric with what customers care most about. And that will vary by customer segment.
*Don’t assume your competitors have done the work. You can use pricing to differentiate yourself in a crowded market if you figure out what your best customers value.
*Start pricing work as soon as you can. External validation (a.k.a. customer research) cuts through the noise, and it takes the bias and opinions out of the mix when it comes to pricing (and your business strategy).
*If you only look at contracts, competitors, and short term fixes like AI, you miss all the benefits of taking to your customers and understanding what they are willing to pay for.
*Your contracts are an input into your forward-looking strategy, but they're not canon. Historical data reflects your business and the market over time. And it likely includes all those discounts authorized in a tough quarter, product features no one cares about anymore, etc.
*If your product or services have changed over time, so should your pricing.
*If your product hasn’t changed but the market has, you should fix your product or enhance your offerings.
*What you need to do to implement a successful pricing strategy.
*Key questions to ask and research methodologies you should consider depending on whether or not you’re evaluating a single product vs multiple products or multiple brands.
_
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
_
Where to find Good Revenue:
https://dfnstrategy.com/goodrevenue
Sound by RPS Audio.
Hosted on Acast. See acast.com/privacy for more information.
- Visa fler
