Category: blog posts

Season’s Greetings from TechCXO New York

 Seasons Greetings from TechCXO NY, and an update from the team: Ted Stone, Ron Giaquinto, Adam Bryan, Jim Cornehlsen, Pamela Dunaway, Bob Morrison, Tom Morton, Bob Young, ...

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Owning Your Prospect’s Buying Priorities

If you’re better than your direct competitors, then you must be closing deals, right?  If not, then perhaps you haven’t considered ALL of your competition.  You’re not ju...

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Term Sheets Briefer

Congratulations.  You’ve made a compelling case for your company to receive funding, investors are interested, they’ve done a couple of rounds of due diligence and probably ...

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Outgrown Your Accounting System?

New cloud-based accounting systems, such as NetSuite, offer much more functionality, flexibility, and interactivity than traditional accounting systems. Based on their extensi...

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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 of th...

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High Cost of Sales Attrition

The High Cost of Sales Force Attrition: And What to Do About It Sales force attrition ranks among the top concerns for Chief Sales Officers because of the two-headed mon...

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8 Guidelines for International Expansion

You have a pretty good business and things are growing nicely. If you have a Board or some advisors or even a relative living abroad, then someone has said to you that your busin...

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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,...

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Term Sheets

Congratulations.  You’ve made a compelling case for your company to receive funding, investors are interested, they’ve done a couple of rounds of due diligence and pro...

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Dealing with Your Audit Committee

To have your best audit season ever, you will want your dealings with the Audit Committee to be rock solid.  This will save you time and money and demonstrate your professional...

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Cost of Sales Attrition – Part 1

The High Cost of Sales Force Attrition: And What to Do About It Sales force attrition ranks among the top concerns for Chief Sales Officers because of the two-headed monster i...

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Managing Capital Intensive Startups

All startups have challenges but those early stage companies in industries that require more up-front capital – without any internal cash flow to draw from -- have unique issue...

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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 inten...

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