Education Technology Organization
Educational Technology Organization THE CHALLENGE Post-merger integration (“PMI”) for the prior acquisitions was unsuccessful, leading to inconsistency in expected business outcomes for the current [...]
Commercial Lighting Factory
Commercial Lighting Factory THE CHALLENGE In its new location, a commercial lighting company wants to continue its double-digit, year-over-year growth for the next three [...]
Navigating the Complexities of Mergers & Acquisitions with Fractional Executives
Mergers and acquisitions (M&A) are complex transactions that involve the combining of two companies. While increasing market share is often cited as a primary reason for M&A activities, these [...]
Medical Center and Healthcare Provider
Medical Center & Healthcare Provider THE CHALLENGE As a reasonably large, siloed organization with multiple constituents, the company had become deeply entrenched in its [...]
Calling Your Content ‘Thought Leadership’ Doesn’t Make It So
Content marketing became a powerful marketing approach over a decade ago, with the maturation of the internet, the commensurate explosion of online content, and the evolution of digital and [...]
Building Brand is Paramount for a Sustainable Marketplace
Building a marketplace brand is no easy feat. Marketplace executives may be tempted to consider whether they or their sellers “own” the relationship with the customer. In truth, neither [...]
Define Your Ideal Customer or Be Magnetic To No One
It’s obvious that knowing your target customer is a critical part of operating and growing any business. Defining your ideal prospect drives all aspects of sales and marketing but [...]
Beat the Heat with Machine Learning to Optimize your Pricing
It is hot everywhere these days. In fact, record breaking temperatures throughout the US and Europe. So, what impact does this have on the supply and more importantly... the [...]
9 Growth Pathways for Two-sided Marketplaces
Every two-sided marketplace starts with a chicken-or-egg question: Do you bring suppliers or buyers to the platform first? The right answer is nearly always to find suppliers first. Suppliers [...]
Uber Is Not in the Transportation Business: Lessons for Marketplace Leaders
Uber is Not a Transportation Company: Lessons for Marketplace Leaders Uber is a technology platform that powers “movement from point A to point B.” Even though it was founded [...]
Annual Planning Process
Mastering the Annual Planning Process Revenue Teams Need a Clear Roadmap for the Coming Year Ah, summertime. At most B2B companies, that means more staff vacation days, (slightly) fewer [...]
UDoTest Case Study
UDoTest OVERVIEW: UDoTest, Inc. is a Boston-based, B2B, at-home lab testing software platform utilized by insurers, employers, consumers and laboratories. The goal of UDoTest [...]
Healthcare System Platform Provider
Healthcare system platform provider OVERVIEW: TechCXO recently worked with a platform, data science and solutions innovator focused on creating a more efficient healthcare system. [...]
Argument for Revenue Operations
A very successful Chief Revenue Officer said this to me about his job: “There are three things that I have to pay attention to: How to generate more leads, [...]
Sales Enablement Rebrand
It’s Time to Rebrand Sales Enablement The business function called Sales Enablement hasn’t been around very long. But because it's still relatively new, is defined differently at nearly every [...]
Binbox Case Study
Binbox OVERVIEW: Binbox, headquartered in metro DC, is the leading provider of IOT-enabled smart-locker solutions for venues - stadiums, arenas, commercial office spaces, schools, [...]
Sales Relationships
Sales Relationships in the Digital Age "Is it possible to create strong, enduring sales relationships in the digital age?" I would argue that relationships are at the core of [...]
Content Marketing Lessons
When blog sites like Blogger started in the late 1990s, creators primarily consisted of individuals sharing their research and opinions in word processing-like format with hyperlinks. Early blogs were [...]
Rev.io Case Study
Rev.io THE CHALLENGE Rev.io is a SaaS recurring revenue and customer management platform. The company sought a partner who understood the strategic and financial [...]
Clearleap Case Study
Clealeap THE CHALLENGE Need for strategic guidance through rapid growth THE SITUATION Clearleap, a video streaming platform company that developed and deployed massively [...]
AZ Partsmaster Case Study
AZ Partsmaster OVERVIEW: AZ Partsmaster is a nationwide maintenance, repair, and operations (MRO) products distributor within the apartment industry. Being in business for over [...]
Referral Marketing
Reduce Customer Acquisition Costs (CAC) with Referral Marketing Too often, CEOs and business owners overlook an obvious opportunity to grow their business. For a company that has turned media buying [...]
RecTech Experience Formula
Creating Deeper Customer Engagement, Brand Loyalty and Profitable Growth in RecTechThese days, we all want to get away. Fundamental changes to the workplace through telecommuting and remote work have had [...]
How to Rescue Sales
How to Rebuild a Sales and Marketing Function in 120 DaysImagine you walk into a situation where the Chief Operating Officer, the Chief Revenue Officer and the entire sales and [...]