Disruptive by Design
Why is Dr. Clayton Christensen’s Disruptive Innovation Theory Important for Your Business? Disruption Innovation Theory is about growth and creation of shareholder value. It generates viral growth, often 20 times [...]
Open APIs light a FHIR under interoperability
With a certification deadline looming, EHR vendors and healthcare providers should look to 3rd-party applications that meet the promise of secure and effective data-sharing By the end of April, only [...]
Scale Up – Optimizing for Growth
Founders flounder, as the saying goes, and scaling up is much harder than starting up. At TechCXO, we've worked with hundreds of startups and see ample evidence to support these [...]
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 extensive experience as CFOs, TechCXO’s Finance partners can review [...]
Disruption Response – Short and Mid-Term
TechCXO Disruption Response Resources Management teams don't need to "lock up", no matter the severity of business disruption or the ensuing uncertainty. You can focus your teams around short-, [...]
The Data Business within Your Business
Unlocking Data with Care There's a business sitting inside your business... a treasure trove of data that may be even more valuable than your core business.... if you know how [...]
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 [...]
Avoiding the 29% Club – Part 2: The Hunt for Deciders
71% or 29% Club? You are a member if you are a hunter. Farmer, gatherer, inside sales, probably not. As you know, hunting has become a study in forensic [...]
Avoiding the 29% Club – Part 1: The Ability to Engage
It has been researched to the fifteenth decimal point. Millions of dollars have been budgeted trying to figure it out. In this age of all things digital, it is a [...]
Thoughts and Takeways from SaaStr 2019
For a second straight year, I attended the annual SaaStr conference in the Bay Area. SaaStr is a community of thousands of people - Founder CEOs, VC & PE investors, [...]
SaaS Company’s Journey to Relevance
Recently, I attended the annual SaaStr conference where thousands of people in the SaaS community - Founder CEOs, VC & PE investors, operators and service providers of all stripes – [...]
Reprioritizing Strategic Accounts
Strategic Accounts: With all the focus on inside sales, are we overlooking the live elephants in the room? According to a recent CSO Insights Study, most companies have no formal approach for [...]
Do we even need outside sales reps today?
Outside account executives are an expensive proposition whose statistical effectiveness is falling. Many CEOs and CFOs I speak with are frustrated with the results, and they resent the costs associated [...]
AI for Marketers – 3 Critical Questions
AI... Artificial Intelligence may have a greater impact on business, communication and interaction than social media has today, according to Marketing Expert Jeffrey Whitney. We ask him three critical [...]
AI Briefer for Marketers
Like my peers, as a longtime CMO, I’ve learned to deal with rapid technology change. But, each new technology can create fear, uncertainty and doubt until we understand it better. [...]
High Cost of Sales 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 it quickly becomes, particularly for how attrition insidiously affects annual sales plans [...]
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 [...]
Interim CSO
The voluntary or involuntary loss of a head of sales can be one of the most disruptive events for any company, particularly a startup. Revenue plans for the quarter and [...]
How to Keep the Payroll Toothpaste in the Tube
One of my colleagues who is a long-time CFO relayed a rule he had in his companies about people who see payroll data. Which is: you cannot get another job [...]
Board Financials
What to include (and leave out) in Board financials Many a post has been written about rules of thumb for holding effective Board meetings. People should be present, meaning actually [...]
What’s in a name? It depends what you put into it
We all understand the risk of Bill Lemon opening up a used car dealership under his name or Messrs. Dewey, Cheatum, and Howe launching their own law firm. Given [...]
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 [...]