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Winning the Fraud and Cybersecurity Race: A Go-to-Market Blueprint for Competitive Edge
Fraud and cybercrime have become a systemic, trillion-dollar drag on the global economy—but the fight to turn the curve is more than a market opportunity.
Over the past few years, I have worked alongside cybersecurity and fraud-management teams in government, banking, and payments, and nothing is more satisfying than seeing a new solution stop a romance scam or prevent a pensioner from losing their life savings.
A CEO’s Guide to Marketing Performance | Measuring Performance (and Underperformance)
Thu, Feb 6, 2025 — Part 3 of A CEO's Guide to Marketing Performance In the marketing world, performance is the difference maker - not experience, expertise, effort, or endurance, just results. This article is about how to address underperformance in the three major measurement components (Market Presence, Brand Strength, and Pipeline Health), and six key performance indicators (reach, share, engagement, loyalty, pipeline, and progression).
Unlocking Business Growth: The Power of USP, Value Proposition, and Positioning
Wed, Jan 15, 2025 — As a CEO, you understand that growth depends on effectively communicating the value of your products and services to your customers. However, our language and strategies to convey that value can often get muddled. That’s where understanding key concepts like Unique Selling Proposition (USP), Value Proposition, and Positioning becomes crucial to driving brand differentiation and customer loyalty. In this post, I’ll break down the differences between these terms and explain how they contribute to the growth of your business.
A Strategic Guide to Double-Digit Revenue Growth
Tue, Jan 14, 2025 — CEOs face intense pressures today to deliver consistent double-digit revenue growth year after year. But with the right strategy focused on business development, sales, and key performance indicators - hitting that 10% annual growth benchmark is achievable. This article provides a blueprint for leaders looking to spur growth. As a result of the current market conditions, a new benchmark has been established: If your company can't show a minimum Compound Annual Growth Rate of 10 percent, you are putting yourself and your company at risk. As never before, revenue growth is the key to a business's health, high corporate valuations – and CEO job security.
A CEO’s Guide to Marketing Performance | Metrics Matter
Thu, Jan 9, 2025 — Part 2 of A CEO's Guide to Marketing Performance Metrics matter now more than ever. As a six-time CMO over a 16-year career, I’ve tracked dozens (actually hundreds) of metrics and found that many measures are ultimately meaningless or only matter to marketers.
Is Your 2025 Sales Strategy Built to Adapt?
Tue, Jan 7, 2025 — In today's changing business environment, agility isn't just an advantage—it's essential for survival. According to McKinsey's 2023 B2B Sales Pulse Survey, 71% of sales leaders say market unpredictability is their biggest challenge, and 65% report struggling to adapt their plans quickly enough to keep pace with change. Yet 65% of sales leaders report they can't adapt their plans fast enough to keep pace with rapid change.
Unifying Revenue Teams: How a Fractional CRO Drives Cross-Functional Success
Tue, Dec 17, 2024 — For mid-market CEOs navigating growth, aligning sales, marketing, and customer success can feel like herding cats. As these teams expand, they often develop siloed processes that hinder efficiency and impact the bottom line. A fractional chief revenue officer (CRO) offers a cost-effective solution to this challenge, bringing executive-level expertise to unite revenue functions without the full-time price tag.
A CEO’s Guide to Marketing Performance
Thu, Dec 12, 2024 — B2B marketing is broken. The root of the issue lies in a need for more understanding of the complex nature of marketing. Marketing involves navigating a multi-dimensional equation to guide prospects from unawareness to consideration and purchase, a complex, non-linear journey with varying durations. Yet, stakeholders often seek results based on simplified, discrete metrics like “Just get me a 5x pipeline!”
Eight Steps to Increase Revenue from Your Existing Customers
Wed, Dec 11, 2024 — There are two ways to grow your business. The first is by acquiring new customers. The second is retaining your current customers and increasing their ongoing revenue stream. Many companies focus their strategic marketing initiatives on finding new markets, new customers, and new applications for their current product offerings. While this focus is essential, many companies lose sight of their best growth opportunities … their current customers. Current customers allow you to grow your revenue without the increased costs associated with new client acquisition activities.
Five Key Signals CEOs Need a Fractional CRO: Accelerating Growth for Mid-Market Companies, Part 2
Wed, Dec 11, 2024 — Our previous blog explored five key signals indicating when mid-market CEOs should consider hiring a fractional chief revenue officer (CRO). These signals included stagnant growth, entering new markets, preparing for funding rounds, misalignment across revenue functions, and scaling beyond founder-led sales. Let's delve into two additional critical scenarios where a fractional CRO can provide invaluable expertise and support.