“How should we grow sales and mature our sales processes?” The Challenge: Scaling Beyond Founder-Led Sales A fast-growing SaaS startup specializing in innovation portfolio management had built early success through founder-led sales. However, as the company grew, leadership recognized the need for a structured, repeatable sales process to drive sustainable growth — but they didn’t…
Read More
“How do we reach customers thru new channels and increase sales velocity?” The Challenge: Unlocking New Sales Channels Without Disruption A global technology company’s VP of eCommerce & Strategy managed a billion-dollar business selling hardware and software products through company-owned distribution channels. The company needed a way to expand reach into new channels while protecting…
Read More
“How do we take advantage of AI/ML to radically reduce our costs?” The Challenge: Shifting from Cost Center to Profit Center A 9,000-person global engineering organization faced a critical challenge: how to fully embrace an AI-first world while driving efficiency and reducing operational costs. Increasingly viewed as a cost center, the organization needed a clear…
Read More
“How do I grow sales in emerging markets?” The Challenge: Driving Growth in Complex, Underserved Markets A global technology company faced significant hurdles in expanding sales across emerging markets. Distribution channels were fragmented, incentives were misaligned, and frontline sales teams lacked the tools to maximize impact. The company’s General Manager needed a scalable, data-driven strategy…
Read More
“How do I build leadership infrastructure to attain audacious revenue goals?” The Challenge: Creating Organizational Discipline to Enable Scalable Growth A multi-billion-dollar division of a global SaaS company was facing operational misalignment and lack of clear prioritization, making it difficult to execute against ambitious revenue targets. The newly appointed Chief Marketing Officer (CMO) needed a…
Read More
Be strategic and approach your career just as you would approach your business. A crucial step of career planning is knowing where you want to go and developing a plan of action to get you there. We have seen incredible value through our career planning intensives. These intensives yield a clear-eyes assessment of where an…
Read More
Tl;dr — Building dynamic OKRs allows your team to respond to change while remaining rooted in collective priorities. We previously discussed how your team’s ability to triage fire drills directly impacts the success of your prioritization and goal planning. Having mechanisms in place to allow your team to triage and prioritize fire drills is foundational.…
Read More
Tl;dr — Your team’s ability to triage fire drills from stakeholders directly impacts the success of your prioritization and goal planning. Business today is fast & complex. That might be the understatement of the decade — technological innovation, fast-paced competition, the need to manage paradoxical strategies, increased unpredictability of outcomes, globalization, the growing interdependence between…
Read More
Talk about operational excellence seems to be everywhere. The concept shows up frequently from ambitious goals in OKRs to quick LinkedIn posts. It’s so prevalent in talks about transformation and growth, that the meaning has been diluted and abstracted — so much so, that it’s difficult to develop specific plans to reach operational excellence. Never…
Read More