Intelligent Growth

Ideal Customer Profiles (ICPs) and Buyer Personas offer strategic value in the planning and execution of marketing strategies, sales activities, and customer engagement. Although commonly understood, strategic priorities to focus on limited resources, improve product development, enhance messaging and positioning, accelerate sales, and amplify customer retention are often missed opportunities in many organizations. Furthermore, Ide...

Tech bloat refers to the excessive and often unnecessary accumulation of technology assets, software, tools, or features in an organization. It can lead to inefficiencies, increased costs and can be detrimental to productivity. Yet, it’s omnipresent in every organization we meet. Good people with good intentions add point solutions gradually over time, facilitated by several factors such as decentralized decision-making, rapid tech...

How do some organizations struggle, reduce staff, and cut everything from training and development to travel, entertainment, and marketing amid continued uncertainty, and others seem to thrive? What sets one group of revenue leaders (marketing, sales, and customer success) in their alignment, support of one another, and a seamless handoff between their motions to delight customers apart from their peers? How does a 35-year-old star...

Ask many leaders, and they'll attest that their organization is often data-rich and actionable insight-poor. Rank and file often complain about the lack of transparency or shared insights from the available data within a function or across the entire organization.
Data storytelling combines the statistical rigor of data analytics with the narrative engagement of storytelling. It is critical in making data understandable, ac...

The continued market uncertainties are creating a slew of challenges and opportunities for many leaders and their organizations. Based on our survey of global clients, the good news is that an estimated 48 percent are hitting their revised revenue goals for the year. 22 percent of this group is actually outpacing their ’22 targets, predominately in industrial manufacturing and financial services. Unfortunately, the bad news is that...

What are the critical differences between an enterprise revenue operations (RevOps) environment vs. hyper-growth or even mid-market companies? Beyond BU complexities, independent agendas, and an overcomplicated tech stack, a solid foundation is often missing. So, what’s the answer? “Let’s hire a VP of Ops” who is often charged with parting the sea! This incredibly elusive role comprised of a multitude of demanding technical skills,...

What do the sympathetic and the parasympathetic nervous systems, the neural network of an organization, vulnerability as the currency of trust, the YMCA Effect, and the hyper linear scale of economic activity and connections have in common? They're the topic of the next Intelligent Growth on the Neuroscience of Relationships and Physical Proximity with Clark Dean, Executive Managing Director, Partner, and Board Member at Transw...

Our team has analyzed over 200 Revenue Operations (RevOps) job descriptions on LinkedIn. From hands-on, highly tactical requests for help (think Hubspot Admin) to what should ideally be a strategic role such as a Director or VP of RevOps, most outline a traditional job description. RevOps proficiency exists at the intersection of strategically understanding the business outcomes, combined with marketing, sales, and customer success...

M&A, although appealing in its inorganic accelerant of enterprise growth, involves potentially significant digital and relational pitfalls.

From platform and ecosystem integrations to data consolidation and maturity elevation, systems and cultural compatibilities, cybersecurity and trust risks, competency and capabilities gaps, legacy vs. forward digital and relationship opportunities, business continuity, and regulatory c...

In the post-pandemic world, micro-events have emerged as a dynamic and effective tool to engage and influence your audience, foster meaningful connections, and propel your business forward. By offering a range of smaller experiences, from virtual gatherings and targeted workshops to interactive webinars, every team has an immense potential to enhance their brand awareness, increase customer loyalty, and skyrocket conversion rates. ...

Investing in repeatability drives operational efficiency, scalability, and consistency for long-term business outcomes. By establishing standardized and efficient processes, organizations can streamline operations, improve productivity, and consistently deliver high-quality results, gaining a competitive edge in the market. These are foundational to every digital transformation effort. They're also invaluable in further nurturi...

Mergers and Acquisitions (M&A) represent a significant strategy for growth and diversification for many companies, though the outcomes can be both positive and negative based on how the process is managed. From strategic fit and cultural integration, including retention of key talent, to post-merger integration, communication, technology integration and lasting change management, the journey is fraught with risk.

This risk is g...

Effective ecosystem strategies can deliver valuable near-term benefits as well as generate long-term growth and resilience. Leaders are finding significant opportunities to outperform their competitive peers, using this countercyclical strategy to combat continued uncertainties and disruptions and lower risk to fuel growth. The key is to create an interconnected set of services to fulfill a variety of needs in a highly integrated e...

Ask most CROs who'll tell you that sales coaching is a cultural differentiator. It's a dynamic approach that empowers sales leaders to become the best version of themselves and to develop and guide their teams to greater performance, execution, and results. When you create a culture of sales coaching, leaders foster continuous learning, skills development, and motivation among their revenue professionals - relevant in every...

Generative AI holds significant potential and promises to transform various aspects of how organizations engage their current and prospective relationships. From visual content creation to personalized marketing, predictive analysis, dramatically improved customer interactions, product development, and A/B Testing, every marketing and sales leader now has the playing field leveled to think and lead differently.
Yet, many organiz...

Revenue Operations (RevOps) is designed to break down silos between sales, marketing, and customer success teams, aligning them to drive intelligent and profitable growth. This holistic approach ensures smoother processes, efficient collaboration, and greater visibility across the revenue-generating units of the business.

So, where should RevOps be structured within the organization? Who and what capabilities should encompass the R...

A fundamental difference exists between an entire market you can market, sell, and service, and those relationships are highly relevant to the appropriate need, willingness, and ability to pay for your product, service, or solution.
Total Addressable Market (TAM) and Total Relevant Market, also known as Serviceable Available Market (SAM), are two distinct concepts used in business planning, particularly for estimating market pot...

If you had a chance to catch the most recent mini-series on the challenges facing CMOs, CROs, and CCOs, you quickly realize two fundamental facts:
1. The strategic relationship between marketing, sales, and customer success leaders and their teams (not to mention with higher-ups in the org) has never been more critical.
2. A set of highly credible, believable joint metrics across the three functions as the connective tissue c...

Customer centricity is a business strategy that puts the customer at the center of all activities and decision-making processes. It is a strategy focusing on understanding the customer's needs, preferences, and behaviors and using this information to design products, services, and experiences that meet or exceed their expectations. So, whose job is it to be that influencer of common tools/approaches, set of standards for the or...