July 24, 2020 · 29 min read
B2B companies with a compelling value proposition operating in markets that have from a few thousands to a few hundred thousands potential customers should embrace account-based outbound prospecting to accelerate organic growth. Introducing a case study from the flexible packaging industry, in previous articles we discussed what is outbound prospecting and why it's important, and how to develop an investment case for an outbound prospecting program. In this article we discuss how to setup and launch an outbound prospecting program in about 12 to 16 weeks.
July 6, 2020 · 32 min read
B2B companies with a compelling value proposition in a market including from a few thousands to a few hundred thousands prospect accounts should embrace account-based outbound prospecting to strenghten their sales process and accelerate organic revenue growth. Referencing a case study from the flexible packaging industry this article outlines how to develop an investment case for B2B outbound prospecting to validate the significant upside potential and understand how to manage the downside financial risk.
June 22, 2020 · 8 min read
Accelerating organic revenue growth is an important operating challenge for many B2B companies in both normal and difficult times. B2B companies with a compelling value proposition in a market with a fragmented demand could leverage outbound prospecting to improve the sales process and capture an additional 8% to 12% in cumulative organic revenue growth over a 4 year period. That would produce an increase in equity value of at least 20% to 35%. Sometimes the upside potential could be even higher. This article outlines the basics of outbound prospecting and introduces a case study from the flexible packaging industry.
March 16, 2020 · 2 min read
According to leaders in the executive recruiting industry, demand for chief digital officers is currently far greater than supply. Also, there are many different ways in which the role is defined and setup at different companies often generating confusion and in some cases suboptimal results. To foster success, CEOs and Board members embarking in a new digital transformation journey should carefully consider how to define the right profile, setup the role, and structure compensation for their new digital transformation officer.
February 24, 2020 · 5 min read
To successfully execute a digital transformation program at greater speed and with less organizational pain, CEOs and top management teams should partner with an interim digital transformation officer that will lead the design and implementation of a time-boxed program, ensuring alignment with the company vision and strategy and accountability for the resulting value creation.