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.
April 13, 2020 · 9 min read
In a previous article we defined the objectives, activities and timeline of a typical digital transformation program for a B2B middle market company. Here we'll develop the program investment case and discuss its risks and rewards profile. Typically the investment case for a bold outbound prospecting program is very compelling with a significant positive impact on the company's equity value when successful and no significant negative impact on its net financial position even in the worst case.
April 10, 2020 · 7 min read
Having a clear, pragmatic, and well-articulated investment case for a planned digital transformation program is a key prerequisite for busy senior executives that want to quickly move from consideration to action. Here we start discussing a reference case for a B2B middle market company that can be a useful template for companies preparing for their digital journey.
April 2, 2020 · 6 min read
Following the rise of the Covid-19 pandemic and the resulting enormous economic dislocations, the last three weeks have been a horrible and shocking time both here in NYC and the USA, and in many other countries around the world. Searching for some comfort, hope, and inspiration I found myself turning again and again to South Korea and what its people have been able to achieve in the recent weeks and the previous fifty years. This post is my way to share a little message of hope and to say thank you for your inspiration to a group of people and friends I respect and admire foundly.
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.