60 Posts found for Source: Medium

[Mike Maples] spent many years watching people fight to move expenses to other teams, claim revenue for their own team, or even fight against the price of shared corporate services. This “allocation” dynamic is extreme “finance gymnastics” that grows exponentially complex as the business cross-dependencies grow. Ultimately the meaning of P&Ls derived from allocations becomes the undoing of most rational thought in an organization — hiring, investing, … [ Read more ]

Content: Quotation | Author: Steven Sinofsky | Source: Medium | Subjects: Accounting, Finance, Management, Organizational Behavior

Going back to the history of accounting, a P&L is a tool used by executives to inform decisions around resource and capital allocation, pricing, etc. In a large organization, it is very difficult to assign revenue and costs to a specific unit within a company and even more difficult to offer true span of control or accountability to a unit leader. The creation of P&Ls … [ Read more ]

Content: Quotation | Author: Steven Sinofsky | Source: Medium | Subjects: Accounting, Finance, Management, Organizational Behavior

By far the biggest failure risk of a unit org is that the unit is created to solve a problem rather than create a business. While problems deserve attention, the unit structure implies much more than a technology or GTM problem but a focus on all 4 P’s of bringing something to market. Invariably, a unit that is a problem will struggle to “define itself” … [ Read more ]

Content: Quotation | Author: Steven Sinofsky | Source: Medium | Subjects: Management, Organizational Behavior

If the organization feels that to get something done right/well requires a manager to force people to do so, then the problems are much larger than can be solved by the org structure.

Content: Quotation | Author: Steven Sinofsky | Source: Medium | Subjects: Management, Organizational Behavior

Customer Success is when your customer achieves their Desired Outcome through their interactions with your company, which means Desired Outcome is foundational to Customer Success. And Desired Outcome has two parts — Required Outcome (RO) and Appropriate Experience (AX). If you focus only on the RO, customers will churn even if they get their RO because the AX wasn’t there. Without AX, you’re not doing Customer Success. … [ Read more ]

Content: Quotation | Author: Lincoln Murphy | Source: Medium | Subject: Customer Related

To put it simply, both product and strategy aim to fulfill a company’s why.
Product begins with the what.
Strategy begins with the how.

Content: Quotation | Author: Julia Mitelman | Source: Medium | Subjects: General, Strategy

Companies with sophisticated HR practices such as Google use […] a “combination of structured interviews with assessments of cognitive ability, conscientiousness and leadership.” At Google, their interview questions are build around four pillars: “general cognitive ability, leadership, googleyness and role-related knowledge”

Content: Quotation | Authors: Laszlo Bock, Willy Braun | Source: Medium | Subject: Human Resources

Not including ‘activated user’ and ‘active customer’ stages is one of the most common mistakes companies make when designing a customer lifecycle. Tracking activation rate helps you improve product onboarding and first experience; while tracking DAU [daily active usage] rate helps you track consistency of value delivering to your customers.

Content: Quotation | Author: Myk Pono | Source: Medium | Subjects: Customer Related, Marketing / Sales

It’s important to remember that content is a key weapon in the company’s arsenal when it comes to attracting, engaging, converting, and retaining customers. Content is used to educate prospects about their challenges, possible solutions, and how your product solves them. It’s also used to show how your solution is different from your competitor’s. Once customers signs up, it’s important to use content to quickly … [ Read more ]

Content: Quotation | Author: Myk Pono | Source: Medium | Subjects: Customer Related, Marketing / Sales

Not tracking user activation during the initial signup or a free trial is one of the most common mistakes SaaS companies make. They are focused vastly on getting customers into the product that first interaction with the product becomes an afterthought. Tremendous resources are spent to get prospects in and even more resources should be allocated to designing the first experience and getting prospects to … [ Read more ]

Content: Quotation | Author: Myk Pono | Source: Medium | Subjects: Customer Related, Marketing / Sales

In theory, every visitor is a potential customer (not really). […] A visitor becomes a prospect once they convert on a website. A prospect is a potential customer who has expressed interest in the pains, solutions, products, or materials related to your company. The contacts on a list that your marketing team might buy from a third party are not prospects since they haven’t actively … [ Read more ]

Content: Quotation | Author: Myk Pono | Source: Medium | Subjects: Customer Related, Marketing / Sales

The higher the number of inbound leads, the more significant lead scoring and prioritization becomes. Otherwise, your team will run the risk of spending time with leads that aren’t as valuable, or missing out on really great opportunities that are buried in a pile of not very valuable leads.

Content: Quotation | Author: Myk Pono | Source: Medium | Subject: Marketing / Sales

In his book The Sales Acceleration Formula, Mark Roberge points out that leads, both inbound and outbound, can be analyzed from the perspectives of fit and pain. The difference between outbound sales and inbound sales approaches is that the first follows the pattern of finding a good fit and then identifying pain, where an inbound sales approach attracts leads that have a certain pain and … [ Read more ]

Content: Quotation | Authors: Mark Roberge, Myk Pono | Source: Medium | Subject: Marketing / Sales

How the people behind the roles that shape your world think.

Editor’s Note: I fail to see the need for this distinction or the need (or even the desire) to separate how and what, but I still found the article to be an interesting read.

Content: Article | Author: Julia Mitelman | Source: Medium | Subjects: Management, Market/Investment, Strategy

What concerns me is the tendency to marginalize people who disagree with you at meetings. There’s too much intolerance for challenge. As a leader, you can say the right things — for instance, everybody should share their opinions. But people are too smart to do that, because it’s risky. So when people raise an idea that doesn’t make sense to you as a leader, rather than ask … [ Read more ]

Content: Quotation | Author: Gary Klein | Source: Medium | Subjects: Communication, Leadership, Management, Organizational Behavior, Teamwork

You shouldn’t be CEO if you say ‘I only work with people smarter than me’ and you do not truly mean it. That being said, and this part is often not said enough, you should be smarter than everyone else on your team in one thing. It does not matter what it is, as long as it enables you to inspire the people who commit … [ Read more ]

Content: Quotation | Author: Seyi Fabode | Source: Medium | Subjects: Corporate Governance, Leadership, Management

This guide attempts to describe how companies design lead nurturing campaigns and how lead scoring can help prioritize leads and improve conversions, as well as how lead nurturing strategy affects the creation of drip email campaigns. The primary goal of this article is to help you design or improve your current lead nurturing strategy. But the ultimate goal is to provide marketers and founders with … [ Read more ]

Content: Article | Author: Myk Pono | Source: Medium | Subject: Marketing / Sales

Tools are often successful because of the culture that implemented the tool, not because of the culture the tool created. […] The key to introducing a new tool is looking at what is being abandoned in tools and processes, not what is being added.

Content: Quotation | Author: Steven Sinofsky | Source: Medium | Subjects: Culture, Management

If you want to understand the future, just look at what rich people do today.

Content: Quotation | Author: Hal R. Varian | Source: Medium | Subjects: Future, Innovation, Management, Market Research

Despite the fact that most organizations know that their long term advantage resides in their people, most companies don’t think critically about how to increase employee retention.

In this post, I’ll argue that the core reason people don’t think about employee retention seriously enough is because they don’t know how to measure the impact. I’ll then share some frameworks for how you might associate dollar values … [ Read more ]

Content: Article | Author: Jack Altman | Source: Medium | Subject: Human Resources