How MySQL solved their Sales & Marketing challenges
An interview with Lesley Young, who was the VP of worldwide Sales for MySQL, and then head of sales for the MySQL division within Oracle. Few products are as well known as the ubiquitous MySQL database. The company behind the …
Building a Sales and Marketing Machine Webinar
Slides and video on “Building a Sales and Marketing Machine”, with a discussion on how to optimize your sales & marketing funnel. Presented as a HubSpot Webinar last week together with Mike Volpe, the VP of Marketing at HubSpot.…
Customer Acquisition: Maximizing your Funnel
This blog post focuses on how B2B companies can optimize their customer acquisition funnels using a customer-centric methodology to analyze and remove blockage points.
Acquiring customers in the B2B world involves using a variety of marketing and sales steps with …
How Sales Complexity Impacts your Startup’s Viability
There is no question that success for the entrepreneur starts with a breakthrough (or at the very least great) product or service. Yet too often, entrepreneurs fall into the “field of dreams” mentality (in the words of Terence Mann, AKA …
Customer Acquisition & Monetization
Presentation describing how Cost of Customer Acquisition (CAC) and Monetization (LTV) are they key elements to get right for a successful business model. Also describes the latest techniques for reducing CAC, including Inbound Marketing, and the author’s own methodology: Building …
Designing Metrics for Success
Great companies are almost always run by great management teams. And great management teams know that the only way to improve a process is to start by measuring it. Good metrics should also be actionable, and drive successful behavior. In …
SolidWorks 3: The best VAR management program in the world?
In my first two entries, found here and here, I talked about things we did at DS SolidWorks between 2003 and 2008 to increase the performance of our Value Added Reseller (VAR) channel. SolidWorks grew from $135M to $400M …
SolidWorks 2: The best VAR management program in the world?
In my last entry, we talked about a series of investments SolidWorks made in expanding and developing our Value Added Reseller (VAR) channel between 2002 and 2008. Now, let’s talk about how we actually pulled this off.
Where to
…SolidWorks: The best VAR management program in the world?
How SolidWorks grew to $400m a year in revenues by helping their VARs become world class business leaders.
SolidWorks was started back in 1993 with the vision of bringing solid modeling for mechanical design to the masses. Before SolidWorks entered …
Startup Killer: the Cost of Customer Acquisition
In the many thousands of articles advising entrepreneurs on what they have to focus on to build successful startups, much has been written about three key factors: team, product and market, with particular focus on the importance of product/market fit. …
How JBoss Rose to the Top
This is part of my series on Building a Sales and Marketing Machine. In this post I provide a case example to describe how one successful company built their Sales & Marketing machine.
JBoss was an Open Source company …
Intro: An Analysis of 5 Business Models
In the past most startups occurred because a new technology had come along that would provide solution to a problem that could not be solved previously. (As an example, an unmet need was the pain of creating and editing documents. …
Get Found using Inbound Marketing
This is part of my series on Building a Sales and Marketing Machine. In this post I provide advice for building your own Inbound Marketing machine- a requirement for most businesses today.
The web has forever changed people’s buying …
Refining the Process
This is part of my series on Building a Sales and Marketing Machine. In this post I offer one approach to help you continuously refine and evolve your sales and marketing machine.
It would be a mistake to think …
Solving Blockage Points
There is more up to date information on this topic here:
https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Within that series, here are the links to the two relevant mini videos in that series:
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