Thought leadership on the art of company building

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Scaling the Revenue Engine — Chapter 7: Brand Identity

 You are whom you can credibly claim to be. Brand identity is the comprehensive expression of your aspirational self-image. Built upon the foundations of smart segmentation, distinctive value proposition, and clear competitive positioning, it is the final step in brand development. It’s important to remember that your brand’s value ultimately depends on just one thing: the meaning attached to it by the buyers and users in your target market.Read more

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[Webinar] Scaling the Revenue Engine — Chapter 4: Customer Segmentation

Tom Mohr, Founder and CEO of CEO Quest, presents a research-backed, best practice methodology to smart customer segmentation for optimal, sustained growth and successful scaling in your tech startup. Guest Tien Tzuo, CEO of Zuora, shares the story of Zuora’s customer segmentation strategy and hard-won tips on what really drives revenue. This webinar covers material from Chapter 4: Customer Segmentation in Scaling the Revenue Engine, by Tom Mohr.

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[Webinar] Scaling the Revenue Engine — Chapter 3: Mission, Vision, and Values

Tom Mohr, Founder and CEO of CEO Quest, presents a research-backed, best practice approach to crafting mission, vision, and values statements that set the foundations of company culture and successful scaling in your tech startup. Guest David Kopp, CEO of Healthline Media, shares how mission, vision, and values work drove behaviors that directly impacted high growth in 2016. This webinar covers material from Chapter 3: Vision, Mission and Values in ScalingRead more

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[Webinar] Scaling the Revenue Engine — Chapter 2: Revenue Engine Maturity Model

Tom Mohr, Founder and CEO of CEO Quest, presents a research-backed, best practice assessment tool to identify and prioritize revenue engine projects leading to accelerated revenue growth and smart scaling in your tech business. Guest Chris Aker, VP of Global Sales at Eventbrite, shares his experience with the assessment tool and hard-won tips for successful scaling. This webinar covers material from Chapter 2: Revenue Engine Maturity Model in ScalingRead more

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[Webinar] Scaling the Revenue Engine — Chapter 1: The Revenue Engine Overview

Tom Mohr, Founder and CEO of CEO Quest, presents an overview of his research-backed, best practice framework and methods for tech startup company design to accelerate growth and successfully scale your business. This webinar covers material from Chapter 1: Revenue Engine Overview in Scaling the Revenue Engine, by Tom Mohr.

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Scaling the Revenue Engine — Chapter 6: Competitive Positioning

Proper positioning packs punch and parts the pack. Competitive positioning is a bold, defensible claim. You start with the market and top priority segments you serve. You consider the competitive dynamic. You evaluate major trends. You glean your essential value as captured in your Value Proposition, Chapter 5 of Scaling the Revenue Engine. Using all of these (the market, competitor positions, trends, and your key value attributes), you createRead more