Precise pricing powers profit. In Microeconomics 101, you learn that companies should price to maximize the area under the demand curve: Demand curves should be estimated by segment. For a SaaS product, the x-axis (“Price per Unit”) becomes “Price per Package,” with Package indicating the average package for the segment (made up of a defined quantity tier). The y-axis (“Number of Units”) becomes “Number of Customers,” like this: Estimating theRead more
Your product exists to meet a true market need, and by doing so, to drive revenue. As such, it is a key component in the revenue engine — one of the main building blocks of the Mission / Strategy foundation layer. Since your product is the central source of customer value, your product roadmap is an essential tool in optimizing revenue growth. Your roadmap prioritizes the projects you believeRead more
Tom Mohr, Founder and CEO of CEO Quest, presents a research-backed, best practice methodology to ensure powerful value propositions and stand-out competitor positioning for optimal, sustained growth and successful scaling in your tech startup. Guests Mark Brewer, CEO of Lightbend, and Ashish Thusoo, CEO of Qubole, share their experience with creating unique value propositions and competitive positioning based on the wants & needs of distinct ideal customer profiles. ThisRead more
Tom Mohr, Founder and CEO of CEO Quest, presents a research-backed, best practice methodology for a practical, intelligent brand identity process that ensures traction and scalability in your tech startup. Guest David Kopp, CEO of Healthline Media, shares the company’s brand identity document and his experience creating brand assets that communicate to Healthline Media’s top customer profiles. This webinar covers material from Chapter 7: Brand Identity in Scaling theRead more
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
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.
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
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
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.
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