Thought leadership on the art of company building

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[Webinar] Scaling the Revenue Engine — Chapters 5 & 6: Value Proposition and Competitive Positioning

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

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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 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

Revenue Engine Chapter 1

[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 3 :  Mission, Vision, Values

Mission mobilizes. Vision visualizes. Values vitalize. Mission, vision, and values are the big three. They inform your market focus — the customers you seek, and those you don’t. They paint a picture of the world you hope to create. They stipulate the agreed upon norms. If these bold proclamations are to be respected, every person in your company will hold every leader in your company accountable. Yes, your topRead more

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Scaling the Revenue Engine — Chapter 2: Revenue Engine Maturity Model

Mature or not mature? That is the question. As a tech company CEO, caught in the throes of crisis de jour, it’s often hard to devote any time to a thoughtful, sequential build-out of the revenue engine. You just need more sales now: nothing else matters. But smart tech startup CEOs figure out how to progress steadily through clearly defined stages of maturity while simultaneously delivering the day-to-day unit sales,Read more

Revenue Engine Chapter 1

Scaling the Revenue Engine — Chapter 1: Revenue Engine Overview

Chapter 1: The Revenue Engine Overview Webinar by Tom Mohr and Bill Portelli on 12/9/2016 Only 0.14 percent of the 60,000 software companies that received funding in the past decade have become unicorns (companies worth $1 billion or more) [1]. Thirty percent of these lost their entire invested capital, and 70 percent failed to achieve projected ROI (in other words, they had an unsuccessful exit) [2]. An article publishedRead more