revenue

Revenue as a Lagging Indicator

This post by Paul Graham (Y-Combinator founder) is rich with unique perspective on the really big, 'frighteningly ambitious' startup ideas. I like the way in which he frames them (and they are certainly ambitious) by acknowledging that the biggest ideas are always terrifying, not just because they involve so much work, but because they seem to threaten your very identity ("you wonder if you'd have enough ambition to carry them through").

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The Value of Honesty Impacts Revenue

Guest Post by: Phil Fernandez

Fundamentally I believe that we need to live in a world of facts — a real world where there’s good news and sometimes not so good news. All too often people, particularly in the revenue function, spend time trying to focus on what they wish were true.

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Strategies for B2B Marketing in a Recession, Part 2

The single most popular post of all time on this blog is 7 Strategies for B2B Marketing in a Recession: The Definitive Guide, written almost three years ago in June, 2008. In this post, I asked a few basic questions:

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Data Analytics: ‘Connecting the Dots’ to Spur Outsized Revenue Performance

Guest Post by: Phil Fernandez

It has become an article of faith that information is power. It’s also pretty well accepted that having the ability to effectively and rapidly analyze information can turbo-charge a company’s performance and fundamentally improve corporate value.

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A New Class Is in Session: 7 Lessons Professors Are Not Teaching about B2B Marketing

Guest Post by: Crissy Vetere

With the advancement of Marketing Automation and Revenue Performance Management, B2B marketers are now being taken into a new world of marketing that relies on customer driven, interactive, and cutting-edge practices that your professor probably never mentioned to you in Marketing 101.

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Lessons from a Recovering CMO with Andre Pino of Forrester Research

Guest Post by: Phil Fernandez

I had the pleasure of hearing the keynote Andre Pino, principal analyst for Forrester Research, delivered at our recent Marketo User Summit, coining himself a “Recovering CMO” and giving insight into the changing dynamic for companies trying to achieve top-line growth. Having been in the trenches for a number of years, Pino acknowledges that, until now, marketers didn’t have the tools to monetize their efforts.

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The New Revenue Engine: Drive Predictable Revenue by Managing Your Revenue Machine

Any revenue-focused executive who can’t reliably deliver on his or her revenue commitments will soon be out of a job. Yet according to CSO Insight’s 2010 Sales Performance Optimization study, only 52% of sales reps met quota in 2009, and companies achieved only 78% of their revenue plans. As a result, CEOs and their executive teams at public and private companies faced tough questions from their boards about their ability to deliver consistent, predictable revenue – and more than a few lost their jobs.

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Thought Experiment: What if Facebook, Skype and PayPal Merged?

Many people don’t know that Bostonian William Crapo (Billy) Durant founded General Motors, and if you ever go to the old General Motors Building in Detroit, you will see his initials emblazoned on the coat of arms in the eaves of the building. Durant was the visionary who crashed together the Buick, Oldsmobile, Chevrolet, and Cadillac companies, just to name a few. Due to his financial aggressiveness he controlled but then lost GM twice and it was finally taken over by Alfred Sloan, who built it into the world’s most successful enterprise of its day.
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How Much Money Are Apple and Amazon Making from Selling the iPad and the Kindle?

Getting ready for the iPod coming to an Apple store near you, iTunes TV show downloads is about to happen. Apple will be offering US TV shows for $1 each, as reported by the Financial Times. This coincides with the scheduled release of the iPad sometime in April in an attempt to pull adoption. TV episodes are normally $1.99 for standard-definition and $2.99 for high-definition through iTunes.

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The Net Promoter Score and the value of Promoters

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