Good Revenue

Kristy Friedrichs is Chief Operating Officer at New Relic, and was formerly their Chief People Officer after a 15-year career at Bain & Company.In this episode of Good Revenue, host Neeta Bidwai and Kristy cover:Embedding empathy in leadership, improving organizational communication, and maintaining a healthy company culture during turbulent times, like the COVID-19 pandemic.Effective influence, profitability, and sustainable revenue growth with guest Kristy Friedrichs, Chief Operating Officer at New Relic.The importance of taking on challenges without feeling fully prepared, using first principles thinking, and fostering strong organizational culture and leadership dynamics.Key topics discussed include navigating business model transformations, especially shifting to consumption and platform-based pricing at New Relic, managing the transition from a founder-led to a professional CEO-led company, and driving organizational change.Working with HR and finance for scaling, understanding priorities during transformations, and maintaining healthy leadership dynamics to prevent toxic environments.Organizational culture, particularly the balance between written and unwritten rules,along with strategies for restoring trust after breaches.Advice for CEOs on practicing empathy, communicating effectively, and maintaining performance accountability to drive high performance in companies._Where to find Kristy:https://www.linkedin.com/in/kristy-friedrichs-mcbride-6590a127/Where to find Neeta:https://www.linkedin.com/in/neetabidwai/Where to find Good Revenue:https://goodrevenue.io/goodrevenuehttps://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ_Highlights00:00 Introduction to Good Revenue00:19 Meet Kristy Friedrichs: Career Journey01:28 Navigating Challenges and Surprises04:36 COVID-19: Leadership During Crisis08:15 Driving Organizational Change15:03 Transitioning from Founder to CEO18:12 Partnering with HR for Success22:04 Fostering Healthy Leadership Dynamics24:40 Defining and Repairing Company Culture28:15 Empathy and Trust in Leadership30:09 Strategic Decision Making in Tough Times35:18 Final Thoughts and Advice for Executives_Referenced:Bain & Company: https://www.bain.com/New Relic: https://newrelic.com/👇 SUBSCRIBE FOR SHARP INSIGHTS 🔔YouTube: https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQSpotify: https://open.spotify.com/show/44me6PABSQ0k0GfphM70auApple: https://podcasts.apple.com/us/podcast/good-revenue/id1707461473Web: https://goodrevenue.io/goodrevenueFollow Neeta: https://www.linkedin.com/in/neetabidwai/ Hosted on Acast. See acast.com/privacy for more information.

Host Neeta Bidwai explores the intricacies of Product-Led Growth (PLG), providing a comprehensive guide for tech and SaaS companies aiming to implement or enhance their PLG strategies. Neeta distinguishes between starting from scratch with a self-serve or freemium motion and adding it to an existing sales-led motion.In this episode of Good Revenue, we cover:• Why it’s easier to start with PLG, and why you have to still plan ahead for marketing and sales, no matter how good your product is• Mapping the business model across all four go-to-market functions: Product, Marketing, Sales, and Customer Success for success• Why you shouldn’t optimize for signups alone, and why unified go-to-market goals and data sharing need to be built into your strategy from the start• Designing price, product, and GTM for the unique needs, value, and WTP of each segment you want to acquire and retain• The evolving role of sales teams in a PLG model: you’ll lose pipeline, you may have too many reps, you may need to change the role of SDRs• The potential challenges when transitioning from a sales-led to a PLG model and offers solutions to mitigate them: even though you have Sales, you should never assume customers actually want to talk to someone unless they ask The episode is packed with practical advice and real-world examples, making it a valuable resource for those looking to drive sustainable revenue growth._Where to find Neeta:https://www.linkedin.com/in/neetabidwai/Where to find Good Revenue:https://goodrevenue.io/goodrevenuehttps://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ_Highlights:00:00 Introduction to Good Revenue00:21 Deep Dive into Product-Led Growth (PLG)00:56 Starting from Scratch with PLG01:07 Marketing and Sales Planning for PLG02:25 Importance of Brand and Marketing in PLG05:24 Unified Go-to-Market Goals06:51 Data Sharing and Communication in PLG09:59 Enterprise Segment Considerations11:05 Sales Team Dynamics in PLG13:03 Lead Management and Customer Conversion15:13 Adding PLG to a Sales-Led Model23:16 Conclusion and Next Steps_Sound by RPS: https://www.rps-audio.com/ 👇 SUBSCRIBE FOR SHARP INSIGHTS 🔔YouTube: https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQSpotify: https://open.spotify.com/show/44me6PABSQ0k0GfphM70auApple: https://podcasts.apple.com/us/podcast/good-revenue/id1707461473Web: https://goodrevenue.io/goodrevenueFollow Neeta: https://www.linkedin.com/in/neetabidwai/ Hosted on Acast. See acast.com/privacy for more information.

Host Neeta Bidwai breaks down Product Led Growth (PLG) and why it’s critical to think through the business model and the go-to-market strategy before you build.In this episode of Good Revenue, we cover:• The history and context of PLG including its origins and advocacy by tech & SaaS firms during the height of growth-at-all-costs• The benefits of PLG (a.k.a. self-serve or freemium business models), such as user-centric design, cost-effective customer acquisition, and its role in addressing market competition• Why strong marketing, sales, and a viable business model are still essential, regardless of whether you start with PLG or integrate it into an existing go-to-market model or product• Significant challenges and pitfalls associated with PLG, including proper pricing & packaging, and the need for a unified internal strategy• The necessity of conducting ongoing, deep customer research and the prioritization of high-revenue customer segments for sustained growth — there is no replacement for talking directly with customers• The importance of aligning product, marketing, and sales teams to avoid internal conflicts and drive business successNeeta’s comprehensive discussion offers valuable insights for businesses considering or struggling with implementing a self-serve strategy, providing practical advice and strategic recommendations to optimize this business model._Where to find Neeta:https://www.linkedin.com/in/neetabidwai/Where to find Good Revenue:https://goodrevenue.io/goodrevenuehttps://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ_Highlights:00:00 Introduction to Good Revenue00:20 Exploring Product Led Growth (PLG)01:13 History and Context of PLG03:46 Defining Product Led Growth04:32 Challenges and Considerations in PLG09:09 Strategies for Successful PLG Implementation11:27 Customer Research and Segmentation14:45 Pricing and Packaging in PLG16:24 Conclusion and Next Steps_Sound by RPS: https://www.rps-audio.com/ 👇 SUBSCRIBE FOR SHARP INSIGHTS 🔔YouTube: https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQSpotify: https://open.spotify.com/show/44me6PABSQ0k0GfphM70auApple: https://podcasts.apple.com/us/podcast/good-revenue/id1707461473Web: https://goodrevenue.io/goodrevenueFollow Neeta: https://www.linkedin.com/in/neetabidwai/ Hosted on Acast. See acast.com/privacy for more information.

Carrie Holtz, with over two decades of experience at Alix Partners and PWC, is an expert in organizational transformation and turnarounds, particularly in human resources. In this episode of Good Revenue, host Neeta Bidwai and Carrie cover:- The importance of commitment to personal values, excellence, a growth mindset, and relationship building in career progression.- Key advice for senior leaders including the importance of setting clear, aligned goals, fostering a culture of inclusion, and treating employees like business owners.- The nuances of leadership, high-performance team dynamics, and organizational transformation and restructuring.- Common misconceptions about executive coaching, which is for high-performing individuals seeking to reach their potential, and why all execs should have one.- Essential themes including the power of alignment, strategic thinking, and adapting to change for long-term success in business._Where to find Carrie:https://www.linkedin.com/in/carrieholtz/Where to find Neeta:https://www.linkedin.com/in/neetabidwai/Where to find Good Revenue:https://goodrevenue.io/goodrevenuehttps://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ_Highlights:01:57 Navigating Career Challenges and Embracing Change03:26 Proudest Moments and Bold Moves in Carrie's Career04:58 Insights on Business Turnarounds and Restructurings09:18 The Importance of Strategic Thinking and Alignment16:58 High-Performance Teams: Culture, Inclusion, and Continuous Improvement27:19 Executive Coaching: Misconceptions and Benefits34:34 The Role of Self-Care and AI in Executive Coaching_Referenced:- Carrie Holtz executive coaching: https://carrieholtzcoaching.com/ - Essentialism by Greg McKeown: https://bookshop.org/p/books/essentialism-the-disciplined-pursuit-of-less-greg-mckeown/9404336?ean=9780804137409&next=t- Coach K (legendarily of Duke University): https://coachk.com/ - Alix Partners: https://www.alixpartners.com/- PwC: https://www.pwc.com/us/en/services/consulting.html 👇 SUBSCRIBE FOR SHARP INSIGHTS 🔔YouTube: https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQSpotify: https://open.spotify.com/show/44me6PABSQ0k0GfphM70auApple: https://podcasts.apple.com/us/podcast/good-revenue/id1707461473Web: https://goodrevenue.io/goodrevenueFollow Neeta: https://www.linkedin.com/in/neetabidwai/ Hosted on Acast. See acast.com/privacy for more information.

Host Neeta Bidwai discusses the importance of market segmentation as a critical tool for effective business growth and revenue optimization. Customers have diverse interests, purchasing power, and needs. Segments allow you to tailor your approach. Target segments reveal relevant patterns, enabling you to create products customers love, communicate effectively, optimize campaigns, and shorten cycles.In this episode of Good Revenue, we cover:- What segmentation is, its benefits, and how to correctly implement it to gain a competitive edge. - Why industry verticals and market cap alone are insufficient for a segmentation. Segmentation offers more than personas or ideal customer profiles.- The difference between segments, personas, and ideal customer profile (ICP), and why segments enable you to educate and influence customers before they’re in market, optimizing the buyer journey.- How segments help prioritize resources, deliver value, differentiate products, validate the product roadmap, and prioritize multi-product and multi-brand offers._Where to find Neeta:https://www.linkedin.com/in/neetabidwai/Where to find Good Revenue:https://goodrevenue.io/goodrevenuehttps://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ_Highlights:00:22 The Power of Segmentation03:17 Types of Segmentation04:24 Segments vs. Personas and ICP12:48 Benefits of Segmentation24:20 Steps to Effective Segmentation30:07 Conclusion and Final Thoughts_Sound by RPS: https://www.rps-audio.com/ 👇 SUBSCRIBE FOR SHARP INSIGHTS 🔔YouTube: https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQSpotify: https://open.spotify.com/show/44me6PABSQ0k0GfphM70auApple: https://podcasts.apple.com/us/podcast/good-revenue/id1707461473Web: https://goodrevenue.io/goodrevenueFollow Neeta: https://www.linkedin.com/in/neetabidwai/ Hosted on Acast. See acast.com/privacy for more information.

Host Neeta Bidwai explores the critical relationship between positioning and pricing in driving revenue growth and customer value. Positioning is explained as not just a marketing tactic but a foundational business choice that helps define a company's value proposition, aiding in product prioritization, messaging, and ultimately influencing profitability. In this episode of Good Revenue, we cover:- How to accurately assessing value, understanding customer trade-offs, and making informed strategic decisions.- The pitfalls of poor positioning, such as misalignment across product, marketing, and sales teams.- A six-step framework for implementing effective positioning and pricing strategies that align with business goals and market opportunities.- Why effective positioning and pricing includes setting business priorities, developing hypotheses, conducting deep customer interviews, validating data through market research, and aligning the leadership team on a cohesive strategy.- Insights into the benefits of ongoing customer research, effective communication of key messages, and creating customer-centric content._Where to find Neeta:https://www.linkedin.com/in/neetabidwai/Where to find Good Revenue:https://goodrevenue.io/goodrevenuehttps://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ_Highlights:00:22 The Importance of Positioning01:35 Customer Research and Value Assessment04:55 The Role of Pricing in Monetization06:06 Integrating Positioning and Pricing11:18 Framework for Effective Positioning18:13 Launching and Optimizing Packages21:06 Conclusion and Key Takeaways_Sound by RPS: https://www.rps-audio.com/ 👇 SUBSCRIBE FOR SHARP INSIGHTS 🔔YouTube: https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQSpotify: https://open.spotify.com/show/44me6PABSQ0k0GfphM70auApple: https://podcasts.apple.com/us/podcast/good-revenue/id1707461473Web: https://goodrevenue.io/goodrevenueFollow Neeta: https://www.linkedin.com/in/neetabidwai/ Hosted on Acast. See acast.com/privacy for more information.

Host Neeta Bidwai discusses the challenges and inefficiencies in the B2B buyer journey, particularly the disconnect between sales, marketing, and customers. In this episode of Good Revenue, we cover:- The evolving nature of the B2B buyer journey, with an increase in independent research by buyers.- The inadequacies of traditional marketing tactics like MQL targets and lead gen without regard to quality.- The decline in the effectiveness of sales teams due to buyers' preference for self-serve options and the prevalence of buyer indecision.- Our findings from a meta analysis of research finds 83% of the buyer journey is entirely independent of vendors, while 80-90% of buyers work from a known quantity vendor list.- Recommendations for improving the go-to-market strategy, including empowering marketing teams to sell at scale through brand building, customer research, and thoughtful content.- The need for comprehensive changes in revenue organizations and product strategy to better align with the evolved buyer journey.Rethinking traditional approaches and placing a greater focus on insight-driven marketing and customer education can lead to more sustainable revenue growth and customer satisfaction._Where to find Neeta:https://www.linkedin.com/in/neetabidwai/ _Where to find Good Revenue:https://www.goodrevenue.io/goodrevenue_Highlights:00:22 The Disconnect Between Marketing and Sales03:18 The Evolution of the Buyer Journey05:10 Data Insights on Buyer Behavior08:04 Challenges in the Current Sales Process14:21 The Need for a New Go-to-Market Strategy17:39 Empowering Marketing Teams for Better Results22:27 Conclusion and Final Thoughts_Referenced:Buyer journey meta-analysis data (Gartner, McKinsey, TrustRadius, G2, Bain, KornFerry): https://goodrevenue.io/buyerjourney_Sound by RPS: https://www.rps-audio.com/ 👇 SUBSCRIBE FOR SHARP INSIGHTS 🔔YouTube: https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQSpotify: https://open.spotify.com/show/44me6PABSQ0k0GfphM70auApple: https://podcasts.apple.com/us/podcast/good-revenue/id1707461473Web: https://goodrevenue.io/goodrevenueFollow Neeta: https://www.linkedin.com/in/neetabidwai/ Hosted on Acast. See acast.com/privacy for more information.

Host Neeta Bidwai deep dives into the critical yet often overlooked aspect of business strategy: monetization. The episode explores how effective pricing and value discovery can transform a company’s profitability and even its positioning.In this episode of Good Revenue, we cover:- Why monetization is a revenue driver and a roadmap fixer, helping businesses build profitable strategies.- Highlighting the benefits of pricing and packaging, including increased revenue, better positioning, and enhanced messaging.- The critical difference between offers/features vs benefits vs value.- Why you must validate value with real customers to ensure that the benefits offered align with what customers are willing to pay for.- Customers define value, not companies. Therefore, it’s crucial to align offerings (and business models) with validated customer priorities.- Strategies for validating customer insights through both qualitative interviews and quantitative market research as a way to eliminate bias and accurately gauge demand and the worth of solutions to customers vs just looking at historic pricing or competitors- The importance of focusing on high-ROI customer segments and creating targeted bundles to maximize value delivery and profitability.- Recommendations to integrate pricing objectives with overall business goals to achieve desired outcomes._Where to find Neeta:https://www.linkedin.com/in/neetabidwai/Where to find Good Revenue:https://goodrevenue.io/goodrevenuehttps://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ_Highlights:00:00 Introduction to Good Revenue00:19 The Importance of Monetization01:38 Understanding Customer Value02:47 Effective Pricing Strategies07:01 Validating Value Through Research10:02 Building a Pricing Playbook12:39 Key Takeaways and Best Practices23:05 Timing and Implementation of Pricing Work25:37 Conclusion and Call to Action_Sound by RPS: https://www.rps-audio.com/ 👇 SUBSCRIBE FOR SHARP INSIGHTS 🔔YouTube: https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQSpotify: https://open.spotify.com/show/44me6PABSQ0k0GfphM70auApple: https://podcasts.apple.com/us/podcast/good-revenue/id1707461473Web: https://goodrevenue.io/goodrevenueFollow Neeta: https://www.linkedin.com/in/neetabidwai/ Hosted on Acast. See acast.com/privacy for more information.

Host Neeta Bidwai discusses the good revenue framework, emphasizing the importance of focusing on customers who understand the value of your services and contribute positively to the business.The episode covers:Why good revenue is worth more than bad revenue.Good revenue is financially beneficial in the long run, driven by customers who understand and appreciate the value of the product, leading to low churn and high referrals.Bad revenue entails short-term gains with long-term costs due to high-maintenance customers and concessions that distract from core strategies.The paradigm shift in buyer behavior (backed by extensive amounts of data) necessitates a new approach to marketing that focuses on customer education and engagement early on.Integrated strategies across marketing, sales, and product development are crucial for driving good revenue and minimizing wasted resources and internal conflicts.The importance of tight positioning, understanding customer value perception, building a durable feedback loop within the organization, and involving legal and finance teams in the go-to-market strategy.How to optimize go-to-market strategies, leveraging customer insights, and making strategic decisions that favor long-term revenue growth over short-term gains.The crucial role of a collaborative approach across teams to meet business goals.Setting clear revenue strategies to avoid common pitfalls such as chasing unprofitable deals or misaligning with customer needs._Where to find Neeta:https://www.linkedin.com/in/neetabidwai/Where to find Good Revenue:https://goodrevenue.io/goodrevenuehttps://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ_Highlights:00:00 Introduction to Good Revenue00:29 Defining Good and Bad Revenue02:43 The Strategic Choice of Good Revenue02:50 The Changing Buyer Journey06:47 Marketing's Role in Good Revenue14:58 Sales Strategies for Good Revenue18:44 Product Development and Good Revenue27:40 The Role of Legal and Finance in Go to Market30:35 Conclusion and Final Thoughts_Referenced:Buyer journey meta-analysis data (Gartner, McKinsey, TrustRadius, G2, Bain, KornFerry): https://goodrevenue.io/buyerjourney_Sound by RPS: https://www.rps-audio.com/ 👇 SUBSCRIBE FOR SHARP INSIGHTS 🔔YouTube: https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQSpotify: https://open.spotify.com/show/44me6PABSQ0k0GfphM70auApple: https://podcasts.apple.com/us/podcast/good-revenue/id1707461473Web: https://goodrevenue.io/goodrevenueFollow Neeta: https://www.linkedin.com/in/neetabidwai/ Hosted on Acast. See acast.com/privacy for more information.

Welcome to the Good Revenue podcast, hosted by Neeta Bidwai. Cut through the noise with sharp, data-driven analysis on AI, tech, tariffs, M&A, the economy, & business trends—without the hype.👇 SUBSCRIBE FOR SHARP INSIGHTS 🔔YouTube: https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQSpotify: https://open.spotify.com/show/44me6PABSQ0k0GfphM70auApple: https://podcasts.apple.com/us/podcast/good-revenue/id1707461473Web: https://goodrevenue.io/goodrevenueFollow Neeta: https://www.linkedin.com/in/neetabidwai/ Hosted on Acast. See acast.com/privacy for more information.