Good Revenue

Ashton Belk, President of Huebner Marketing, discusses the critical role of brand equity in manufacturing mergers and acquisitions. In this episode of Good Revenue, host Neeta Bidwai and Ashton cover:• The multifaceted nature of brands, which encompass identity, values, reputation, and emotional connections with audiences. • Brand equity as a reason customers choose one brand over another• Necessity of integrating brand strategy during due diligence to avoid the 'cost of delay' and ensure smoother acquisitions and higher long-term value• Importance of strategic communications, proactive planning, and understanding brand value early in the M&A process for maximizing success and growth._Where to find Ashton:https://www.linkedin.com/in/ashtonbelk/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:00:32 Understanding Brand and Brand Equity01:30 Brand Equity in M&A and Private Equity04:26 Strategic Communications for Corporate Acquirers07:32 Case Study: Bag of Parts10:33 Managing Brand Integration and Equity20:58 The Cost of Delay in Brand Integration26:34 Proactive Brand Strategy in Private Equity35:46 Conclusion and Key Takeaways_Referenced:• Huebner: https://www.huebnermarketing.com/  Hosted on Acast. See acast.com/privacy for more information.

Regina Garcia Cuellar is the former Chief Commercial Strategy Officer at Izzy, the second-largest telecom company in Mexico.In this episode of Good Revenue, host Neeta Bidwai and Regina cover:Insights on the complexities and opportunities in developing markets.Regina highlights differences in market competitiveness, public vs. private sector dynamics, and the challenges of short-term political cycles.Impact of family-owned businesses and the transformational efforts in Mexico’s energy sector through Pemex reforms.Regina shares her experience in enhancing customer experience in banking and telecom.Importance of near shoring, particularly in northern Mexico, and the broader economic impact.The importance of diversity in boardrooms and how it contributes to long-term business success._Where to find Regina:https://www.linkedin.com/in/regina-garcia-cuellar/Where to find Neeta:https://www.linkedin.com/in/neetabidwai/ Where to find Good Revenue:https://goodrevenue.io/goodrevenue https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ _Highlights:00:00 Introduction to Regina Garcia Cuellar00:44 Challenges and Opportunities in Developing Markets03:16 Public vs. Private Sector Dynamics06:42 Nearshoring and Regional Differences in Mexico09:59 Transforming Pemex: A Case Study14:54 Customer Centricity in Banking26:10 Diversity in the Boardroom32:19 Final Thoughts and Advice for CEOs_Referenced:• Customer Centricity: https://www.customerserviceexperts.com• Pemex Reforms: https://www.pemex.com• Nearshoring Trends: https://www.nearshoreamericas.com• 50/50 Women on Boards: https://www.5050wob.com Hosted on Acast. See acast.com/privacy for more information.

Host Neeta Bidwai concludes a 2-part episode explaining why traditional lead generation models are failing, and what to do about it. You can find the full episode, along with all the slides, on our Youtube channel.Part 2: Building off the data and market dynamics discussed in last week's episode, host Neeta Bidwai discusses the challenges faced by organizations in reaching and influencing customers and emphasizes the need to design a system tailored to their specific customer base. Neeta advocates for designing a custom go-to-market system tailored to an organization’s customer base, price point, and mission. The four essential elements of this model include continuous validation of the target audience, mining unique customer insights, facilitating independent buyer learning, and revising KPIs and metrics. Key points include validating the target audience over time, mining unique customer insights, unbundling marketing and sales efforts, and changing KPIs and metrics to reflect current realities. She also stresses the importance of thought leadership and educational content in building trust, competitive advantages, and accelerating the buying process. Effective messaging, segmentation, and the need for regular customer insights programs are discussed as critical components of a successful go-to-market strategy.Highlights:00:42 Designing a System for Your Organization01:18 Core Elements of a Go-to-Market Model01:25 Validating Your Target Audience01:42 Mining Unique Customer Insights01:51 Unbundling Marketing and Sales02:30 Changing KPIs and Metrics03:03 Customer Segmentation and Validation04:07 Understanding Value and Pricing Fit08:37 Building Trust Through Thought Leadership09:42 Effective Content Strategies14:05 Aligning Business Goals and Metrics17:25 Q&A Session25:10 Conclusion and Final ThoughtsResources:Full episode video & slides (Youtube)_Where to find Neeta:https://www.linkedin.com/in/neetabidwai/Where to find Good Revenue:https://goodrevenue.io/goodrevenue  Hosted on Acast. See acast.com/privacy for more information.

Host Neeta Bidwai deep dives into a 2-part episode explaining why traditional lead generation models are failing, and what to do about it. You can find the full episode & slides on the Good Revenue Youtube channel.Part 1: Neeta analyzes the complexity, inefficiency, and unpredictability of moving prospects through traditional lead generation funnels. Key frameworks such as 'Predictable Revenue,' 'HubSpot's inbound methodology,' and 'SiriusDecisions' are examined to illustrate their evolution and limitations in today’s crowded market. Significant challenges include higher acquisition costs, complex media landscapes, and a shift in media consumption. Customer dissatisfaction is rising, and there's a notable shift towards self-serve purchasing, rendering traditional sales interactions less desirable. Declining capital efficiency in enterprises is also an important factor driving the critical need for business models that can adapt to these new market conditions. These structural issues have massive implications for go-to-market: the data shows a significant portion of sales efforts fail due to buyer indecision, suggesting a need for sales teams to shift from pushing for urgency to ensuring buyers feel secure in their decisions.Highlights:00:44 Current Market Challenges02:33 Understanding Lead Generation03:36 Frameworks and Models05:06 Predictable Revenue and Salesforce08:04 Lead Generation Assumptions and Challenges11:23 Customer and Market Dynamics19:45 Sales and Buyer Behavior25:14 Conclusion and RecommendationsResources:Full episode video & slides (Youtube)_Where to find Neeta:https://www.linkedin.com/in/neetabidwai/Where to find Good Revenue:https://goodrevenue.io/goodrevenue  Hosted on Acast. See acast.com/privacy for more information.

Jim Stevenson is an expert in complex business turnarounds, restructuring, M&A, and value optimization. Under Jim's guidance, companies ranging from UK-based retailers to global news organizations have undergone significant transformations. In this episode of Good Revenue, host Neeta Bidwai and Jim cover:• • Jim’s unique journey into the field of turnarounds and the diverse experiences that shaped his expertise• The importance of company culture and how underlying issues often stem from cultural misalignment• Misunderstandings about OKRs and agility, and how they can either hinder or help a company's progress• Effective change management strategies and common mistakes businesses make in turnarounds• The remarkable turnaround story of Marks & Spencer and the impactful results achieved• Overcoming traditional mindsets and fostering a culture that embraces change• De-risking businesses by focusing on value rather than merely cutting costs• Implementing customer-centric strategies to drive growth and improve customer experiences• Jim’s experience launching The Guardian into the U.S. market and making it a prominent digital-first organization• The key differences between high-performance companies and average performers, with a focus on culture and learning from mistakesJim's insights provide a valuable playbook for CEOs, managers, and business leaders looking to navigate the complexities of business transformations. Join us and learn how to create sustainable success through strategic alignment and a relentless focus on value and culture.—Where to find Jim:https://www.linkedin.com/in/jimstevenson/ https://www.bletchleygroup.com/  Where to find Neeta:https://www.linkedin.com/in/neetabidwai/ Where to find Good Revenue:https://goodrevenue.io/goodrevenue_Highlights:00:00 Introduction to Jim Stevenson00:15 Jim's Journey into Turnarounds02:10 The Importance of Company Culture03:04 Misunderstandings About OKRs04:08 Implementing Agile Practices06:36 Common Mistakes in Turnarounds14:00 The Marks & Spencer Turnaround19:14 Breaking Traditional Mindsets20:10 De-Risking vs. Cost Cutting23:14 Customer-Centric Business Strategies23:52 Restructuring for Customer Focus29:26 Launching The Guardian in the U.S.33:55 The Importance of Company Culture35:21 Key Traits of High-Performance Companies_Referenced:• Marks & Spencer: https://www.marksandspencer.com/ • The Guardian: https://www.theguardian.com/us• OKRs: https://en.wikipedia.org/wiki/Objectives_and_key_results • Agile Methodology: https://www.scrum.org/  Hosted on Acast. See acast.com/privacy for more information.

Todd Horvitz, Insights leader of HP’s $35B Personal Systems Division, shares his extensive experience from Kantar, Disney, and Wells Fargo.In this episode of Good Revenue, host Neeta Bidwai and Todd cover:Todd’s perspective on staying current in the tech industry, and the criticality of diverse perspectives in generating meaningful insightsThe balance between striving for perfection and being agile in decision-makingHow Todd leverages insights at HP and examples from Wells FargoThe role and potential pitfalls of UX researchInnovative tools and techniques including co-creation and customer advisory boardsThe impact of AI and machine learning on market researchIssues like the democratization of data collection and low survey engagementBuilding a culture of continuous learning and adapting work culture for better productivity_Where to find Todd: https://www.linkedin.com/in/toddhorvitz/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:00:59 Staying Current in the Fast-Paced Tech Industry02:39 The Misunderstood World of Insights03:55 Leveraging Insights at Leading Brands06:41 Challenges and Failures in Insights09:01 The Role of UX Research in Market Insights14:12 Innovative Tools and Techniques in Market Research16:43 The Impact of AI on Market Research22:53 Ethical Considerations in AI and Technology24:51 Exploring AI and Fraud Detection25:23 The Evolution of AI and Rapid Innovations26:15 Trends in the Research Industry26:27 The Democratization of Market Research28:05 Challenges in Survey Engagement29:38 Effective Research Strategies34:12 The Importance of Customer Centricity38:43 Adapting Work Culture in Modern Times43:18 Key Traits of High-Performance Companies_Referenced:• Psychological aspects of human-computer interaction: https://www.springer.com/gp/book/9783319911696 • AI and machine learning in market research: https://www.mckinsey.com/industries/technology-media-and-telecommunications/our-insights/how-amgen-is-unlocking-the-value-of-ai-for-biopharma • Consumer psychology studies: https://www.hbr.org/book/consumer-behavior-wiley-comprehensive-overview • Disney: https://www.disney.com/• Kantar: https://www.kantar.com/north-america • HP: hp.com  Hosted on Acast. See acast.com/privacy for more information.

Redefining Customer Success with Jina KimJina Kim is an experienced customer experience executive with a diverse background spanning investment banking, programming, and a pioneering role at Carta. In this episode of Good Revenue, host Neeta Bidwai and Jina cover:The importance of proactive customer engagement and the need for structuring teams with subject matter expertise.Why you have to create a comprehensive learning environment for customer success.Differences between early Salesforce and modern customer success models.Navigating organizational challenges in large companies.AI and chatbot impact on customer success.Impacts of venture capital pressure and the role of VC role in shaping company strategies.What it takes to build strong CS teams and empower employees.The need for trust and collaboration across teams.Role of technology and AI in transforming customer service.How companies can balance revenue responsibilities between customer success and sales.This episode is a must-listen for anyone in customer success and organizational leadership._Where to find Jina:https://www.linkedin.com/in/jinakim/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 Jina Kim00:17 Jina's Career Journey01:43 Customer Success at Carta04:50 Challenges in Customer Success07:18 Impact of Organizational Structure13:01 Role of VCs in Company Strategy15:52 Building a Customer-Centric Culture31:24 Importance of Documentation32:19 Hiring the Right CS Leader33:50 Empowering Employees for Success38:38 Conclusion and Final Thoughts_Referenced:• Challenger Sales: https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355 • Carta: https://www.carta.com • Salesforce: https://www.salesforce.com • Gainsight: https://www.gainsight.com  Hosted on Acast. See acast.com/privacy for more information.

In this episode of Good Revenue, host Neeta Bidwai breaks down the importance of validating value from the customer's perspective, drawing on data from Forrester's annual CX benchmark index. - The report, encompassing feedback from 98,000 U.S. customers across 223 brands and 13 industries, reveals a notable decline in customer experience quality. - Key findings include a general decline in customer experience quality and a notable discrepancy between companies' perception of being customer-obsessed and customers' actual experiences. - The episode underscores the necessity for businesses to clearly understand and validate what customers value to improve their offerings and optimize customer satisfaction. - The discussion concludes with strategies for redefining business models and enhancing customer support to foster better customer relationships and drive business performance._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:00:18 Forrester's Customer Experience Benchmark00:37 The Decline in Customer Experience Quality01:46 The Disconnect Between Companies and Customers02:41 Understanding and Validating Value03:47 The Importance of Customer-Centric Value04:10 Benefits vs. Value05:10 Unlocking Mutual Value_Referenced:Forrester CX Benchmark: https://www.forrester.com/report/the-us-customer-experience-index-rankings-2024/RES181020  Hosted on Acast. See acast.com/privacy for more information.

Heather Spilsbury, the CEO of 50/50 Women on Boards, discusses the importance of gender diversity in corporate boardrooms and the business case for diversity on boards, backed by research that links diverse perspectives with increased profitability and reduced risk.In this episode of Good Revenue, host Neeta Bidwai and Heather cover:- The business case for diversity, current data & insights, challenges such as the recycling rate of board members, and the importance of term limits and strategic networking.- Misconceptions about diversity being merely a DEI or ESG initiative instead of a business imperative that creates more shareholder value, increased profitability, and lower risk to organizations. - Strategies for increasing women's representation and the significance of building robust networks for aspiring board members. Tune in to hear about Heather's vision for 50/50 Women on Boards and how stakeholders can contribute to this vital cause._Where to find Heather:https://www.linkedin.com/in/heatherspilsbury/Where to find Neeta:https://www.linkedin.com/in/neetabidwai/ Where to find Good Revenue:https://goodrevenue.io/goodrevenue https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ _Highlights:00:00 Introduction and Guest Welcome00:31 Heather's Journey to 50/50 Women on Boards01:50 The Importance of Diversity on Corporate Boards03:45 Challenges and Progress in Board Diversity07:56 Strategies for Increasing Board Diversity09:07 50 Women to Watch Campaign10:06 Barriers and Solutions for Gender Parity16:11 Engaging Stakeholders in Diversity Efforts23:42 Getting Involved with 50/50 Women on Boards24:50 Conclusion and Final Thoughts_Referenced:• 50/50 Women on Boards: https://5050wob.com/• 50/50 WOB Annual Report: https://5050wob.com/wp-content/uploads/2023/09/2023-GDI-Annual-Report.pdf • Improving Corporate Board Performance: https://youtu.be/iAYh3WbEfsI Hosted on Acast. See acast.com/privacy for more information.

Host Neeta Bidwai highlights critical data supporting the impact of thought leadership, and she outlines a comprehensive framework for creating and distributing thought leadership content. Key insights include:The evolution of buyer journeys and preferences, highlighting the shift towards self-service and the diminishing effectiveness of transactional content.Thought leadership, distinct from transactional and educational content, builds trust and effectively influences buyers in today's self-serve market. Data and research from Gartner, Trust Radius, Bain, LinkedIn, and Google are used to support the argument.A detailed framework for crafting effective thought leadership content is introduced, emphasizing its non-transactional nature and long-term impact.The importance of high-value, non-obvious insights and a robust, non-gated distribution strategy. The importance of proper content distribution and measurement strategies._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: The Essentials of Business Success00:15 Understanding Thought Leadership01:35 The Importance of Thought Leadership in Modern Markets04:50 Framework for Building Thought Leadership08:46 Executing Your Thought Leadership Strategy11:56 Navigating the New World of Content and Data14:30 Conclusion: The Power of Thought Leadership_Referenced:• Buyer journey data: https://goodrevenue.io/buyerjourney• LinkedIn / Edelman report: https://www.edelman.com/expertise/Business-Marketing/2022-b2b-thought-leadership-impact-report • What is information gain? https://searchengineland.com/what-is-information-gain-seo-why-it-matters-429763• SparkToro hard to measure channels: https://sparktoro.com/blog/how-to-measure-hard-to-measure-marketing-channels/ Hosted on Acast. See acast.com/privacy for more information.