Good Revenue

Davina Kale is a longstanding senior partner and the Co-Leader of the Capital Markets practice at Pillsbury, Winthrop, Shaw, and Pittman. In this episode of Good Revenue, host Neeta Bidwai and Davina cover:How Davina guided prominent companies like 1st Dibs, Coursera, and Everi through IPOs and mergers & acquisitions.The changing nature and purpose of IPOs over the past four decades, and the dual track process of IPOs and M&A.The importance of early and thorough preparation for a public offering.Davina highlights the need for a sound business model and understanding the legal and operational transition from a private to a public company.She stresses the importance of setting realistic expectations and aligning an experienced leadership team.The importance of adhering to best practices for a successful IPO trajectory.Why successful IPOs involve a well-prepared management team and operational systems already functioning at a public company level before the IPO process begins.Recommendations for handling the complexities of IPOs versus M&A processes, stressing the importance of planning, organization, and leveraging the expertise of advisors._Where to find Davina:https://www.pillsburylaw.com/en/lawyers/davina-kaile.htmlWhere 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 Davina Kale and IPOs00:56 Current Market Sentiment and Predictions03:25 Evolution of IPOs Over the Years06:46 Key Factors for IPO Success08:49 Dual Track Process: IPO vs M&A11:12 Preparing for an IPO: Timeline and Steps24:15 Challenges and Crisis Management in IPOs28:32 Role of Legal and Advisory Services32:52 Misconceptions and Final Thoughts on IPOs41:34 Conclusion and Farewell_Referenced:• IPO statistics: https://site.warrington.ufl.edu/ritter/files/IPO-Statistics.pdf• Pillsbury Winthrop Shaw Pittman LLP: https://www.pillsburylaw.com/en/ • Etsy: https://www.etsy.com/ • 1st Dibs: https://www.1stdibs.com/ Hosted on Acast. See acast.com/privacy for more information.

Mar Brandt is an experienced scale up revenue leader who has built strong sales teams at companies like AppsFlyer, Sitecore, and Experian.In this episode of Good Revenue, host Neeta Bidwai and Mar cover:• The state of revenue for late-stage and newly public companies• Adapting sales approaches to a scrutinized budget environment• The evolution of the buyer journey and self-serve preferences• The shift towards shorter-term SaaS contracts and their implications• Organizational design considerations for aligning sales, marketing, and customer success• Strategies for setting effective goals and incentives• The importance of planning and accurate forecasting• Building high-performance, resilient sales teams in challenging timesMar shares valuable insights and practical advice on navigating economic uncertainties and leveraging change to build stronger, more efficient revenue organizations._Where to find Mar Brandt:https://www.linkedin.com/in/marbrandt/ Where to find Neeta:https://www.linkedin.com/in/neetabidwai/ Where to find Good Revenue:https://goodrevenue.io/goodrevenue_Highlights:00:00 Introduction to Mar Brandt00:24 The State of Revenue Post-COVID02:32 Adapting Sales Strategies for a New Market03:23 The Evolving Buyer Journey05:53 Challenges with Short-Term Contracts07:51 Organizational Design for Revenue Success12:45 Aligning Goals and Incentives16:38 The Importance of Planning and Metrics25:09 Building High-Performance Sales Teams27:48 Conclusion and Final Thoughts_Referenced:• McKinsey sales strategy insights: https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/how-to-sell-in-a-downturn • G2 SaaS contract data: https://www.g2.com/reports/state-of-saas-2022 • Strategic Selling by Miller Heiman: https://www.amazon.com/Strategic-Selling-Miller-Heiman-Classic/dp/044669519X • Challenger Sale concept overview: https://www.google.com/books/edition/The_Challenger_Sale/XbQ1uGu2Yw4C?hl=en&gbpv=0 • Thought leadership in sales: https://www.forbes.com/sites/forbesagencycouncil/2023/10/10/thought-leadership-is-the-future-of-b2b-sales-and-marketing/ • McKinsey on organizational health: https://www.mckinsey.com/business-functions/organization/our-insights/the-organization-blog/what-is-organizational-health  Hosted on Acast. See acast.com/privacy for more information.

Jacqueline Leng, SVP Client Solutions at Interpublic Group, shares insights from 12 post-acquisition integrations across Kinesso, Oracle, and several ad tech startups.In this episode of Good Revenue, host Neeta Bidwai and Jacqueline cover:The critical importance of the first 12 to 18 months post-merger for integration success.Leadership alignment, fostering team collaboration, and strategic planning to unify sales and product teams.Emotional and cultural hurdles that can impede successful integrations, including emotional attachment and team resistance.Why quick, efficient sales team integration needs to be a top priority, modeled on Oracle’s success in bringing staff together physically and culturally in the first days after deals close.Challenges of integrating business models and pricing, the role of change management, and the importance of a clear vision for high-performing companies.Why a consistent vision pre-deal and post-integration is needed for maximal success.Tactical and operational insights about M&A integration opportunities._Where to find Jacqueline:https://www.linkedin.com/in/jacquelineleng/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 and Guest Welcome00:20 Discussing Integration Success and Challenges01:27 Early Career Experiences with Mergers03:09 Sales Team Integration Strategies04:36 The Role of Founders in Successful Integrations06:41 Effective Integration Processes and Leadership10:11 Challenges in Pricing and Business Models11:37 Change Management in Large Organizations17:07 Advice for CEOs and Executives on M&A19:54 Final Thoughts and Key Takeaways_Referenced:The keys to integration: https://www.mckinsey.com/capabilities/strategy-and-corporate-finance/our-insights/in-conversation-four-keys-to-merger-integration-successOracle: https://www.oracle.com/ IPG: https://www.interpublic.com/ MarketWatch: https://www.marketwatch.com/ Hosted on Acast. See acast.com/privacy for more information.

Michael Frankel, the founder and managing partner of Trajectory Capital, shares his extensive experience in handling over a hundred M&A deals across firms like Deloitte, Redbooks, & LexisNexis. In this episode of Good Revenue, host Neeta Bidwai and Michael discuss:The importance of preparation, having a clear strategy, and being proactive in sourcing opportunities.Complexities of M&A transactions, emphasizing the necessity of detailed planning and having a ‘playbook’ for both sourcing and integration.The significance of understanding both your own and your counterparty’s value drivers, advocating for honest self-assessment and open communication.Advice for companies in uncertain markets, emphasizing the benefits of prepping for sale and maintaining agility in business practices.Common pitfalls, especially for founder-owned businesses, and underscores the importance of having a successor ready.Strategies for corporate sellers, focusing on being clear about what you value in a sale and managing legal liabilities.Throughout, Michael stresses the need for alignment between corporate development and strategy to ensure successful execution of synergies.The discussion concludes with insights on creating added value through M&A transactions and recommendations for both sellers and buyers in achieving successful outcomes._Where to find Michael:https://www.linkedin.com/in/frankelmichael/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 Michael Frankel and Trajectory Capital00:23 The Importance of Preparation in M&A02:37 Active Sourcing Strategies02:57 Building Relationships for Successful Deals04:15 Diligence and Integration Planning05:25 Understanding Value Drivers in M&A09:29 Challenges in the Current Market Environment14:14 Strategies for Sellers in a Down Market15:34 Optimizing Your Business for Sale21:51 The Role of Business Models and Pricing23:57 Strategic Discounting for Anchor Clients24:34 The Misconception of Ignoring Pricing Models25:52 Understanding Customer Value for Pricing26:54 The Importance of Customer Insights28:22 Challenges in Pricing and Market Research29:03 Valuation and Market Dynamics35:16 Corporate Strategy and Divestment43:01 Final Thoughts on M&A and Corporate Development_Referenced:• Deloite: https://www2.deloitte.com/us/en.html • Trajectory Capital: https://www.linkedin.com/company/trajectory-capital/ • LexisNexis: https://www.lexisnexis.com/  Hosted on Acast. See acast.com/privacy for more information.

Explore the concept of superconsumers driving profitable growth, the influence of consumer segments, and the impact of category design on consumer preferences. Discover the importance of understanding key customer segments, rethinking traditional business approaches for national growth, and the significance of purpose-driven culture for sustainable business success.

Mandy Lozano is an experienced strategy & marketing executive at Nestle, Starbucks, and PepsiCo as well as startups like Spoke Sciences and MiiR. Key Takeaways:*Strategy gets a bad rap, but strategic thinking helps you with frames so you can correctly identify the problem, eliminate extraneous info, and drive outcomes. It’s simple but effective. And it removes subjectivity and improves alignment. *It takes discipline to arrive at the correct problem definition. *Data leads to insights which leads to action.*You have to have faith in the data as a gating criteria. And then think about where you might get it from beyond the obvious. You’d be shocked how few people in an org are comfortable with this. *True leadership is about empathy. People need to feel heard. If not, their energy isn’t being channeled effectively, it can be destructive. *Values are what make an exceptional organization like PepsiCo.*Great leaders are there to remove obstacles, not to tell people what to do. Or to do their work for them.*The best companies never forget who the customer is. And they listen to those customers, and genuinely meet their needs.*It’s not about getting the customer to do what you want. You want to do what the customer wants. And sometimes it’s not what they tell you._Where to find Mandy:https://www.linkedin.com/in/mandylozano/_Where to find Neeta:https://www.linkedin.com/in/neetabidwai/Where to find Good Revenue:https://dfnstrategy.com/goodrevenue Sound by RPS Audio Hosted on Acast. See acast.com/privacy for more information.

The podcast explores the importance of thought leadership in building trust with buyers. It discusses the different types of content strategies and emphasizes the need for original insights. The shift in buyer behavior towards self-service is highlighted, along with the significance of strategic distribution planning for thought leadership content. The power of thought leadership in building trust, credibility, and revenue is also discussed.

Baljeet Singh, a product executive with experience at Google (2x), (real) Twitter, YouTube, Invoy, and Livongo, has led product strategy, monetization, roadmap definition, and organizational design for both consumers and enterprises.In this episode of Good Revenue, host Neeta Bidwai and Baljeet cover:Why stage and context are crucial in product development - what works in one company may not work in another. How to develop effective monetization strategies, business models, and product values with real-world examples. Achieving and maintaining product market fit (non-linear acceleration in metrics over a period of time), especially in different industries, requires aligned incentives, early conversations about monetization, and good checkpoints like YouTube and Google Maps enterprise. Why calculated risks and North Star metrics are essential for achieving product success, and why those metrics should evolve over time.Why you can’t just build a product and expect it to sell itself, and why you need to tackle product and its go-to-market concurrently.The difference between a nice-to-have and a must-have can be small. Honesty with yourself about this lies in customer validation.Why great product leaders separate passion from attachment. Frameworks for prioritization, avoiding low-hanging fruit, and the evolving dynamic between founders and product leaders.Actionable advice for founders and executives aiming to build successful, scalable products._Where to find Baljeet:https://www.linkedin.com/in/baljeet-01-singh/ Where to find Neeta:https://www.linkedin.com/in/neetabidwai/Where to find Good Revenue:https://goodrevenue.io/goodrevenuehttps://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ_Referenced:Big Rocks framework based on the work of Steven Covey: https://www.franklincovey.com/courses/the-5-choices/choice-3/ North Star metrics: https://www.reforge.com/blog/north-star-metrics Youtube: https://www.youtube.com/ Google maps: https://www.google.com/mapsTechquity: https://www.techquity.ai/Invoy: https://www.invoy.com/Livongo: https://www.livongo.com/ Niantic: https://nianticlabs.com/  Hosted on Acast. See acast.com/privacy for more information.

Host Neeta Bidwai discusses the most important things you need to know if you’re just getting started with pricing, and why monetization should always be a strategic priority for your organization. In this episode of Good Revenue, we cover:- Why pricing isn’t about price points or matching the competition. It’s about validating customer needs, values, and willingness to pay.- Ten benefits derived from pricing work, including segmentation, packages, business model evaluation, and clearer communication with customers.- How to focus on high ROI segments instead of one-size-fits-all.- Why pricing & packaging will evolve as you scale. Re-find product-market-pricing fit at each stage and as markets change.- Why you have to deliver more value to existing customers to retain them. Never assume acquiring a customer means you’re done.- Why you should explore various business models, not just usage or flat subscription, and align your value metric with what customers care most about, which varies by segment.- How monetization can be a differentiator if you understand your best customers’ values, and why you should never assume competitors have done the work.- Key questions and research methodologies for evaluating a single product, multiple products, or multiple brands. - The difference between personas, Ideal Customer Profiles (ICP), and true segmentation, and why you need to understand segment-specific value and willingness to pay.- Methodologies like Van Westendorp, Gaber Granger, max diff, and conjoint.- Why the entire organization should be involved in pricing - marketing, sales, and product - not just finance._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 Revenue00:21 The Importance of Pricing and Packaging01:21 Top 10 Benefits of Pricing Work03:30 Understanding Value in Pricing05:43 Segmentation and Customer Value08:30 Key Considerations for Pricing and Packaging12:36 Effective Pricing Research Methodologies18:46 Business Questions for Multiple Offerings23:35 Implementing Pricing Insights30:34 Conclusion and Final Thoughts_Sound by RPS: https://www.rps-audio.com/  Hosted on Acast. See acast.com/privacy for more information.

Willow Hill discusses the importance of building a business case for brand, knowing your audience, and having clear guardrails. Rebrands should be measured by sentiment changes and brand lift. Key questions to answer include why, what, and how to evolve. Success involves long-term brand building and differentiation in the market.