SBI, The Growth Advisory

Businesses across a wide range of industries are adopting AI as a key driver of growth. While it has brought unprecedented levels of success for some, the prevalence of AI also highlighted critical shortcomings in the grid infrastructure that is struggling to keep up with the energy demands of today’s cutting-edge technologies. Listen in on the discussion with host Mike Hoffman, SBI CEO, and Jerry Kent, Chairman and CEO of Cequel III and TierPoint, as they uncover how the data center operations business has leveraged the AI boom to drive growth and the challenges faced by the industry as a result of the increased power demand. Key Talking Points: • How TierPoint helps businesses outsource data operations effectively • The current state of energy demand and future projections • Why a shortfall in power availability could limit growth potential

The importance of effective communication in today's dynamic market cannot be overstated, especially for publicly traded companies. CEOs must master the art of conveying their message to the street while managing their reputation and risk. Tune into the discussion with host Mike Hoffman, SBI CEO, and Tom Ryan, Co-Founder and CEO of ICR Inc., discussing managing expectations and setting realistic goals to drive success. They will share strategies for crisis management, maintaining transparency, and dealing with activist investors. This discussion is essential for CEOs looking to enhance their communication strategies and achieve sustained success. Key Talking Points: • Effective communication is essential for managing reputation and risk • Setting realistic goals is crucial for driving valuation and success • Having a crisis plan and transparent communication during crises is vital • A balanced approach to capital allocation ensures long-term value creation • Building relationships with top shareholders can help avoid activist investors

For CEOs who just got back into the seat in our post-COVID business environment, unpredictability and rising costs seem to hinder the efforts of any growth strategy. Today’s market leaders have clear, focused segmentation supported by streamlined commercial processes, helping their businesses drive consistent profitability. Tune into the discussion with host Mike Hoffman, SBI CEO, and Jeff Kiesel, Chairman, CEO, and President of Restaurant Technologies, as they explore how the shifting thought processes of a CEO in a post-Covid business environment and how the right plan can help them bounce back to sustainable growth. Key Talking Points: • How effective segmentation drives predictable growth • Why being more direct in client communications can speed up deals • What sales processes are needed to help raise commercial productivity

CEOs who succeed the founder of a company must lead the company differently from how the founder did it to ensure that the company scales sustainably. But without much of a roadmap or guide, how do these ‘second CEOs’ get it right without having to resort to costly trial and error? Join Mike Hoffman, CEO of SBI, as he meets Matt Sharrers, Executive Chairman of SBI, to discuss his new book, “The Second CEO”. Written based on learnings from his own experience as a CEO succeeding the founder of SBI, as well as from conversations with other second CEOs, the book highlights reasons why founder CEOs are not always the best at helping their companies scale and how second CEOs need to take a different approach to company leadership. Key Talking Points: How second CEOs differ from founder CEOs Why second CEOs can help a company scale better The right time for founder CEOs to make way for a new CEO

Many CEOs and CROs often see their sales teams gaming the compensation system, but the reps only do what they are incentivized to do. By focusing sales reps on driving behaviors leaders want, CEOs can capture higher quality deals and increased revenue from existing customers. Continue the conversation with host Mike Hoffman, SBI CEO, and Chris Cabrera, Founder and Board Member of Xactly, as they explore how growth dynamics can affect key decisions and how the right incentives enable sellers to excel in capturing greater value. Key Talking Points: • Why sales reps game the compensation system • How to capture more value from customer renewals • Aligning CEO and board expectations of growth versus value

Amidst pressure from the board and an increasingly volatile market, many CEOs make the mistake of pursuing growth at all costs when they should be building a resilient and sustainable business instead. Find the right balance between growth and profitability, then build up the talent to drive quality revenue streams. Tune into the first part of the conversation with host Mike Hoffman, SBI CEO, and Chris Cabrera, Founder and Board Member of Xactly, as they explore the common pitfalls of an aggressive growth thesis and how leaders can navigate shareholder expectations while increasing profitability. Key talking points: Risks of solely focusing on achieving a high valuation Navigating the pendulum scenario of growth versus profitability How sales leaders can unintentionally hinder their talent’s success

Despite record-setting investments, marketing leaders have historically struggled with showing results. The divide between sales is clear: marketing needs to demonstrate how they contribute to the company’s revenue. Make ROI the primary objective, and create the dependencies necessary to drive effective growth. Listen in the conversation in this episode with host Mike Hoffman, SBI CEO, and Jeff Pedowitz, President and CEO of The Pedowitz Group, as they discuss the role of marketing in a B2B environment and explore how marketing leaders can reinforce their position as a key revenue driver. Key Talking Points: • Marketing as a cost-center vs. revenue generator • Key dependencies to effective marketing • How to design a holistic campaign model with sales functions

The playmakers and managers that worked well for you in the past may now be slowing you down. But it goes beyond tech augmentations and enablement, it is the fundamental hiring framework that is flawed. Cut through the noise and focus on what your customers want from your sellers to drive win rates and loyalty. Join the conversation in this episode with host Mike Hoffman, SBI CEO, and Nick Toman, SBI Chief Strategy and Product Officer, as they explore the evolving requirements of sales functions and how outdated talent frameworks could be slowing companies down. Key Talking Points: • The critical role of talent in driving growth and value creation • How the sales role has evolved from the Great Depression • What to look for in new talent, and who to potentially let go

The playmakers and managers that worked well for you in the past may now be slowing you down. But it goes beyond tech augmentations and enablement, it is the fundamental hiring framework that is flawed. Cut through the noise and focus on what your customers want from your sellers to drive win rates and loyalty. Join the conversation in this episode with host Mike Hoffman, SBI CEO, and Nick Toman, SBI Chief Strategy and Product Officer, as they explore the evolving requirements of sales functions and how outdated talent frameworks could be slowing companies down. Key Talking Points: • The critical role of talent in driving growth and value creation • How the sales role has evolved from the Great Depression • What to look for in new talent, and who to potentially let go

Alfred Ojukwu, Co-Chair of Blacks at Microsoft and a senior sales professional specializing in healthcare, shares insights on the transformative power of AI in sales. He emphasizes that AI enhances the human element, fostering stronger customer relationships and trust. Ojukwu also highlights the significance of diversity in driving growth and innovation. The conversation delves into training sales teams to adapt to AI tools and the importance of inclusive leadership for effective collaboration, ultimately shaping the future of sales.