Shows
Good Revenue83 | JP Morgan's Cyber Warning, Big Tech Showdowns, & Recession AheadHost Neeta Bidwai unpacks an interconnected web of digital vulnerabilities, market power concentration, and economic impacts affecting the global financial system.This episode of Good Revenue covers:The SaaS Vulnerability Crisis: JP Morgan's CISO warning about SaaS creating substantial vulnerabilities in the global economic system by prioritizing features over securityCybersecurity Threat Evolution: Microsoft's "Silk Typhoon" warning highlighting threat actors exploiting both IT supply chains and AI technologies simultaneouslyAntitrust Actions Reshaping Tech: Major legal defeats for Google and regulatory challenges for Meta that could fundamentally restructure the tech landscapeEconomic Storm Signals: Apollo Global Management's alarming report...2025-05-0210 min
Good Revenue82 | Product Innovation: How One Tool Became an Icon with Keith Carrato (Leatherman)Keith Carrato, VP of Product at Leatherman, discusses balancing innovation, commercial viability, trust, and integrity in company culture.In this episode of Good Revenue, host Neeta Bidwai and Keith cover:How founder Tim Leatherman’s persistence led to the development of the Pocket Survival Tool (PST) despite initial rejections, resulting in a company that has thrived for over 40 years.Why Leatherman’s core philosophy is to equip users to tackle challenges creatively in various scenarios.How disciplined product briefs distinguish between essential features and “nice-to-haves” to prevent feature overload.Embracing failure as a learning opportunity at Leath...2025-04-2248 minGood Revenue81 | Trade Turmoil, Economic Paralysis, & AI Hard TruthsHost Neeta Bidwai examines the cascading effects of recent trade policy shifts, economic sentiment challenges, and AI patterns.This episode of Good Revenue covers:Trade Policy Whiplash: The administration's dramatic pivot on the worst tax hike since the 1930s creates market turmoil, investment freezes, and risking the dollar's global leadershipChina's Response: Implementation of non-tariff barriers specifically targeting red states through beef, poultry, and LNG restrictionsEconomic Sentiment Crisis: Dallas Fed survey revealing unprecedented anxiety among oil and gas executives despite traditional conservative alignmentFinancial Distress Indicators: 401(k) hardship withdrawals exceeding historical norms by 15-20%, signaling last-resort financial...2025-04-1516 min
Good Revenue80 | Tariffs, Chaos, and Penguins🐧📉: How the U.S. Just Triggered a Global Trade Meltdown with Erik Olson (Venn Strategies)Erik Olson, President of Venn Strategies, breaks down the significant economic consequences of the U.S. President’s April 2, 2025 announcement of the worst tariff hike since 1930, affecting 60 countries. In this episode of Good Revenue, host Neeta Bidwai and Erik cover:Market reactions — markets have lost more than $6 trillion in value.Broader goals behind the tariffs, such as enhancing US production and revenue generation.Extreme uncertainty and challenges for businesses and global trade relations.Implications for the U.S. and global economies including Canada, Mexico, the European Union, China, India, South Korea, Vietnam, Cambodia, Russia, and othe...2025-04-0837 minGood Revenue79 | AI's Alarming Confidence Problem: 94% Error Rates, Fake Citations, and Big Tech's $220 Billion GambleHost Neeta Bidwai explores the evolving landscape of artificial intelligence, examining groundbreaking research on how AI systems think, concerning patterns in their confidence levels, and implications for business and society. Plus, one bright spot: design thinking validation.This episode of Good Revenue covers:- Big Tech's AI Investment Surge: Microsoft's $80 billion AI allocation alongside Meta's $65 billion and Alphabet's $75 billion expenditures, with surprising shifts in data center strategy- AI's Dangerous Confidence Problem: Columbia Journalism Review's comprehensive analysis revealing AI systems provide incorrect answers with unwarranted confidence up to 94% of the time2025-04-0108 minGood Revenue78 | Secret Robot Languages, AI Changes How We Think, VC to VC Acquisitions, & Economic Warning SignsHost Neeta Bidwai explores pressing issues in U.S. and global economics, the latest AI insights, and private markets dynamics. This episode of Good Revenue covers: • Trade wars, economic warnings, and tariff analysis involving the US, Canada, China, and the EU.• Job market signals, including significant job cuts in February, the highest since 2009.• Changes in the US government, including firings of FTC directors and board members of Fannie Mae and Freddie Mac.• Troubling AI interactions and their impact on human critical thinking.• Chinese AI advancements challenging US dominance...2025-03-2515 min
Good Revenue77 | Product Innovation & Differentiation in Wireless Markets with Doug McColgin (U.S. Cellular)Doug McColgin, Director of Marketing Strategy for U.S. Cellular, breaks down product innovation and differentiation opportunities in telecom & wireless.In this episode of Good Revenue, host Neeta Bidwai and Doug cover: Smartphone replacement cycles, rising capital intensity, and 5G challenges.Why the ‘Jobs to be Done’ framework was pivotal in understanding customer behavior and driving product differentiation.Innovations, such as the flat-rate product, the risk-free trial app, and a modern bill, that measurably improved customer satisfaction and retention.Network security issues, the impact of satellite, and the cultural transformation to maintain a customer-centric focus.2025-03-1840 min
Good Revenue76 | Trade Wars: Business, Geopolitics, & Security with Ambassador Demetrios Marantis (USTR, Visa, Square)Ambassador Demetrios Marantis, a highly distinguished trade negotiator, policy maker, and business executive, served as the deputy U.S. Trade Representative from 2009 to 2013.In this episode of Good Revenue, Ambassador Marantis discusses the complexities and strategic implications of current / uncharted U.S. trade policies with host Neeta Bidwai. This discussion offers:- An in-depth analysis of the ongoing trade wars with Canada, Mexico, and China.- The economic, geopolitical, and national security implications of these policies.- Potential impacts on global supply chains and economic stability.- Advice...2025-03-1147 min
Good Revenue75 | What Sets High Performance Companies Apart? #4 (Deep Dive)This episode of Good Revenue, hosted by Neeta Bidwai, is the fourth installment of our special series focusing on the characteristics that differentiate high performance organizations from average performers.Topics include: J Li from Prototype Thinking Labs emphasizes risk control over solutions. John Driver, CEO of Lynx Technology, highlights the critical role of positive culture. Mike Maynard of Napier Group discusses the necessity of adaptability in strategies. Joyce Cacho focuses on the importance of tangibles and intangibles in performance. Dexter Hardy, CEO of Integral, stresses the value of consistency and role clarity. Jazz Samra from Wells...2025-03-0410 minGood Revenue74 | DeepSeek Data Sharing with TikTok? Plus, Startup Economics Imploding, AI & IP Protection, & Universal Leadership NeedsHost Neeta Bidwai explores AI copyright issues, data privacy, and the startup landscape.This episode of Good Revenue covers:• Landmark ruling against Ross Intelligence for using copyrighted content to train AI, and implications for AI firms.• Data privacy issues involving Chinese AI startup DeepSeek and its alleged data sharing with ByteDance.• The rise of ‘zombie unicorns’ in the startup landscape and the contrasting success of ‘AI-native ponies’.• New Gallup research on leadership influences across global cultures._Highlights:00:00 Introduction and Overview00:23 AI Harve...2025-02-2510 min
Good Revenue73 | Fixing Customer Experience Drive Revenue & Retention: a Fortune 100 Playbook with Paula Courtney (Verde Group)Paula Courtney, CEO of Verde Group, improves customer experiences at Fortune 100 firms by identifying and addressing friction points that impact revenue & retention across industries like retail, financial services, manufacturing, telecom, and aerospace.In this episode of Good Revenue, host Neeta Bidwai and Paula cover:How to identify which customer interactions truly impact business outcomes, moving beyond surface-level satisfaction metrics.The critical role of negative experiences in predicting customer behavior, triggering either flight or fight responses.Why traditional metrics like NPS and CSAT alone fail to capture the full picture of customer relationships.The challenge of...2025-02-1835 min
Good Revenue72 | AI & Innovation: From DeepSeek Controversies to Enterprise Evolution with Former CIO Tali Bray (Dewpoint, Wells Fargo)Tali Bray, a former CIO at Wells Fargo, advises mid-cap firms and startups on AI-driven strategy and value creation. In this episode of Good Revenue, host Neeta Bidwai and Tali cover:The rapidly evolving AI landscape - from DeepSeek's market-moving claims to enterprise AI adoption, and the tensions between optimistic market projections and sobering risk assessments.Why the dominance of a few big companies in AI might not be inevitable and how competition could reshape the industry landscape.Challenges of AI ownership and data sovereignty, especially in the context of foreign data sovereignty laws vs. t...2025-02-1147 min
Good Revenue71 | Modernizing Heritage Brands & Business Models with Michael König (Fiskars Group, Bang & Olufsen)Michael König, former VP of Design at Fiskars Group, specializes in cultivating heritage brands like Waterford, Bang & Olufsen, and more. In this episode of Good Revenue, host Neeta Bidwai and Michael cover:The challenges heritage brands face modernizing while preserving tradition and craftsmanship.His experience at Egmont, transforming Disney’s IP into a digital subscription model.How prototype testing with real customers broke a stalemate at Bang & Olufsen and drove mission-critical alignment across teams and stakeholders, fueling future innovation.How he successfully led design across 12 Fiskars Group brands, emphasizing the importance of storytelling, branding, and...2025-02-0447 min
Good Revenue70 | How to Use Design Thinking & Customer Focus to Fix Go-to-Market with Mary Catherine Plunkett (Autodesk)Mary Catherine Plunkett, Vice President of Customer Success Design at Autodesk is a champion of the transformative power of human-centered design in creating effective go-to-market models and the complexities of strategic planning. In this episode of Good Revenue, host Neeta Bidwai & Mary Catherine cover:• Mary Catherine’s journey into design thinking and its impact at Autodesk• Insights from her experience in shifting Autodesk to a subscription model, the benefits of using frameworks like Jobs to Be Done, and the role of shared KPIs in aligning organizational goals.• How to optimize customer...2025-01-2840 min
Good Revenue69 | Is AI Hype Justified? Or Are We Just Overlooking Risks? Deep Dive with Joyce Chung & Host Neeta BidwaiIn this episode of Good Revenue, host Neeta Bidwai and returning guest Joyce Chung have a thought-provoking discussion about the implications of AI, covering economics, ethics, and future trends. The conversation covers:• Generative AI’s economic impact on global growth• Ethical concerns, including data privacy and the need for federal privacy statutes and independent audits• AI’s impact on consulting firms and skepticism around optimistic projections• Real-world applications and limitations of AI tools• AI’s potential to reshape the job market, emphasizing the need for up-skilling and re-skilling2025-01-2138 min
Good Revenue68 | Why Ads Hit So Hard Emotionally with Adam Slater (Clarafy Research)Adam Slater is an opinion researcher and the founder of Clarafy Research.In this episode of Good Revenue, host Neeta Bidwai and Adam Slater cover:• Lessons learned from insights work in politics which apply to the business world• The nuances of polling as a tool in capturing public sentiment and its applications in business and politics• The critical role of focus groups in extracting genuine emotions and the art of effective moderation• Exploring the surge in podcast influence and its effectiveness in engaging new target audiences, particularly among swing an...2025-01-1444 min
Good Revenue67 | AI Agents, Trade Wars, & Market Surprises: 2025 Predictions with Jim Stevenson (The Bletchley Group)Jim Stevenson of the Bletchley Group returns to Good Revenue to discuss the impacts of AI and digital transformation, potential trade wars, health care, and the state of global energy. In this episode of Good Revenue, host Neeta Bidwai and Jim cover: • The transformative potential of AI and autonomous agents in various industries• The evolving landscape of cybersecurity amidst advanced technologies• Quantum computing's potential impact on AI and other sectors• Data sovereignty and the shift towards sovereign digital infrastructures• The implications of geopolitical tensions and energy market volat...2025-01-0738 min
Good Revenue66 | Unlock Pricing Power with Effective Messaging (Deep Dive)Happy holidays! Good Revenue is off this week, so we're bringing you one of our favorite episodes from 2024. Host Neeta Bidwai breaks down the overlooked power of messaging in influencing customer perceptions of willingness to pay and value. Key topics include:• The science behind effective messaging• How emotions and psychology affect decision-making and willingness to pay• Strategies for crafting messages that not only emphasize product benefits but also evoke emotional connections with customers• The role of framing, laddering, and storytelling in creating impactful messages• Best p...2024-12-3122 min
Good Revenue65 | Grow Revenue Faster with Data-Backed Thought Leadership (Deep Dive)Happy holidays! Good Revenue is off this week, so we're bringing you one of our favorite episodes from 2024. Thought leadership is additive, newsworthy, and educational. It teaches your audience something they didn’t know. It challenges the status quo. And it helps your audience achieve a goal or get better at something they care about. That’s why it’s an incredibly powerful tool in go-to-market, when done well. In this episode of Good Revenue, host Neeta Bidwai covers:• Why data-backed thought leadership changes mindsets, shows differentiated value, and is hard to copy 2024-12-2443 min
Good Revenue64 | From Crisis to Opportunity: Bold Business Pivots and M&A with Tina Brown (Overland-Tandberg)Tina Brown, President and COO of Overland-Tandberg, is an expert in technology manufacturing, cybersecurity, and mergers & acquisitions.In this episode of Good Revenue, host Neeta Bidwai and Tina cover:• Key trends in tech manufacturing and cybersecurity• The impact of third-party services on cybersecurity risks• Strategies for effective supply chain management and planning• The challenges of human capital and talent retention in tech manufacturing• Response and business pivots during the COVID-19 pandemic• The importance of customer focus and culture in successful M&A• Lessons learne...2024-12-1735 min
Good Revenue63 | Strategize, Acquire, Transform: Unleashing Value Creation with Michael Frankel (Trajectory Capital) | Part 2Michael Frankel, founder and managing partner of Trajectory Capital, returns to Good Revenue to discuss the current state of M&A and predictions for 2025 in the 2nd of a 2-part episode.In this episode of Good Revenue, host Neeta Bidwai and Michael cover:• The impact of current market conditions on strategic M&A decisions• How AI and new technologies are influencing business strategies• The role of antitrust regulation and its limited effect on the M&A market• Differences between private equity and strategic buyers in the middle market• T...2024-12-1030 min
Good Revenue62 | M&A in 2025: AI, Trade Wars, and Economic Trends with Michael Frankel (Trajectory Capital) | Part 1Michael Frankel, founder and managing partner of Trajectory Capital, returns to Good Revenue to discuss the current state of M&A and predictions for 2025 in the 2nd of a 2-part episode.In this episode of Good Revenue, host Neeta Bidwai and Michael cover:• The impact of current market conditions on strategic M&A decisions• How AI and new technologies are influencing business strategies• The role of antitrust regulation and its limited effect on the M&A market• Differences between private equity and strategic buyers in the middle market• T...2024-12-0324 min
Good Revenue61 | What Sets High Performance Companies Apart? #3 (Deep Dive)This episode of Good Revenue, hosted by Neeta Bidwai, is the third installment of our special series focusing on the characteristics that differentiate high performance organizations from average performers.Topics include the importance of customer centricity, listening to employees, fostering a culture of learning, leveraging diverse talent, clear communication, and effective implementation of initiatives. Real-world examples from HP, IBM, Delta Airlines, and others highlight the practical applications of these high-performance strategies._Where to find Neeta:https://www.linkedin.com/in/neetabidwai/Where to find Good Revenue:2024-11-2609 min
Good Revenue60 | We Buy with Emotion & Backfill with Logic: The Science Behind Decision Making (Deep Dive)Host Neeta Bidwai explores the pivotal role of emotions in human decision making. Building on our previous discussions around willingness to pay and pricing power, this episode highlights the significant influence of emotions across various fields. From consumer behavior to finance, politics, and healthcare, peer-reviewed studies demonstrate how emotions shape our decisions more than we might realize. Understanding the dual nature of emotional influence, the practical applications in real-world scenarios, and strategies to harness emotional awareness provides better decision-making outcomes. Highlights:00:00 Introduction to Emotions in Decision Making00:25 The Universality and Speed of E...2024-11-1910 min
Good Revenue59 | Driving Innovation in Finance Services with Jazz Samra (Wells Fargo)Jazz Samra, Head of Innovation and Strategic Partnerships at Wells Fargo, is an expert in fostering collaboration with tech companies and venture capital firms.In this episode of Good Revenue, host Neeta Bidwai and Jazz cover:• Key global trends shaping the financial services sector• Opportunities for innovation in collective banking and generational wealth transfer• Wells Fargo's five principles for driving innovation• The balance between centralized and decentralized innovation approaches• The importance of customer focus and product-led innovation• The concept of the 'middle path' to innovation...2024-11-1229 min
Good Revenue58 | The Case Against Lead Gen and What to Do Instead (Deep Dive)In this special U.S. Election Day episode of Good Revenue, we revisit one of our most popular episodes, diving deep into why traditional lead generation strategies often fall short for many organizations. The discussion is led with passion and backed by data, aiming to inspire conversations among CFOs, CEOs, and board members about building more efficient and customer-friendly business models. Key topics include the complexities of customer acquisition, the inefficiencies of traditional lead gen frameworks, and the shift towards more customer-centric approaches. Thought leadership, trust-building, and adapting KPIs to better serve your audience are emphasized as crucial steps...2024-11-0543 min
Good Revenue57 | How to Unlock Pricing Power & Increase Willingness to Pay with Effective Messaging (Deep Dive)Host Neeta Bidwai breaks down the overlooked power of messaging in influencing customer perceptions of willingness to pay and value. Key topics include:• The science behind effective messaging• How emotions and psychology affect decision-making and willingness to pay• Strategies for crafting messages that not only emphasize product benefits but also evoke emotional connections with customers• The role of framing, laddering, and storytelling in creating impactful messages• Best practices for language choice and multisensory message delivery• Comprehensive testing and refinement of messaging strategiesJoin us for...2024-10-2921 min
Good Revenue56 | Nothing to Lose, Everything to Build with Luke Cooper (Latimer Ventures)Luke Cooper, General Partner at Latimer Ventures, shares his inspiring story of resilience, entrepreneurship, and community impact.In this episode of Good Revenue, host Neeta Bidwai and Luke cover:• Luke's early life growing up in poverty in Bridgeport, Connecticut and the impact of his father's incarceration on his own journey• How his experiences shaped his perspective on risk and long-term value creation• Key decisions in building and selling his first cybersecurity company for a 27x return• The importance of maintaining a focus on exit strategies early in the lifecycl...2024-10-2245 min
Good Revenue55 | M&A, Crisis Communication & Building Trust with Mike Maynard (Napier Group)Mike Maynard is the CEO of Napier Group, a UK-based PR and marketing firm.In this episode of Good Revenue, host Neeta Bidwai and Mike, discuss:• Mike's unique transition from engineering to marketing and his own experience with M&A.• Lessons from acquiring an agency before the dot-com crash and the importance of client retention.• How client M&A activity has shaped his strategic insights.• The role of clear communication and brand management during an acquisition.• Real-world examples of crisis management and maintaining trust in B2B tech.2024-10-1536 min
Good Revenue54 | What Sets High Performance Companies Apart? #2 (Deep Dive)This episode of Good Revenue, hosted by Neeta Bidwai, is the second installment of our special series focusing on the characteristics that differentiate high performance organizations from average performers.Topics include the importance of being outcome-oriented rather than just focusing on output, fostering a growth mindset with openness and flexibility, the significance of an ethical and data-driven approach, empowering employees, maintaining a strong company culture and vision, understanding customer needs, and having diverse expertise in leadership.Highlights:00:17 Chris Jones on Product Alignment and Outcomes02:53 Shinyoung Park on Growth Mindset2024-10-0812 min
Good Revenue53 | Why Prototype Testing Leads to Superior Products with J Li (Prototype Thinking Labs)J Li is a partner at Prototype Thinking Labs, and a champion of the firm's unique methodology that boosts confidence levels in ideas from 10-40% to 60-70% through focused experimentation and iterative testing. In this episode of Good Revenue, host Neeta Bidwai and J cover:• The importance of addressing the neglected early stages of product development• How to measure confidence in your prototypes• The significance of understanding the 'tango' or core interaction in testing, • Case studies covering the difference between early-stage and high-confidence experiments• How to mitigate ris...2024-10-0140 min
Good Revenue52 | How to Create Permission Structures to Enable Behavioral Change & Business Model Adoption (Deep Dive)Host Neeta Bidwai breaks down how permission structures shape public opinion and drive behavioral change. The discussion covers:• A detailed look at the science and theory behind permission structures• The significance of permission structures in politics, including examples like criminal justice reform, health policy, marriage equality, and climate change• Business applications such as cloud computing, mobile payments, subscription models, sustainable products, telehealth, and electric vehicles• Techniques for creating ethical and thoughtful permission structures• Ethical considerations for using these techniques responsibly to align with both organizational goals and customer values...2024-09-2413 min
Good Revenue51 | Effective M&A, Growth, and Board Governance with Joyce Cacho (Adinura, Sistema.Bio, Land O’Lakes)Joyce Cacho is a global expert in supply chain, financials, and risk management, and an experienced member of both public and private company boards.In this episode of Good Revenue, host Neeta Bidwai & Joyce explore:• How questioning assumptions can signal business growth• Embracing complexity in strategic planning• The balance between short-term needs and long-term vision• The importance of P&L restructuring and supply chain transformations• The economic value of diverse perspectives in boards and executive teams• Board oversight for successful M&A strategies• AI’s rol...2024-09-1741 min
Good Revenue50 | Uncovering Diamonds, Management vs Leadership, and M&A with John Driver (Lynx Technology)John Driver, the inspiring CEO of Lynx Technology, serves on both corporate and non-profit boards — including 50/50 Women on Boards — and champions mission-driven corporate service.In this episode, host Neeta Bidwai & John cover:John’s acquisition of Lynx, a leader in smart home technology, from his initial role as COO to his unexpected leap to CEO.A detailed breakdown of his acquisition journey including the dynamics of dealing with private equity and strategic buyers, and how he managed to secure the acquisition within a tight two-week deadline.Valuable lessons on leadership, resilience, and networking, as well as his...2024-09-1044 min
Good Revenue49 | Intangible Assets, Brand, and Value Creation with Joyce Chung (Aerial)Joyce Chung is an accomplished executive who has launched, led, and consulted for high-growth businesses in the U.S., Europe, Latin America, and Asia with 100 global innovation and consumer insights studies under her belt.In this episode of Good Revenue, host Neeta Bidwai and Joyce cover:Her non-linear career path, starting in advertising and transitioning to consumer insights and brand strategy consultingThe importance of storytelling and data in brand developmentThe often-neglected value of insights in forming effective business strategiesExamples from her work with major brands such as Apple, Nike, Google, Disney, Notion, Salesforce, Delta Airlines...2024-09-0332 min
Good Revenue48 | Pivoting & Scaling from Services to Product with Dexter Hardy (Ntegral)Dexter Hardy, CEO of Ntegral, breaks down his transformative pivot from a services business to a highly successful product company during the COVID-19 pandemic.In this episode of Good Revenue, host Neeta Bidwai and Dexter cover:How the pandemic forced a shift to remote services, leading to the creation of ‘Consulting 2.0.’Inspired by his son’s success in self-publishing on Amazon, Dexter reimagined Ntegral’s business model by productizing their services.This change skyrocketed their client base from a regional handful to over 10,000 customers in 150 countries.Topics covered include leveraging hyperscaler platforms like Microsoft Azure, focusing...2024-08-2730 min
Good Revenue47 | Brand Equity Drives Revenue in Manufacturing M&A with Ashton Belk (Huebner)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 t...2024-08-2036 min
Good Revenue46 | Short Term Needs, Long Term Strategy, & Customer Focus in Developing Markets with Regina García Cuéllar (izzi, Citibanamex, Pemex)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 br...2024-08-1334 min
Good Revenue45 | Bypass Lead Gen: How to Design Go-to-Market for Customers (Deep Dive | Part 2)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. Th...2024-08-0626 min
Good Revenue44 | Why Traditional Lead Gen is Failing: Data & Insights (Deep Dive | Part 1)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 ri...2024-07-3027 min
Good Revenue43 | Successful Turnarounds, Culture, and Strategy with Jim Stevenson (The Bletchley Group)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• Effe...2024-07-2334 min
Good Revenue42 | Product, Strategy, Insights, and Culture with Todd Horvitz (HP, Disney, Wells Fargo)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 m...2024-07-1641 min
Good Revenue41 | Building Trust and Proactivity in Customer Success with Jina Kim (RedRock, Carta, Techstars)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 v...2024-07-0939 min
Good Revenue40 | Customers Define Value, Not Us (Data Snapshot)It's critically important to validate value from the customer's perspective. Data from Forrester's annual CX benchmark index shows a startling decline in customer experience across 223 brands and 13 industries. Key findings from 98,000 U.S. customers 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...2024-06-2507 min
Good Revenue39 | The Business Case for Diverse Board Perspectives with CEO Heather Spilsbury (50/50 Women on Boards)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...2024-06-1824 min
Good Revenue38 | Transform Your Revenue Strategy with Differentiated Expert Insights (Deep Dive)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 no...2024-06-1116 min
Good Revenue37 | Growth, Conviction, & Adaptability in Startups with Jennifer Krusius (ABS Capital, Columbia Capital, Vivacity)Jennifer Krusius is an investor at ABS Capital. She helps companies scale, drawing on her operating experience co-founding a fiber and wireless infrastructure company, Vivacity Infrastructure Group, and as an executive at Uber. In this episode of Good Revenue, host Neeta Bidwai and Jennifer cover:- Her extensive experience across various sectors including digital infrastructure, enterprise tech, and human capital management. - Her journey at Vivacity, when to pivot business strategies, and the challenges of achieving scale. - Customer insights, market dynamics, and the fine balance between conviction and adaptability. 2024-06-0435 min
Good Revenue36 | Monetizing eSports, M&A, and Market Dynamics with Michele Maguire (Asteri, Niko, Fabl)Michele Macguire is an eSports executive with extensive experience in advertising, media, and entertainment.In this episode of Good Revenue, host Neeta Bidwai and Michele cover:The evolution of esports from its beginnings in the 70s to its current state, highlighting major platforms like Twitch and YouTube Live.Challenges and strategies in building crucial partnerships, especially amidst the market’s immaturity and the ‘winter of esports’ downturn in 2023.Business models, revenue streams, and the pivotal role of viewers.Valuable lessons on M&A integration plans and their importance in acquisitions.Advice for CEOs & companies and the si...2024-05-2826 min
Good Revenue35 | The Power of Data & Monetization in Product with Shinyoung Park (Game of Life, 500 Startups, Techstars)Shinyoung Park, a seasoned founder and product leader, has created 23 consumer products with a combined 42 million users and $88 million in revenue. In this episode of Good Revenue, host Neeta Bidwai and Shinyoung cover:The importance of data in product development, market fit, and competitive positioning for startups.The need to track and analyze engagement metrics to improve ARPU, retention, and overall company growth.Her experience with Spoon Radio, explaining how audience engagement and optimized features led to profitability.Evolution of business models, pricing strategies, and the importance of understanding customer value.Shinyoung’s new project aim...2024-05-2129 min
Good Revenue34 | Reinventing Xerox with Greg Stein (Head of M&A and Strategy at Xerox)Greg Stein is the head of M&A and Strategy at Xerox, and he joins the show to discuss how Xerox’s Project Reinvention addresses operational simplification and repositioning for growth.In this episode of Good Revenue, host Neeta Bidwai and Greg cover:How the initiative is driven by challenges like COVID-19 impacts, supply chain disruptions, and the shift to hybrid work.The transition towards a service-led, software-enabled business model.The focus is on digital services and IT solutions while moving away from non-core assets through strategic divestments and partnerships.Insights on the challenges and st...2024-05-1424 min
Good Revenue33 | Breaking Through Bad Revenue (and How to Raise Prices Effectively)Host Neeta Bidwai discusses how companies can escape the trap of bad revenue and optimize their business for good revenue. In this episode of Good Revenue, we cover:- How to identify bad revenue, characterized as deals that seem beneficial short-term but incur long-term hidden costs. - Common signals of bad revenue such as missed targets, slowed revenue growth, excessive churn, and high customer acquisition cost (CAC) payback periods exceeding 36 months. - Strategies to shift towards good revenue through customer insights, segmentation, and innovative pricing models. - A fram...2024-05-0717 min
Good Revenue32 | Better Corporate #Boards Create More Shareholder Value with Matt Moscardi (Free Float Analytics, MSCI)Matt Moscardi, founder of FreeFloat Analytics, breaks down the nuanced dynamics of corporate boardrooms, focusing on measuring management effectiveness for investors. In this episode of Good Revenue, host Neeta Bidwai and Matt cover:How FreeFloat evaluates board performance using metrics on influence and performance.Concepts like influence consolidation and the impact of diversity and inclusion on board performance.Insights on how high-performance companies differentiate themselves through openness to external perspectives and data-driven decision-making.Advice for CEOs and boards on embracing constructive criticism and fostering a culture of genuine inclusivity for sustained organizational success.2024-04-3026 min
Good Revenue31 | Outcomes Over Output - the Future of Product Management with Chris Jones (Silicon Valley Product GroupChris Jones is a veteran partner at Silicon Valley Product Group focused on the nuances of building high performance companies and product teams.In this episode of Good Revenue, host Neeta Bidwai and Chris cover:Critical transitions companies need to make from output-focused to outcome-oriented product teams.Value creation for customers as a fundamental difference between high performers and average companies.The importance of aligning entire teams around outcomes rather than outputs, and the real definition of product strategy. Why firms need to focus and make deliberate choices on which problems to solve.Growth teams, t...2024-04-2332 min
Good Revenue30 | What Sets High Performance Companies Apart? (Deep Dive)This episode of Good Revenue -- hosted by Neeta Bidwai -- features a special look back at past episodes, focusing on the characteristics that differentiate high performance organizations. Topics include the importance of an exceptional culture, clear values, inclusivity, investment in people, alignment, embracing innovation, and dedication to customer needs. The discussions also touch on successful IPO behaviors, M&A strategies, and maintaining a healthy company culture. This compilation of expert opinions offers valuable takeaways for businesses aiming for higher performance and long-term success._Where to find Neeta:https...2024-04-1625 min
Good Revenue29 | Launch to Acquisition in 1 Year with Co-Founder Alexis Bowen (Elsewhere.io by Lonely Planet)Alexis Bowen is the co-founder of Elsewhere.io, a travel marketplace acquired by Lonely Planet in 2022. In this episode of Good Revenue, host Neeta Bidwai and Alexis cover:Elsewhere’s rapid development and sale within a year during the COVID-19 pandemic (the company connects travelers directly with local travel agencies to plan and book international trips).Insights on the challenges of launching a startup during a pandemic.The company’s unique approach to branding and product development, which led to early profitability without external investments.Strategic use of partnerships and influencer marketing to gain traction.How t...2024-04-0929 min
Good Revenue28 | How to Create Better Events with Braughnwynn "Bibi" Brown (TENCUE, Hustle, EasyPost)Braughnwynn "Bibi" Brown, the COO of TENCUE, shares her experiences and observations on the dynamic changes and challenges in the events industry, particularly in the wake of the COVID-19 pandemic.In this episode of Good Revenue, host Neeta Bidwai and Bibi cover:The resurgence of in-person events, and the diminishing demand for hybrid events.Challenges like increased costs and the need for budget constraints.The importance of creating emotional connections and delivering value through unique experiences, sustainability practices, and strategic design.Insights into managing operational improvements and strategic alignment within a PE-backed framework, including customer-centricity...2024-04-0228 min
Good Revenue27 | IPO Readiness with Davina Kaile (Pillsbury Capital Markets Practice Co-Lead)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 a...2024-03-2647 min
Good Revenue26 | Effective Sales Strategies and Revenue Optimization with Mar Brandt (AppsFlyer, Sitecore, Experian)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 go...2024-03-1935 min
Good Revenue25 | M&A Integration Insights with Jacqueline Leng (Interpublic Group, Kinesso, Oracle)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 ph...2024-03-1221 min
Good Revenue24 | Actionable M&A Insights From 100+ Transactions with Michael Frankel (Trajectory Capital, Deloitte)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 com...2024-03-0548 min
Good Revenue23 | Superconsumers, Category Design, & Profitable Revenue Growth with Eddie Yoon (Category Pirates)Eddie Yoon is a category designer, strategist, and the author of "Superconsumers: A Simple, Speedy, and Sustainable Path to Superior Growth." In this episode of Good Revenue, host Neeta Bidwai and Eddie cover:How Eddie drove $10B+ in profitable growth for firms and brands by understanding who the superconsumers are and what they care about.Eddie’s core insight: superconsumers spend 30-70% more than everyone else and power the business. The universal applicability across B2C and B2B of focusing on superconsumers to innovate and grow.The impact of geographical clusters of superconsumers, the futu...2024-02-2748 min
Good Revenue22 | Never Forget the Customer with Mandy Lozano (Spoke Sciences, Nestle, Starbucks)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 gat...2024-02-1932 min
Good Revenue21 | Why Real Thought Leadership Grows Revenue Faster -- and How To Do It Well (Deep Dive)Thought leadership is additive, newsworthy, and educational. It teaches your audience something they didn’t know. It challenges the status quo. And it helps your audience achieve a goal or get better at something they care about. That’s why it’s an incredibly powerful tool, when done well. In this episode of Good Revenue, host Neeta Bidwai covers:• Why data-backed thought leadership changes mindsets, shows differentiated value, & is hard to copy • How thought leadership differentiates from transactional & educational content (and why insights can’t be outsourced to AI) • Extensive data supporting th...2024-02-1342 min
Good Revenue20 | Building Billion Dollar Products with Baljeet Singh (Youtube, Google, Twitter)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 in...2024-02-0650 min
Good Revenue19 | New to Pricing & Monetization? Why You Should Make it Your Priority (Deep Dive)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...2024-01-3033 min
Good Revenue18 | Business Metrics Help You Build Strong Brands with Willow Hill (ScoutLab, Airbnb)Willow Hill is Chief Creative Officer and co-founder of ScoutLab. In this episode of Good Revenue, host Neeta Bidwai and Willow cover:Insights and experiences from notable rebrands, including Airbnb, Venmo, and Apple.Why short-termism is not your friend when it comes to brand. If you want a $100M+ market cap, it’s a long-term game.How to tell when brand work or a rebrand makes sense, and why you need to focus on business metrics to do brand work well. Why if you’re not differentiated in your category, it’s worth in...2024-01-2328 min
Good Revenue17 | Great Firms Are Supremely Aligned to the Endgame with General Partner Cassie Young (Primary Ventures, Sailthru, Marigold)Cassie Young is a General Partner at Primary Ventures. She’s also a longtime SaaS operator with stints as Chief Revenue Officer and Chief Customer Officer at Sailthru and at its acquirer, Marigold.Cassie tells us exactly why customer centricity is about driving outcomes customers care about, why retention is your cheapest form of growth, and why the best companies are all about alignment.Key Takeaways:The playbook for building a company is the playbook for building a company regardless of which stage you’re at. Resourcing and order of o...2024-01-1646 min
Good Revenue16 | Why Proof Points & Business Models Matter More Than Ever in Health Care with Chief Commercial Officer Manisha Shetty Gulati (Commure, Clarify Health, McKinsey)Manisha Shetty Gulati, a seasoned healthcare executive and former McKinsey partner, began her career in international development. She recently served as Chief Growth Officer at Commure and currently serves on Model N’s public company board and ReSurge International’s non-profit board.In this episode of Good Revenue, host Neeta Bidwai and Manisha cover:Surprising challenges of healthcare across different countries, the critical role of understanding incentives, and the importance of personalization in care.Advice for healthcare firms, investors, and entrepreneurs on navigating the industry’s economic dynamics and emphasizes the need for partnerships and a cust...2024-01-0936 min
Good Revenue15 | Unlocking Business Growth Through Insight-Driven Decision Making with Nadia Morozova (EY, TikTok)Nadia Morozova is a Global Chief Analytics & Insights Officer – Brand, Marketing & Communications at EY in London. She’s an advocate for customer-centric decision making in business.In this episode of Good Revenue, host Neeta Bidwai and Nadia cover:The importance of customer-centric decision-making and the value of insights in driving business outcomes.Evolving landscape of marketing mix modeling in a post-GDPR world and the necessity of a data roadmap and quality data for effective use of this tool.Significance of automation in updating models and the role of statistical quality in making robu...2024-01-0233 min
Good Revenue14 | Customer-Centric CFO Strategies: Risk Assessment, Resource Allocation, and Revenue Quality with Hilda Mwangi (HAZ, Neustar, Fannie Mae)Hilda Mwangi is a customer-centric CFO with experience across private equity, large enterprises, the public sector, and startups. In this episode of Good Revenue, host Neeta Bidwai and Hilda cover:Risk assessment, resource allocation, and prioritizing quality over quantity in revenue, EBITDA, and customer acquisition.Hilda emphasizes the importance of strategic planning, effective team collaboration, and adaptive leadership.The pitfalls seen in venture-backed models that prioritize quantity, leading to high churn rates and misallocated resources.Importance of team-based strategic planning and highlights the necessity of understanding and adapting to customer needs.The changing buyer journey, t...2023-12-1933 min
Good Revenue13 | Talent, Strategy, & Operations with Amy Gershkoff Bolles (Levi Strauss, Tradesy, Spectrum Equity)Amy Gershkoff Bolles is a founder, former CEO, and public company board member with deep expertise in strategy and operations.In this episode of Good Revenue, host Neeta Bidwai and Amy cover:Her diverse experiences leading startups, growth stage companies, and public companies like eBay, Zynga, WPP, and Levi Strauss.How to turnaround a company in less than 1 year. The importance of building teams by hiring for potential rather than traditional experience, which leads to diverse and creative teams.How to balance strategy and operations, using data-driven metrics while understanding the limits of ROI calculations f...2023-12-1234 min
Good Revenue12 | Why Bad Revenue Decisions Show Up in Customer Success with Kara Cabassa (Amperity, Evolv AI, Optimizely)Kara Cabassa, a Customer Success leader with diverse experience in B2B and B2C firms, offers candid insights into effective Customer Success practices, particularly the impact of poor revenue decisions on Product, Sales, and Marketing.In this episode of Good Revenue, host Neeta Bidwai and Kara cover:• The often undervalued function of customer success in SaaS and tech companies.• Her experiences transitioning from ad agencies to customer success roles, and why she believes in only hiring people with experience delivering services under pressure.• Root causes of customer dissatisfaction, emphasizing the ne...2023-12-0537 min
Good Revenue11 | Scaling Startups: Building Repeatable Revenue Engines to $300M with Mike Heilmann (Demandbase, StrongView)Mike Heilmann is a Revenue Operations and Sales executive with two decades of experience scaling revenue organizations from zero to several hundred million dollars at companies like Demandbase and StrongView. In this episode of Good Revenue, host Neeta Bidwai and Mike cover:• The ‘Wild West’ phase in startups and the transition to scalable, structured processes.• Importance of writing clear and comprehensive instructions for new hires.• Challenges at the $100 million revenue mark, including reorganizing different business units for better customer experience.• Building sales playbooks and maintaining relevance to the sales team’s...2023-11-2842 min
Good Revenue10 | The Best Advertising is Measured by Business Results with Spencer Fox (Cannes Lions Advisory)Spencer Fox is the SVP Business Lead at Cannes Lions Advisory, part of internationally known Cannes Lions, an authority in brand, marketing, and creative excellence.In this episode of Good Revenue, host Neeta Bidwai and Spencer cover:• Insights from the ‘Marketing Challenges’ report by Lions, and the importance of maintaining a strategic focus in marketing efforts• Shift in focus for marketers from tactical metrics back to strategic objectives• Spencer emphasizes the importance of aligning creative ambition with commercial strategies like AB InBev and Skinny• Role of technology, data, and metrics...2023-11-2128 min
Good Revenue9 | Post-IPO Business Models, CEO Transitions, & Leadership Dynamics with Kristy Friedrichs (New Relic, Bain)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...2023-11-1437 min
Good Revenue8 | Starting with Product-Led Growth (PLG) vs Reworking Sales-Led Business Models – Avoid Common Pitfalls and TrapsHost 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, Market...2023-11-0723 min
Good Revenue7 | How to Build Efficient Product-Led Growth (PLG) Business Models (Deep Dive)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 stil...2023-10-3116 min
Good Revenue6 | How to Navigate Complex Challenges Like a Transformative Leader with Carrie Holtz (Alix Partners, PwC)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 t...2023-10-2438 min
Good Revenue5 | How to Unlock a Market with a Strong Customer Segmentation - Unlike Personas or an ICP (Deep Dive)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 f...2023-10-1730 min
Good Revenue4 | How Pricing Solves Positioning Problems (Deep Dive)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 i...2023-10-1022 min
Good Revenue3 | B2B Buyers Hate How We Sell: Let's Fix It! (Deep Dive)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.- O...2023-10-0323 min
Good Revenue2 | How to Build Strong Pricing & Monetization for Revenue Growth (Deep Dive)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 yo...2023-09-2625 min
Good Revenue1 | Good Revenue is Worth More than Bad Revenue (Deep Dive)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...2023-09-1931 minGood RevenueWelcome to Good RevenueModern business culture is geared towards the immediate over everything else. But the companies and leaders who win do things differently. They see the bigger picture. They’re deeply connected to their customers instead of forcing solutions. They set aside ego and politics to strike a balance between immediacy and long term strategy. And their organizations and careers reap the rewards.Join us for an exploration of these themes on Good Revenue, hosted by Neeta Bidwai. Hosted on Acast. See acast.com/privacy for more information.2023-09-0501 min