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 framework for analyzing value and pricing models, recommending tailored price adjustments based on different quadrants of customer value

- Actionable steps for pricing adjustments, segmentation benefits, and maintaining realistic CAC to LTV ratios. 

The episode is rich with practical advice, encouraging businesses to reevaluate their strategies and align their offerings with market demands.

_

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 Good Revenue

00:13 Defining Bad Revenue

00:23 Identifying Bad Revenue Signals

00:50 Transitioning to Good Revenue

01:40 Breaking Bad Revenue

01:55 Framework for Identifying Issues

02:45 Importance of Customer Insights

02:57 Short-term and Long-term Strategies

03:21 Challenges Across Organizations

04:01 Pricing and Customer Value

08:22 Segmentation and Market Analysis

10:08 Raising Prices Strategically

13:40 Timing and Execution of Pricing Work

16:40 Conclusion and Final Thoughts

_

Referenced:

LTV analysis by BenchSights: https://saasmetrics.benchsights.com/

How to execute pricing & monetization (Good Revenue framework): https://youtu.be/KsxrKlVBl9A

Hosted on Acast. See acast.com/privacy for more information.

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.

_

Where to find Matt:

https://www.linkedin.com/in/moscardi/ 

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 Good Revenue

00:22 Meet Matt Muscardi of FreeFloat Analytics

00:38 Understanding Board Performance Metrics

01:20 Measuring Influence and Power

04:34 Influence Consolidation Explained

07:40 Seniority and Its Impact on Board Performance

09:54 Diversity, Inclusion, and Representation

22:54 Advice for High-Performance Companies

_

Referenced:

• Free Float: https://www.freefloat.llc/free-float-analytics 

• 50/50 Women on Boards: https://5050wob.com/ 

Hosted on Acast. See acast.com/privacy for more information.

Chris 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, their effectiveness, and potential disruptive nature.
• Why companies need a more integrated approach to growth objectives.
• Chris advocates for CEOs and senior executives to actively champion and advocate for these transformative shifts towards a holistic product operating model.

_

Where to find Chris Jones:

https://www.linkedin.com/in/chrisjonessvpg

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 Welcome

00:49 High Performance Companies and Product Alignment

03:27 Challenges in Product Management

05:16 Cross-Functional Teams and Accountability

06:28 Value, Viability, and Product Risks

10:12 Holistic Product Management

15:22 Product Strategy and Focus

19:55 Transformation and Operating Models

25:13 Growth Teams and Big Swings

30:03 Final Thoughts and Advice for CEOs

31:33 Conclusion and Call to Action

_

Referenced:

• Silicon Valley Product Group: https://www.svpg.com/

• Product Operating Model: https://www.svpg.com/the-product-operating-model-an-introduction/

• Inspired: https://bookshop.org/p/books/inspired-how-to-create-tech-products-customers-love-marty-cagan/12571258?ean=9781119387503&next=t

• Empowered: https://bookshop.org/p/books/empowered-ordinary-people-extraordinary-products-chris-jones/14688284?ean=9781119691297&next=t 

Hosted on Acast. See acast.com/privacy for more information.

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://www.linkedin.com/in/neetabidwai/

Where to find Good Revenue:

https://goodrevenue.io/goodrevenue

https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ

_

Highlights:

00:25 Insights from Carrie Holtz: Building High Performance Teams

07:22 Cassie Young on Alignment and Executive Incentives

09:23 Eddie Yoon: Missionaries vs. Mercenaries in High Performance Companies

12:40 Mike Heilmann on Innovation and Resource Management

14:00 Mar Brandt on Culture and Organizational Health

16:09 Michael Frankel on M&A Strategies in High Performance Companies

18:12 Davina Kaile on High Performance IPOs

22:42 Manisha Shetty Gulati on Customer Obsession and Resource Allocation

_

Referenced:

• Carrie Holtz: https://youtu.be/fQPgmlYOPjc 

• Cassie Young: https://youtu.be/r5hEkeTV1ak 

• Eddie Yoon: https://youtu.be/u5qhLMLwHfg 

• Mike Heilmann: https://youtu.be/PXMvhkN8UjM 

• Mar Brandt: https://youtu.be/VMY5zfdZhpQ 

• Michael Frankel: https://studio.youtube.com/video/MuK8hZA6n2A/edit 

• Davina Kaile: https://youtu.be/V0JOrV1q59I 

• Manisha Shetty Gulati: https://youtu.be/7hncip7sLW8 

Hosted on Acast. See acast.com/privacy for more information.

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 the exit strategy & decision to sell to Lonely Planet evolved so quickly, including the emotional and business considerations behind the move.
• Alexis emphasizes the importance of compelling storytelling and an all-in culture in building a successful business.

_

Where to find Alexis:

https://www.linkedin.com/in/alexis-bowen-9ba18423/

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 Welcome

00:30 The Journey of Elsewhere.io

00:39 Building a Marketplace Model

02:12 Starting During the Pandemic

05:22 Bootstrapping to Success

13:39 Marketing Strategies and PR Hustle

17:33 Decision to Sell and M&A Process

23:02 Integration and Final Thoughts

_

Referenced:

• Elsewhere.io: https://www.elsewhere.io/

• Lonely Planet: https://www.lonelyplanet.com/ 

Hosted on Acast. See acast.com/privacy for more information.

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 and employee-first culture.
• Actionable advice for senior executives considering event investments.
• What differentiates high-performance companies in their marketing and event strategies.

_

Where to find Bibi:

https://www.linkedin.com/in/bibibrown/

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 Good Revenue

00:32 Current State of the Events Industry

01:52 Navigating Budget Constraints and ROI

02:57 Creating Memorable Event Experiences

06:20 Hybrid Events: Challenges and Opportunities

07:55 Sustainability in Event Planning

10:13 Revenue-Generating vs. Brand Events

13:58 Measuring Event Success

17:38 Operational Insights from a PE-Backed COO

22:28 Advice for CEOs and Senior Executives

24:35 Conclusion and Final Thoughts

_

Referenced:

• Good Revenue episode with CFO Hilda Mwangi: https://youtu.be/v5ceyBF0TcI 

Hosted on Acast. See acast.com/privacy for more information.

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.html

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 Davina Kale and IPOs

00:56 Current Market Sentiment and Predictions

03:25 Evolution of IPOs Over the Years

06:46 Key Factors for IPO Success

08:49 Dual Track Process: IPO vs M&A

11:12 Preparing for an IPO: Timeline and Steps

24:15 Challenges and Crisis Management in IPOs

28:32 Role of Legal and Advisory Services

32:52 Misconceptions and Final Thoughts on IPOs

41:34 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 times

Mar 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 Brandt

00:24 The State of Revenue Post-COVID

02:32 Adapting Sales Strategies for a New Market

03:23 The Evolving Buyer Journey

05:53 Challenges with Short-Term Contracts

07:51 Organizational Design for Revenue Success

12:45 Aligning Goals and Incentives

16:38 The Importance of Planning and Metrics

25:09 Building High-Performance Sales Teams

27:48 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/goodrevenue

https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ

_

Highlights:

00:00 Introduction and Guest Welcome

00:20 Discussing Integration Success and Challenges

01:27 Early Career Experiences with Mergers

03:09 Sales Team Integration Strategies

04:36 The Role of Founders in Successful Integrations

06:41 Effective Integration Processes and Leadership

10:11 Challenges in Pricing and Business Models

11:37 Change Management in Large Organizations

17:07 Advice for CEOs and Executives on M&A

19:54 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-success

Oracle: 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/goodrevenue

https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ

_

Highlights:

00:00 Introduction to Michael Frankel and Trajectory Capital

00:23 The Importance of Preparation in M&A

02:37 Active Sourcing Strategies

02:57 Building Relationships for Successful Deals

04:15 Diligence and Integration Planning

05:25 Understanding Value Drivers in M&A

09:29 Challenges in the Current Market Environment

14:14 Strategies for Sellers in a Down Market

15:34 Optimizing Your Business for Sale

21:51 The Role of Business Models and Pricing

23:57 Strategic Discounting for Anchor Clients

24:34 The Misconception of Ignoring Pricing Models

25:52 Understanding Customer Value for Pricing

26:54 The Importance of Customer Insights

28:22 Challenges in Pricing and Market Research

29:03 Valuation and Market Dynamics

35:16 Corporate Strategy and Divestment

43:01 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.