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Are Your Revenues Stuck In Neutral?

If your company’s revenues have been flat to declining over the past eight quarters you are probably ‘Stuck in Neutral.’ There are no magic bullets when it comes to reversing long term flat to declining revenue trends for tech companies. Companies get ‘stuck in neutral’ for a reason. Most of the time it is a market problem versus a ‘people’ problem. Breaking out of the rut, however, takes courage and decisive action. This post presents an overview of three part strategy for getting your revenue growth back in gear. In the coming weeks we will explore each of the three strategies in depth.

Financial Literacy: Money Wheel Analysis

So your sales force has missed another quarter’s number like almost every other tech company. How can you turn the trend around. One way to start is to understand where the repeatable sales transactions are in your market place and focus your marketing and sales resources onto those opportunities. The Money Wheel is a proven analytical technique for discovering where the best repeatable sales opportunities exist in your marketplace. It can also be used to focus your demand generation investments on the most successful and profitable opportunities. Check out the presentation in this post for an overview of the Money Wheel concept and how you could apply it in your business.

Did Cisco Hand Out a Few Golden Eggs for Easter?

Cisco paid 8.4x last year’s revenues for Tidal Software and 6.1x ttm revenues for Pure Digital. Investors saw between a 6.7x and 7.2x return on their investment. Does it make sense to pay such premiums in today’s highly depressed technology M&A market? This post explores these deals and contrasts Cisco’s acquisition strategy against those of the great tech conoslidators from the 1980’s & 1990’s (Computer Associates, Sterling Software, & Platinum Technology). You shouldn’t be too surprised over which firm created the most shareholder value in the past decade.


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