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Are Your Revenues Stuck In Neutral?

Everywhere you look in the tech market these days things are tough.  When IBM, Google, and Microsoft all announce year over year revenue declines in one quarter one has to wonder how far are we away from the bottom of the market and when will the recovery begin?  For small to mid-sized technology companies ($25 million to $250 million) things are even harder.  A lot of companies are in the unenviable position of being ‘Stuck In Neutral.’  This means that their core revenues have been either flat or slightly declining for more than eight quarters in a row.  For a lot of these firms the core markets they serve have matured to the point where there simply is not enough growth to sustain the tech companies that serve the market.  If you work at one of these companies you know how frustrating it can be.  While you have solid products and services, highly reference-able and happy customers you simply cannot generate enough growth to offset the inevitable attrition that occurs in mid to late stage technology markets.

When a company is ‘Stuck In Neutral’ it is difficult for everyone – employees, managers, executives, investors, and even customers.  Everyone tries hard, but at the end of the day revenues, profits, and valuations are flat to declining.  Change is hard.  People perceive admitting that the company is ‘Stuck in Neutral’ is a threat to reputations and their continued employment.  Politics versus entrepreneurial passions rules the day.  If you want to get out of the rut you are in you will have to lead your team on a journey they probably do not want to take.

There is a way out of this morass.  The following presentation is an overview of a three part strategy that is targeted for companies that are ‘Stuck in Neutral.’  In the coming weeks we will explore each of these three strategies in depth.  While the business climate is simply horrible now, eventually it will turn and the economy will recover.  When the recovery begins organizations will have funds to invest in solutions to improve their business.  If you start executing the three strategies of Optimizing Revenues, Buying a Wedge, and Investing in Growth you can get out of neutral and be positioned to participate in the revitalized economy.

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