All Dollars Are Not Equal: The Crucial Difference between Good, Neutral & Bad Revenue

This post originally appeared on PhilipLay.com. To read the post from the original source click here.

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Summary:

  • Strategy is about making choices, including what type of revenue to pursue – and what type not to accept.
  • Thus, all (revenue) dollars are not equal – some revenue is very good for your company, while other types of revenue can do serious harm to the value of your business.
  • To get a sense of where your company stands, take the Good-Neutral-Bad Revenue test below.
  • Developing clear rules of engagement to test revenue opportunities for their potential impact is fairly straightforward, but managers still need to have the intestinal fortitude not to give in to the temptation to chase the wrong opportunities, especially when the pipeline is a bit lean.

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The Chicken & The Pig – The Critical but Elusive Art of Making Strategic Alliances Work

This post originally appeared on PhilipLay.com. To read the post from the original source click here.

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The Chicken & The Pig – The Critical but Elusive Art of Making Strategic Alliances Work | Philip Lay

Summary:

  • Strategic alliances are commonly regarded as critical to the success of small as well as large tech companies. Yet, the failure rate of these initiatives is disturbingly high – some experts claim it to be as high as 80%.
  • The reasons vary, from misaligned goals to unclear strategy, and from wobbly commitment to poor execution, but what is very clear is that they cost dearly in terms of wasted effort, sunk cost and, worse, opportunity cost.
  • The remedy is not complex in concept, though interestingly it does requirean outsized degree of thought and action leadership, strategic rigor, role clarity, strong governance, and committed execution, particularly on the part of the smaller partner.

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Will Messaging Solve Your Growth Problem? Fuggedaboutit.

Fuggedaboutit

By Andrew Salzman

I cannot count the number of times I’ve received calls from companies asking for help with a brand, messaging, and positioning challenge.  Usually the request stems from stagnant growth attributed to issues like “people don’t really get what we do”, “our story is too complex”, “we want to complete in a different space” or “we need to make our brand more relevant”.  After many years working on branding, positioning, and messaging, I can help.  But let me ask you…is this really the right starting point to solve for stagnant growth?

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Yahoo! – Going Up a Down Escalator (Part 2)

Down Escalator

By Paul Wiefels

In the first installment, I commented on Yahoo’s constellation of woes including weakness in its core business, declining share price, management turnover, and uncertainty about how to monetize the company’s stake in Alibaba, all set amidst very vocal complaints from activist investors concerning the company’s strategy and its CEO, Marissa Mayer.  Should we expect more of the same on February 2nd when Yahoo is expected to conduct its earnings call?  This past October, the company guided down its fourth-quarter revenue expectations and most analysts are expecting to be disappointed once again.  There’s not much reason to expect anything different.  Or is there?

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Yahoo! – Going Up a Down Escalator (Part 1)

Down Escalator

By Paul Wiefels

We closed out 2015 reading many articles from numerous sources concerning Yahoo’s recent travails including some strong criticism directed at CEO Marisa Mayer and the Yahoo board.  Some of the analysis was insightful.  Some of it not.  Ignoring the ad hominem attacks, do both Mayer and the board warrant a degree of investor enmity?  In my view, the answer is yes; but not for the same reasons.

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All Shook Up – How AWS is Pulling Off the Impossible in Enterprise IT

This post originally appeared on PhilipLay.com.  To read the post from the original source click here.

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By Philip Lay

Summary:

  • Amazon Web Services (AWS) is growing like gangbusters and taking enterprise IT by storm, quickly becoming the safe choice for corporate CIOs.
  • Against all expectations, the cloud infrastructure service provider is throwing off profits while it leaves its competitors in the dust.
  • How did the company achieve so much in such a short time, and what does this mean for the traditional global IT players?

“The Tipping Point is that magic moment when an idea, trend, or social behavior crosses a threshold, tips, and spreads like wildfire.”

– Malcolm Gladwell, author of the bestselling book “The Tipping Point”

5 Reasons Why Marissa Mayer Couldn’t Save Yahoo!

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By Andrew Salzman

In 2012, Marissa Mayer joined Yahoo as its latest in a series of CEOs…one with a great track record of innovation and growth from her high profile role at Google.  With much fanfare and energy, Marissa proclaimed that Yahoo would be resurrected to its level of former greatness through bold ideas and fresh thinking.  What happened?

Well, it’s only fair to state that the Yahoo CEO resurrection role was not for the faint of heart.  Others before Marissa came to Yahoo with great track records and fanfare…people like Autodesk’s Carol Bartz…and could not overcome the complexity and enormity of the challenge.

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Time to Re-Assess the Unicorn Club Idea

This post originally appeared on PhilipLay.com.  To read the post from the original source click here.

Unicorn

By Philip Lay

“Please accept my resignation. I don’t care to belong to any club that will have me as a member”.

– Telegram from Groucho Marx to the Friar’s Club of Beverly Hills to which he belonged, circa 1959.

Hearing the successive recent announcements about the different travails impacting some high-profile members of this illustrious club, I couldn’t help but recall Groucho Marx’s famous quip as he resigned from the Friars’ Club. You have to ask if the Unicorn Club is still as exclusive and appealing for every young startup to aspire to join as it was until, say, three weeks ago? Or has it become a little tarnished by the recent misfortunes of a few of its members? Furthermore, will it survive or fade, as one more Silicon Valley fad to hit the wall? I’d prefer to assume for now that it could still survive provided that the rules of membership are modified, and I’ll expand on this notion further below.

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Healthcare and MedTech 2016: How To Accelerate Time-to-Revenue for New Product Initiatives

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By Andrew Salzman

At Chasm Institute, we have seen many great companies struggle in translating promising new innovations into high growth businesses. More often than not, high potential Healthcare and MedTech innovations and initiatives can disappoint – when companies choose to focus on defending their high margin, high volume mature franchises – while neglecting to properly commit to sources of future growth. Relying on current operating practices, companies find that they cannot free themselves from this “pull of the past”.

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