Speakers: Mike Doobay | Greg Alexander, SBI
CEO demonstrates how to create new markets through the development of new products, how to attract new customers to an existing product, and how to convince current customers to buy more of an existing product.

Mike Doobay - Chief Executive Officer for Affinitive Podcast

 

Joining us for today’s show is Mike Doobay, a Chief Executive Officer who knows a thing or two about creating new markets through product development. Our guest today has grown his company by creating new markets. He will demonstrate how to attract new customers to an existing product, and how to convince current customers to buy more of an existing product. Mike and I leverage the SBI annual workbook to guide our conversation.  To follow along, turn to the Product phase of the Corporate Strategy on pages 72 – 77 of the PDF.

 

Mike Doobay is the Chief Executive Officer of Affinitiv. Anyone in the automotive industry will know Affinitiv as the leader in helping OEMs and dealers retain customers, build loyalty and drive sales.  Affinitiv does this through a combination of predictive analytics, integrated technology, and in-field experts. Listen as Mike demonstrates how to create new markets through the development of new products, how to attract new customers to an existing product and how to convince current customers to buy more of an existing product.

 

Mike is uniquely qualified to speak on this topic that dives deep into the product portion of the corporate strategy. Mike’s leadership is a fascinating story of impressive growth that serves as a solid use-case to demonstrate growth through new products. The benefit to our audience of CEO’s, marketing leaders, sales leaders, and product leaders in the B2B space, is that you should be thinking about all the different ways to bring innovation to your customers to spark revenue growth.

 

Why this topic? Not all revenue growth is equal. Some revenue growth creates more enterprise value than others. Revenue growth that comes from increasing market share for a product does not create much long-term value because competitors can easily retaliate. Revenue growth driven by increasing prices of certain products comes at the expense of the customer, who can retaliate by buying less and seeking substitute products. Revenue growth driven by products that create new markets, attract new customers and convince customers to buy more is the most valuable type of revenue growth.

 

Listen as Mike explains how the corporate strategy focused Affinitiv as a specialist to be unique and therefore drive impressive growth. Mike is competing against these much larger marketing services firms that are generalist, yet Mike’s team knows the automotive industry better than a generalist because Affinitiv is entirely focused on that industry. The corporate strategy Mike outlines tells his sales and marketing team what markets they will compete in and how they will beat the competition.

 

When thinking about, “How am I going to grow?” you should have a command over your business. What is your market share? How do you segment your market? What’s the spend? Who has the propensity to buy? who are my competitors? What is my competitive differentiation? Mike’s demonstration is a use-case of a CEO who knows what he’s talking about, and you should aspire to be like him if you’re able to answer these key questions for your team.

 

Would you like help developing or brainstorming how to leverage product development to open new markets? For your next executive offsite, bring your team to come see us in Dallas at The Studio, SBI’s multimillion dollar, one-of-a-kind, state-of-the-art executive briefing center. A visit to The Studio typically results in getting three months of work done in three days. The immersive sessions accelerate everything, dramatically reducing the time it takes to diagnose a problem, develop a solution, and create an implementation plan.

 

The Studio Executive Briefing Center

 

 

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

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