Steve King, CRO of Hexagon PPM, joins us to discuss the final piece of a successful transformation.

For a CRO leading a transformation, one of the major challenges of evolving a product portfolio is preserving the core customer base while innovating.

 

In his final interview segment, Steve King, CRO of Hexagon PPM, shares his experience in not only retaining but increasing revenue from existing customers during a transformation.

 

Click here for the full podcast version of this interview.

 

Segment 3: Preservation During Innovation

 

  1. Sustaining the core of a legacy company while bringing in new products. minute 1:48
  2. How the plan for a new product portfolio can build momentum for untapped revenue potential. minute 4:33
  3. The impact of effective enablement on the new product portfolio. minute 5:45

     

“Being able to assess and size the market, identify the ideal customer profile for us, look at how that lays out around the world, and then look at what we need to put in place to operationalize a plan to execute against that market opportunity — that requires an investment. The nice thing is, our legacy business has a lot of weight behind it that… gives us momentum and buys us a little time to invest in these new areas, which represent untapped potential for us.”

 

See more of Steve’s interview:

 

How a CRO Overcame Market Headwinds by Transforming a Legacy Company

 

How a CRO Mobilizes Teams for Transformative Change

 

New call-to-action

 

ABOUT THE AUTHOR

Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.

 

Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.

 

Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.

 

 

Read full bio >