Tony Erickson, SBI Managing Director, joins us to share what TMT market leaders are doing to accelerate past the competition and industry.

It may be easy to assume that tech-enabled services became an overnight success in the wake of the work-from-home and digital phenomena. However, many companies will not only miss their number but have also experienced an 8% year over year decrease. It is clear that if TMT leaders do not make significant changes to their 2021 strategy, they will get left behind.


On today’s show, Tony Erickson, SBI Managing Director, joins us to discuss how the industry has handled this severe disruption and what market leaders are doing differently to outpace their competition.


Click here for the full podcast version of this interview.


Executing Strategic Shifts to Outpace the Competition


  1. The impact of accelerating trends on tech-enabled services. minute 3:23
  2. How TMT accelerators adapt to digital disruption. minute 4:52
  3. How to think about your number approaching 2021. minute 6:48
  4. Why market leaders implement a Revenue Growth Office. minute 9:51


Skip to minute 8:07 to hear Tony discuss how market leaders in TMT are adapting to changes in demand drivers:


“When you think about it, it’s the journey that you’re taking this customer on. Frankly, it’s a repurposing of what they’ve done historically. So the concept for these companies providing tech-enabled services, they need their end customer base to agree with this concept of moving from high touch, low tech to high tech, low touch. They have to make that transition. So the companies who can get their users and their clients bought into that motion have a significant leg up. If you’re just trying to show that you’re able to process a widget faster or process an actual service quicker, that’s not, at the end of the day, what they’re getting to.”

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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.



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