Steve King, CRO of Hexagon PPM, joins us to discuss how he redefines the commercial strategy for a legacy company to thrive in today's market.

Legacy companies have been able to withstand nearly every possible economic condition over several decades, and yet even they have had to persevere through new challenges seen this year.

 

However, companies like Hexagon PPM have not been around for over 50 years by merely surviving difficult circumstances. Through the adversity, they have made their mark by quickly pivoting to market demands in any disruptive climate.

 

On today’s show, Hexagon PPM CRO, Steve King, joins SBI Managing Director Tony Erickson to discuss how PPM has responded to shifts in the market to thrive while maintaining their growth trajectory.

 

Click here for the full podcast version of this interview.

 

Accelerating in Tech-Enabled Services

 

  1. Prevailing economic uncertainty through diverse projects. minute 3:03
  2. Establishing a foundation for growth that weathers shifting markets. minute 7:35
  3. How Hexagon PPM got back on track to accelerate revenue growth. minute 11:47
  4. Re-imagining Customer Success and LTV. minute 14:31

     

Skip to minute 19:38 to hear Steve share how he has oriented his team towards a revenue growth culture:

 

“What they’ve been doing worked because it was a market-leading product in a market that was growing and in that market climate good things happen, but then things changed. And so from a culture standpoint, it was convincing people that we needed to do things differently while respecting what got us to where we are… we have got to identify the behavior and activity metrics and the leading indicators that allow us to celebrate the things we’re seeing that are working along the way.”

 

 

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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.

 

 

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