Speakers: Hassane El-Khoury | Greg Alexander, SBI
CEO demonstrate how to define which markets you will, and will not, compete in.


Joining us for today’s show is Hassane El-Khoury, the CEO of Cypress, the leader of the semiconductor industry. Hassane’s mission is to establish Cypress as the global supplier of choice for innovative companies in high-growth markets. Cypress is leading the industry in growth after making the shift from commodity products to high value sales efforts. He has made it possible to focus on the high value offerings within the Cypress product portfolio. Learn how he made it happen.


Hassane answers questions out of SBI’s How to Make Your Number in 2018 PDF Workbook to provide an in-depth view into how CEO’s guide revenue growth by being able to single-out markets with the highest potential for growth. To follow along flip to the Corporate Strategy section and turn to Phase 1: Markets beginning on page 48.


Today we demonstrate how to define which markets you will, and will not, compete in.  Download the full transcript of the interview, or if you prefer, watch the interview in HD video on SBI TV.


Why is this an important topic? Being in fast-growing markets is the largest driver of revenue growth. Least important is market share growth. Yet, many executive teams tend to focus most of their attention on gaining share in their existing markets. While it is necessary to maintain, and sometimes increase, market share, changing your company’s exposure to growing and shrinking market segments should be a major focus.


The first segment will seek to answer the question: How have you prioritized high-growth markets?   Hassane provides an overview to validate the claim that exposing your company to rapidly developing markets is the easiest way of growing with the highest probability of success.


In the second segment, Hassane outlines what traditional routes to market exist in his addressable markets, as well as innovative routes that disrupt those markets and his company’s competitors. Hassane also covers which channels he uses to target buyers, for each market segment (direct field sales, inside sales, global account management, key account management, VAR, systems integrator, e-commerce, phone, etc.)


The final segment of the show describes the different areas market growth can come from, such as  market expansion or taking share from your competitors. Hassane goes on to describe the current demand drivers of his company’s addressable markets.


Additional Resource


Here is an interactive tool that will help you understand how your corporate strategy stacks up.  Here is an interactive tool that will help you test and rate your Corporate Strategy against SBI’s emerging best practices.


Sales Revenue Growth


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 joining SBI in 2009, Matt spent eleven years leading sales and marketing team 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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