Four Takeaways from the 2018 TOPO Sales and Marketing Summit

Four Takeaways from the 2018 TOPO Sales and Marketing Summit

This year’s annual TOPO Summit was billed as “the only event where the world’s best sales and marketing leaders share exactly what they do to achieve scalable revenue growth.” The specificity of that statement, it turns out, was quite accurate. The two-day event featured a one-hour welcome and broad industry overview from TOPO CEO Scott Albro, but the remaining time focused on breakout...

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Winning the Battle for Customers: A Dinner Conversation with Bay Area Financial Services Leaders

Winning the Battle for Customers: A Dinner Conversation with Bay Area Financial Services Leaders

A dinner conversation among Bay Area execs about winning the battle for customers generates a surprising level of passion and intensity.  We saw this in spades at a recent gathering of financial services leaders at Prospect in San Francisco.  Once we were satisfied with the sharing of two vintages of our Director’s Reserve Cabernet, Don Peppers (formerly of Peppers and Rodgers) and Paul Hagen...

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Application Security from the Inside Out: Part 2

Application Security from the Inside Out: Part 2

In my previous post, I addressed four coding policies that almost guarantee a data breach. This post will cover five solution strategies to shore up your application’s security. The guiding principle to correct these flawed policies (see Part 1) is to change the priorities that direct development and support of software applications.…

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Application Security from the Inside Out: Part 1

Application Security from the Inside Out: Part 1

The recent data breach at Equifax is an unfortunate reminder of a long list of hacked sites (Target Stores, OPM, Sony, and others) that were caused by vulnerabilities in the application code. These companies seemed just as surprised as their customers by the attack and had to wonder, “how did this happen?” They did not need to look further than their own unintentional coding policies.…

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Top 6 Ways to Combat Change Fatigue

Top 6 Ways to Combat Change Fatigue

When I read Bill’s blog “Where’s the Snooze Button on Change?” I was inspired to write my own perspective on managing change. And then I hit my own snooze button a few times in the last few months due to some competing priorities. Change fatigue is real – and something I observe often at clients.…

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Protecting M&A Portfolios from Cyber Threats – It’s Not Just the Obvious Targets

Protecting M&A Portfolios from Cyber Threats – It’s Not Just the Obvious Targets

We spend a lot of time these days talking with private equity investors about the importance of cyber security for their target and portfolio companies. While there is general agreement that it is critical to identify and mitigate potential cyber security risks, those efforts often focus only on the most obvious targets—companies dealing in credit card data, personal financial information, or...

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Despite Heightened Attention To Cybersecurity Risks, Today’s Software Investors Don’t Feel Any Better Prepared

Despite Heightened Attention To Cybersecurity Risks, Today’s Software Investors Don’t Feel Any Better Prepared

During the first half of 2017, West Monroe and Mergermarket surveyed 100 senior private equity and corporate executives, all with organizations that have acquired at least one software firm over the past three years. Respondents cited various challenges to orchestrating a successful acquisition – one of the top among them being cybersecurity.…

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To Unlock Mid-Market Growth Potential, Focus Diligence on a Target’s Revenue Engine

To Unlock Mid-Market Growth Potential, Focus Diligence on a Target’s Revenue Engine

It seems that there is often a disconnect between private equity firms’ goals for mid-market investments and the amount of energy they devote to understanding the functions that support those goals. Research shows that—especially in the mid-market—growth is typically the cornerstone of a PE firm’s investment thesis. This makes intuitive sense; where targets are of smaller scale, there will...

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More Data, More Problems… Leveraging the Azure Import/Export Tool

More Data, More Problems… Leveraging the Azure Import/Export Tool

In today’s market businesses are likely familiar with the enterprise services provided in Azure and have already started planning a cloud transition.  As Azure expands its core offering and more business transition to a cloud platform, the question becomes, “how does an organization move large amounts of data to the cloud, specifically to Azure?”  Introducing the Microsoft Azure Import/Export...

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The Role of the PMO in M&A Transitions

The Role of the PMO in M&A Transitions

In a previous post, I outlined key considerations merging companies should consider when preparing for a successful Day 1. One of the most important aspects of readiness planning is establishing a Project Management Office (PMO).  All teams contributing to the transition should report to the PMO. In this post, I’ll discuss the PMO’s role in Day 1 readiness.…

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