This document discusses the virtuous cycle of leadership that allows companies to consistently exceed expectations and fuel long-term growth. It involves setting realistic sales goals that can be exceeded, which fuels revenue growth. When revenue exceeds expectations, profits also rise due to scale efficiencies. Higher profits increase stock multiples and prices, attracting talent and funding further expansion through acquisitions or investment. By accurately forecasting and building trust, leadership can initiate this cycle and steer the company onto a trajectory of long-term success.
This PPT was originally presented as part of a business class at CSU and touches on the high level of value, its importance, and its application in the environment many younger entrepreneur's find themselves. Value is more than a multiple on revenues or income, it is dynamic, can be defended and improved when the underlying drivers are understood.
This PPT was originally presented as part of a business class at CSU and touches on the high level of value, its importance, and its application in the environment many younger entrepreneur's find themselves. Value is more than a multiple on revenues or income, it is dynamic, can be defended and improved when the underlying drivers are understood.
Startup Exit Strategy: Why, when, and how to sell your technology startup to an acquirer. Discusses Lean Startup + Early Exit model. Tips for early stage M&A, exit planning, and doing the deal.
Startup Valuation: from early to mature stagesTatiana Siyanko
Methods and approached to startup and company valuations.
Please be free to send me any additions/correction proposals.
Prepared for Startup&co lecture in Freud cafe, Kyiv, April 30, 2014
People often ask how venture capitalists arrive at valuations for companies that are sometimes pre-product or pre-revenue. The answer: it’s a mix of art and science. Unlike other asset classes, Venture Capital requires you to value companies amidst a high degree of uncertainty, where predicting the future outcome can sometimes be equated to looking into a crystal ball. While there are quantitative tools that we use to help guide our valuation, a lot of it depends on ascribing value to intangible things such as market, team and product. However, at the end of the day, high, sustainable growth rates will always command a premium – and that holds true for both the private and public markets.
Above is a high-level overview on how venture capitalists value a company. I hope it helps shine a light on the process that we use (at least at OMERS Ventures) to determine valuation. Frankly, sometimes we are right and sometimes we aren’t – but that’s a part of the game, especially when you are dealing with “art.”
Remember, as all things, there are always exceptions to the rule. Treat this simply as a guideline.
The summary of how startups get fundraising and how to measure their valuation.
This file demonstrates the methods and procedures of startup valuation.
Calculate Financial Projections for Investment PresentationsThe Capital Network
Join our experts in an overview discussion of financial projections. Learn the key metrics that will get investors to notice you, as well as those that will get you rejected. If you have no idea where to begin with your financial projections, this program is for you.
Experts -
Heather Onstott, Launch Capital
Heather Shanahan, Venture Advisors
Presented by:Tony Redpath
Vice President, Partner Programs
MaRS Discovery District
Part of the Ontario Post Doctoral Fellowship Networking Event.
7 October 2008
Part of the all day Venture Fast Track: http://www.thecapitalnetwork.org/programs/venture-fast-track/
Financial Projections
Join our experts in an overview discussion of financial projections. Learn the key metrics that will get investors to notice you, as well as those that will get you rejected. If you have no idea where to begin with your financial projections, this program is for you.
Experts:
- Alicia Amaral – Scalar Analytics
-Heather Onstott – LaunchCapital
Startup Exit Strategy: Why, when, and how to sell your technology startup to an acquirer. Discusses Lean Startup + Early Exit model. Tips for early stage M&A, exit planning, and doing the deal.
Startup Valuation: from early to mature stagesTatiana Siyanko
Methods and approached to startup and company valuations.
Please be free to send me any additions/correction proposals.
Prepared for Startup&co lecture in Freud cafe, Kyiv, April 30, 2014
People often ask how venture capitalists arrive at valuations for companies that are sometimes pre-product or pre-revenue. The answer: it’s a mix of art and science. Unlike other asset classes, Venture Capital requires you to value companies amidst a high degree of uncertainty, where predicting the future outcome can sometimes be equated to looking into a crystal ball. While there are quantitative tools that we use to help guide our valuation, a lot of it depends on ascribing value to intangible things such as market, team and product. However, at the end of the day, high, sustainable growth rates will always command a premium – and that holds true for both the private and public markets.
Above is a high-level overview on how venture capitalists value a company. I hope it helps shine a light on the process that we use (at least at OMERS Ventures) to determine valuation. Frankly, sometimes we are right and sometimes we aren’t – but that’s a part of the game, especially when you are dealing with “art.”
Remember, as all things, there are always exceptions to the rule. Treat this simply as a guideline.
The summary of how startups get fundraising and how to measure their valuation.
This file demonstrates the methods and procedures of startup valuation.
Calculate Financial Projections for Investment PresentationsThe Capital Network
Join our experts in an overview discussion of financial projections. Learn the key metrics that will get investors to notice you, as well as those that will get you rejected. If you have no idea where to begin with your financial projections, this program is for you.
Experts -
Heather Onstott, Launch Capital
Heather Shanahan, Venture Advisors
Presented by:Tony Redpath
Vice President, Partner Programs
MaRS Discovery District
Part of the Ontario Post Doctoral Fellowship Networking Event.
7 October 2008
Part of the all day Venture Fast Track: http://www.thecapitalnetwork.org/programs/venture-fast-track/
Financial Projections
Join our experts in an overview discussion of financial projections. Learn the key metrics that will get investors to notice you, as well as those that will get you rejected. If you have no idea where to begin with your financial projections, this program is for you.
Experts:
- Alicia Amaral – Scalar Analytics
-Heather Onstott – LaunchCapital
If you're a college student, learn more about startup internships and careers. What roles are a fit for interns and recent grads, how do you find them, and how do you pick a good startup to work for? If instead you want to start your own business, how do you fund it?
Discount rate for the valuation of your company or startupEquidam
Understanding discount rate: definition, formulas, importance for negotiation and useful sources to find the right one for the valuation of your company or startup.
Read more on: https://www.equidam.com/the-discount-rate-in-the-valuation-of-a-startup/
Curious about your discount rate and valuation? Sign up for free at at https://www.equidam.com/
Innovation accounting and key metrics for startupsBlaz Kos
The traditional accounting in start-ups is usually incredibly simple - revenues, margins, free cash flow and other traditional accounting metrics are zero or very close to zero.
It is also impossible to do financial forecasts for start-ups (P&L, balance sheet,...) since accurate forecasting requires a long and stable operating history. Therefore a start-up must focus on the key metrics that show real progress in the search mode before becoming a stable business and use innovation accounting instead of traditional accounting as a framework for measuring performance.
The presentation covers the basics of being a data-driven organization, the difference between vanity, actionable and other types of metrics, why you should focus on one metrics that matter in different stages of a start-up, what are the common pitfalls when analyzing the data and how to use AARRR as the best framework for analytics, especially for web start-ups.
This is the one that didn't work out.
Read the blog post here:
https://medium.com/@DanielleMorrill/welcome-brad-feld-to-the-mattermark-team-announcing-our-6-5m-series-a-dd9532fc1b39
Artificial Intelligence and Law - A Primer Daniel Katz
Artificial Intelligence in Law (and beyond) including Machine Learning as a Service, Quantitative Legal Prediction / Legal Analytics, Experts + Crowds + Algorithms
Corporations and big brands are always looking for better ways to get their content featured, shared, and visible. In this presentation I examine some of the latest trends related to enterprise content and how any site can take advantage of the experimentation happening on big volume and innovative publishers using WordPress. I delve into longform, newsletters, microsites/corporate sites, social media, multisource & interactive content, and comments.
Some of the slides had lengthy commentary associated with them - if you have any questions, please get in touch!
You'll learn:
- How to solve product problems and uncover UX opportunities
- How to plan and track your experiments
- How to supplement qualitative product feedback with quantitative data
Qual vs. Quant: Using data to Build Better Productsuxpin
You'll learn:
- How to use quantitative and qualitative data for decisionmaking
- How to create and validate your hypotheses
- How to evaluate solutions to product problems
This is a 5-step model for creating a metrics framework for your business & customers, and how to apply it to your product & marketing efforts. The "pirate" part comes from the 5 steps: Acquisition, Activation, Retention, Referral, & Revenue (AARRR!)
This was our final Series A deck. Read more about raising the round in this blog post:
https://medium.com/@DanielleMorrill/welcome-brad-feld-to-the-mattermark-team-announcing-our-6-5m-series-a-dd9532fc1b39
Let's talk about the job of a product manager and how to do it really well. Based off of this post: https://medium.com/@joshelman/a-product-managers-job-63c09a43d0ec#.v0kdyf816
Have you struggled to find a pay strategy that actually drives higher performance?
Well, it doesn’t have to be a mystery. Learn what high performance companies do to develop high performance rewards strategies. Turn Your Compensation Cost into an Investment in Business Growth!
View the recorded presentation on VisionLink's website: https://www.vladvisors.com/compensation-knowledge-center/webinars/5-keys-to-building-a-high-performance-pay-strategy-in-2018
Slide share from August 2012 Competitive SME event in Edinburgh. Jim Henderson looks at the state of the economy and how we should now be planning for the future, David Hood and Brian Canavan give an intro to the Irrefusable Offer process,and Jim Mather explores collaboration as a means to competitive success.
Delivered at a national Chief Marketing Officers conference last November, this presentation offers unique insights into how to increase the impact and status of marketing in any organization.
Estudo sobre as 900 maiores empresas familiares do mundo - Credit Suisse 17 de jul 2015
O Credit Suisse lançou em julho/2015 um estudo sobre as 900 maiores empresas familiares do mundo. Vale a pena conferir as maiores por região e também os inúmeros casos como por exemplo o Wall Mart.
Thought leadership from Credit Suisse Research
and the world’s foremost experts
Most business leaders believe that some portion of employee pay should be in the form of incentives, but are left struggling to find answers to key questions: How much of someone’s pay should be variable? And who should have incentive pay as part of their mix? How much of the incentive should be short-term and how much should be based on long-term performance? What type of incentive(s) should it be? What if I don’t pay incentives and just pay higher salaries than my competitors? Will that work just as well?
If these are questions you are facing, don’t miss this presentation!
Maximizing the Value of Your Internet PropertiesAffiliate Summit
This presentation is from Affiliate Summit East 2017 (July 30 - August 1, 2017 in New York).
Session description: This session will dissect what motivates buyers to acquire an online business. I’ll provide practical advice anyone can use to increase the value of their business.
Discover Platforms for Sustained Business GrowthDavid Guest
Growing your business is one thing, but building systems that will help your business have Sustained Growth is a totally different kettle of fish.
One of the biggest challenges many business owners have is delivering a consistent service or product while growing their business. By creating scalable platforms for growth, your business will be able to grow, without compromising quality.
Get smart about how you work ON your business and learn how clever business owners are using systems to simplify and automate their work.
In this workshop you will hear from local industry experts on how to build systems for growth that you can rely on. For many business owners, going to work means managing chaos… Building your business should be more than just getting more work in and out the door…
It’s about…
working smarter, not harder.
building systems to do the work so you don’t have to
creating a marketing platform for both inbound and outbound leads
working on your business rather than in your business
The customer experience, how your prospects perceive you before, during and after doing business
But how do you find the time or even know what to do? For many business owners going to work means managing chaos and surviving. Creating platforms for your business to grow on is one of the best kept secrets to sustained growth.
If your company’s revenues have been flat to declining over the past eight quarters you are probably ‘Stuck in Neutral.’ There are no magic bullets when it comes to reversing long term flat to declining revenue trends for tech companies. Companies get ‘stuck in neutral’ for a reason. Most of the time it is a market problem versus a ‘people’ problem. Breaking out of the rut, however, takes courage and decisive action. This presentation is an overview of three part strategy for getting your revenue growth back in gear. In the coming weeks we will explore each of the three strategies in depth.
Business Owners - Succession and Transition Planning - Presented by VisionOneJoshua Kluver, MBA
If you are a business owner who will be transitioning your business (either to your children or by sale) in the next 5-10 years, this is a must see. Most business owners are not properly prepared to transition their business and this slide can help you start to think about what that looks like.
Similar to Mark Leslie - Leadership and The Virtuous Cycle (20)
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
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Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
3. The Virtuous Cycle
Exceed Revenue Expectations
Grow the company Exceed Profit Expectations
Increase Stock Price Increase Stock Multiples
Copyright M. Leslie 2008 3
4. The Virtuous Cycle
Exceed the Sales Expectations
► Set the goals realistically on an individual basis
► Manage the quotas such that ~70% of population
achieves > 100%
► Create a culture of success
► Buildan industry reputation for sales
success and for paying well
Attract and retain the best talent in the
business
Copyright M. Leslie 2008 4
5. The Virtuous Cycle
Exceed The Revenue Expectations
► When sales over-achieves…
► Avoid EOQ / EOY discount pressures
…And channel stuffing
► Plan manufacturing capacity in advance
► Build a backlog for next Q
► Avoid the temptations to take the first step
onto the slippery slope of ethical / legal
misconduct
Copyright M. Leslie 2008 5
6. The Virtuous Cycle
Exceed The Profit Expectations
► When the revenue is above expectation…
► Manufacturing efficiency is improved
► Discounts are shallower
If there is a channel distribution, yields higher street prices
► Which increases channel loyalty
► Operating expenses are at lower % of revenue
► Excess GM falls to bottom line
► Which can be reinvested in the business
► Or made a permanent improvement in the
company’s operating model
Copyright M. Leslie 2008 6
7. The Virtuous Cycle
Increase your Stock Multiples
► When the profit is above expectation…
► Growth in profit will exceed expectation
► Greater absolute profit and greater growth
in profit and consistency of performance will
result in a higher multiples
► Greater multiples yield higher stock
prices
Copyright M. Leslie 2008 7
8. The Virtuous Cycle
Increase your Stock Price
► Higher stock prices…
► Build the public reputation of the Company
► Provide shared rewards for the employee base
► Create culture of success across the company
Copyright M. Leslie 2008 8
9. The Virtuous Cycle – Higher Stock Prices
Recruit / Retain the industry’s best
► Everyone wants to join the HOT company
► Rapid growth in stock prices allows for smaller
options with bigger bang
► Stock options lock down the best and the brightest
Copyright M. Leslie 2008 9
10. The Virtuous Cycle – Higher Stock Prices
Increase Market Share
► Invest more rapidly than competitors to take share
Now - Distribution (sales and marketing)
In the Future - Product (engineers)
► Use high multiple stock to strategically acquire /
consolidate key technologies
High stock multiples will allow you to win acquisition
deals competitively
Copyright M. Leslie 2008 10
11. The Virtuous Cycle – Higher Stock Prices
Reduce the company’s cost of Capital
► Higher stock multiples reduce the company’s cost
of capital
Raise Equity / Convertible Debt
Build a War Chest
► Note to Self
KEEP THE CASH!
You never know when you will need it
Never do a share buy back unless you are COMPLETELY
BANKRUPT of ideas!
► Except to extinguish stock option dilution
Copyright M. Leslie 2008 11
12. The Virtuous Cycle
Exceed Revenue Expectations
Grow the company Exceed Profit Expectations
Increase Stock Price Increase Stock Multiples
Copyright M. Leslie 2008 12
14. ML Definition of Leadership
► Creating the environment, where…
► You can attract the best and the brightest
► Who can exercise autonomy and judgment,
► Whilefurthering the mission of the
organization,
► Andget a sense of personal achievement
and satisfaction over and above financial
rewards Copyright M. Leslie 2008 14
16. It Starts with the Forecast
► Difficult to have much effect on the revenue line
► The further out in time, the more the company can affect
the revenue plan
New products
New Markets
Strategic Partnerships
Leveraging industry trends / changes
► But these initiatives are measured in years, not
months!
Copyright M. Leslie 2008 16
17. It Starts with the Forecast
► Only Tactical programs affect the next 12 months revenue
Limited effect
Often borrowing from the future…
► Critical to ACCURATELY FORECAST
Conservative
High likelihood of over achieving - A “Lay Up”
Copyright M. Leslie 2008 17
18. Grounded in Realism
► Externally pressures of the business are antithetical
► Internally everyone is gaming the system
► Tempting to set high goals and inspire all to be heroic
► Success brings
Temptation to believe in your own omnipotence
Indulgence in wishful thinking
► The most important thing is to be realistic and
objective!
Copyright M. Leslie 2008 18
19. Grounded in Realism
► Determine the correct operating plan
The operating plan is where all the ambitions and the constraints of
the company (and each department) come together
It is a battle for resources
► Determine the most important corporate priorities and
each department priority
► Determine a realistic / honest revenue number
Iit will most certainly be less than the sum of the individual
quotas
This is called an “over-assign” ( we did 20%)
Copyright M. Leslie 2008 19
20. Grounded in Realism
► Set each of the operating function expenses at a
proportional share of the revenue dollar
This will tighten expenses, drive up productivity
► Iterate through the negotiations to an agreed upon plan
► Which needs to be eminently achievable
Copyright M. Leslie 2008 20
21. A Little Review - Do the Math
► Startwith realistic number
► Over-assign the goals by 20%
(The total of the SR goals is equal to 120% of
the corporate number)
► 70% + of the sales force makes their goal
► Guess what happens…
Copyright M. Leslie 2008 21
22. Trusted Relationships
► How do you get the “honest number”?
“The highest possible number that you are certain you will make.
Anything less will inhibit our investment in the future of the business.”
► Build and maintain a high-trust relationship with the EVP of
Sales
To engender trust, you have to trust first
Break the cycle of gaming the system
Incent the VP Sales on corporate results (EPS?) instead of revenue
or contribution margin
(And with a lot of stock)
Copyright M. Leslie 2008 22
23. Leadership
► Looking beyond Sales…
► Create a high trust environment with and between
the entire management team
► The aura of trust, and the transparency of style
spreads throughout the company
Pervasively diminishing the gaming of the system and
politics
Enlisting the energies and talents of the employee
population in the mission of the company
► Above the mission of “self”
► And The Virtuous Cycle Continues…
Copyright M. Leslie 2008 23