Negotiating Product Launches

How to Identify Moonshots and Prioritize Projects. Not all ideas are worth pursuing. How do you identify the game-changers? Use the Capability vs. Opportunity Analysis framework to strategically assess and prioritize projects based on two key dimensions: 1. Internal Capability – Do you have the expertise, resources, and readiness to execute? 2. Market Opportunity – Is there demand, a competitive edge, and strong revenue potential? The Four Strategic Zones: 1. "Do" Zone – High Capability + High Opportunity These projects are perfectly aligned with your strengths and the market’s needs. They offer high potential returns and should be prioritized for execution. 2. "Maybe" Zone – High Capability, Low Opportunity OR Low Capability, High Opportunity If you have the skills but the market isn't ripe, consider waiting or pivoting. If the market is booming but your capabilities are lacking, assess whether you can build or acquire the necessary expertise. These projects require deeper evaluation before committing resources. 3. "Moonshots" – High Opportunity, Low Capability These are the big, bold bets. The potential is massive, but you may lack the resources or expertise to execute today. Success in this zone requires: Innovation – Can you create a breakthrough solution? Investment – Are you willing to commit significant time and capital? Strategic Partnerships – Can you collaborate with experts who complement your gaps? 4. "Don’t" Zone – Low Capability + Low Opportunity If a project lacks both capability and market potential, it's a distraction. Avoid wasting time and resources here. Why This Framework Matters By mapping your projects using this model, you ensure that your efforts align with both strategic advantage and market demand. It helps avoid chasing every new idea and instead focus on initiatives that drive real impact. Follow Tim Vipond, FMVA® for more!

Budgeting is dead. Capital allocation is the future. Most finance teams are still budgeting like it’s 2005: Last year’s numbers plus 5%. Every department gets a slice. We debate over line items no one remembers by Q2. But here’s the truth: You don’t grow a business by budgeting. You grow it by allocating capital. The best CFOs don’t think in cost centers—they think in investment portfolios. They don’t ask: “How much should we spend on marketing?” They ask: “If we put another $500K into marketing, what do we expect in return? And is that a better use of capital than product or headcount?” Here’s how to shift your mindset: 1️⃣ Start from ROI, not last year’s spend Every dollar should fight for its life. If it doesn’t generate value, cut it. 2️⃣ Kill “evenly distributed” budgets Not every department deserves more. Cut what doesn’t work. Double down on what does. 3️⃣ Turn your finance team into capital allocators Train them to evaluate investments, not just track expenses. Teach them to ask: What’s the return on this project? What’s the payback? What are the risks? The future of finance isn’t about tracking the budget. It’s about owning the company’s financial strategy. Because in the end, capital allocation IS strategy. 💬 How many times a year do you reforecast? #CFO #FPandA #StrategicFinance #CapitalAllocation #FinanceLeadership #BusinessGrowth #CFOInsights

During my career, I’ve secured tens of millions in funding. But looking back there are some things I wish I’d known before I started. Here are four tips I’ve learned the hard way about approaching potential investors with your business idea: 1️⃣ Know your numbers inside out Investors want to see not just passion but also a deep understanding of your business model. It doesn’t matter if you’re not a “numbers person”. Frankly neither am I. I just work hard to master them. Be prepared to discuss your financials in detail: multi-year revenue projections, cost of sales, fixed expenses, and break-even points. Comfort with your numbers demonstrates that you’ve done your homework and are serious about your venture. 2️⃣ Tailor your pitch to the specific investor Not all investors are created equal. Research who you're pitching to and adjust your message accordingly. What do they value? What sectors do they invest in? Who else have they backed and why? Use part of your pitch meeting to ask them about their history and motivations. This is absolutely not about changing your business plan or finances, but thinking about what you emphasise to align your narrative with their interests. 3️⃣ Have a clear exit strategy Investors will back enterprises for all sorts of reasons: a passion for the sector, enthusiasm for the founder, or market potential. But the number one reason they’ll back you is to yield an attractive rate of return. Be ready to discuss how and when they’ll make money from investing in you. Whether it’s through acquisition, IPO, or another exit strategy, showing that you have a plan to return a multiple of their initial investment will instil confidence. It’s not just about the immediate future; it’s about how you envision the long-term growth of your business. 4️⃣ Practice your storytelling People connect with stories, not just facts and data - important as those are. Use storytelling to convey your vision, the problem your business solves, and why you’re the right person to tackle it. A compelling narrative that links to the forecast performance of your business will engage investors emotionally, making them more likely to remember you and your pitch long after the meeting is over. What’s your experience of pitching for funding? What are you still wary of with investors? Share your tips or questions in the comments below!

Is your marketing strategy truly client-focused? Building strong client relationships starts with putting their needs at the heart of your approach. Here’s how to craft a strategy that resonates: 1) Understand their needs Listen actively and uncover their challenges to provide real solutions. 2) Speak their language Use messaging that aligns with their tone, values, and industry. 3) Adapt as they grow Stay flexible and evolve with your clients’ changing needs. 4) Deliver tailored solutions Customization shows that you’re invested in their success. 5) Build trust through consistency Reliable communication and quality service foster long-term loyalty. Client-focused marketing isn’t just a strategy—it’s the foundation for sustainable growth. Ready to put your clients at the center of your marketing? Start implementing these steps today and watch your relationships flourish.

Don't rely on pitch deck templates. Especially the Sequoia Capital template. I'm no Moses, but focus on a framework instead. And here's what has worked for me. First, investors aren't looking for "eligible" or "deserving" startups. Investors are looking for startups that can deliver returns. As founders, you need to be able to show the path to those returns. So ask yourself what type of a startup you want to build ▶ Lifestyle ▶ SME ▶ Social ▶ Buyable ▶ Scalable Most investors are interested in Buyable and Scalable. Unless the investor has a mandate to fund Lifestyle, SME or Social startups. Secondly, you need to focus on a story. But your story has to be about a use case. Not an episode of How I Met Your Mother. Thirdly, your investors might not be potential users or customers. So don't use the same sales pitch that you would do for customers. The most important question you answer with your pitch and pitch deck is why are you fundraising? 𝙄𝙛 𝙮𝙤𝙪'𝙧𝙚 𝙧𝙖𝙞𝙨𝙞𝙣𝙜 𝙛𝙪𝙣𝙙𝙨 𝙛𝙤𝙧 𝙑𝙖𝙡𝙞𝙙𝙖𝙩𝙞𝙤𝙣 - what would be the signals? 𝙄𝙛 𝙮𝙤𝙪'𝙧𝙚 𝙧𝙖𝙞𝙨𝙞𝙣𝙜 𝙛𝙪𝙣𝙙𝙨 𝙛𝙤𝙧 𝙂𝙧𝙤𝙬𝙩𝙝 - what does growth mean? 𝙄𝙛 𝙮𝙤𝙪'𝙧𝙚 𝙧𝙖𝙞𝙨𝙞𝙣𝙜 𝙛𝙪𝙣𝙙𝙨 𝙛𝙤𝙧 𝙀𝙭𝙥𝙖𝙣𝙨𝙞𝙤𝙣 - Why, how & when? Here are the areas that you should cover. Not everything is required, but more the merrier ▶ Purpose ▶ Problem ▶ Solution ▶ Why Now ▶ Market size ▶ Traction ▶ Competition ▶ Product ▶ Revenue model ▶ Why us ▶ Road map ▶ Financials ▶ Milestones ▶Demo ▶ Ask Starting with your Purpose or Problem is always good, followed by Solution and Why Now. You can shuffle the order of the rest to suit your story. #startups #fundraising #pitching #pitchdecks

Adopting new technology requires what I call “foundational”work. Here are three such key tasks: 1) Conduct a Thorough Needs Assessment -Evaluate existing tools and workflows: Are they meeting your needs, or are inefficiencies and manual tasks slowing you down? -Pinpoint pain points: Identify recurring challenges such as data silos, integration issues, or compliance gaps. -Engage your team: Host discussions or surveys to uncover their everyday challenges and gain insights from those closest to the work. 2) Map and Analyze Workflows -Document end-to-end processes: Map each step of key workflows, from intake to output. -Spot inefficiencies: Look for bottlenecks, redundant steps, and high-risk areas where errors commonly occur. -Visualize opportunities: Use these insights to identify areas ripe for automation or enhancement. 3) Set Clear, Data-Driven Goals -Tie goals to business outcomes: Define objectives that align with broader organizational priorities—e.g., "Reduce contract review time by 30%" or "Achieve a 15% increase in team productivity." -Define metrics of success: Establish KPIs that will help you track progress and assess ROI over time. 4) Build Cross-Functional Buy-In -Engage early with stakeholders: Collaborate with legal, IT, finance, and operations teams to ensure the chosen solution addresses both tactical needs and strategic objectives. -Promote transparency: Share the rationale behind adopting new technology and the benefits for each stakeholder group to build trust. #legaltech #innovation #law #business #learning

𝐁𝐮𝐝𝐠𝐞𝐭𝐢𝐧𝐠 𝐈𝐬𝐧’𝐭 𝐚 𝐌𝐚𝐭𝐡 𝐏𝐫𝐨𝐛𝐥𝐞𝐦. 𝐈𝐭’𝐬 𝐚 𝐌𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 𝐌𝐢𝐧𝐝𝐬𝐞𝐭. For this #MarketerinTech: 𝑼𝒏𝒔𝒄𝒓𝒊𝒑𝒕𝒆𝒅 episode, I wanted to tackle a topic that’s rarely glamorous but always crucial—𝐛𝐮𝐝𝐠𝐞𝐭𝐢𝐧𝐠. Every planning cycle, we talk about ambitions—growth, retention, customer love. But where the rubber hits the road is budget. If your marketing dollars don’t reflect your strategy, then you don’t have a strategy. As a B2B marketer, I look at allocations through three lenses— 1. 𝐀𝐰𝐚𝐫𝐞𝐧𝐞𝐬𝐬  is about brand, trust, and mindshare. 2. 𝐕𝐨𝐥𝐮𝐦𝐞 is about generating more clients—even if they’re smaller ticket—to create consistent pipeline. 3. 𝐕𝐚𝐥𝐮𝐞 is focused on large clients and complex deals where trust, customization, and long-cycle engagement matter. Each annual planning cycle, plan against these three pillars, commit budget % accordingly, and pressure-test it against business goals. The trick is to revisit and refine quarterly—because any changes you make today will likely only show up 3–6 months later. You need clarity, not panic. And what about experimentation? I recommend reserving 10–15% for bold bets—AI pilots, creative formats, unconventional channels. These aren't wildcards; they're structured experiments that we measure, learn from, and scale if they work. But none of this sticks unless you have full alignment with sales and business stakeholders. Transparency and joint ownership turn budget from a cost to a growth engine. ----------------#𝑴𝒂𝒓𝒌𝒆𝒕𝒆𝒓𝒊𝒏𝑻𝒆𝒄𝒉: 𝑼𝒏𝒔𝒄𝒓𝒊𝒑𝒕𝒆𝒅 𝑺𝒏𝒂𝒄𝒌𝒑𝒂𝒄𝒌------------- ✅ Anchor budgets in 3 pillars: Awareness, Volume, and Value ✅ Commit upfront, but revisit quarterly with a realistic lens ✅ Ringfence 10–15% for experiments—but measure, don’t guess #B2BMarketing #MarketingPlanning #MarketingROI #BudgetPlanning #MarketingBudgets #GrowthMarketing #PerformanceMarketing

The Delta Model: A Strategy Focused on Customers, Not Just Competition  Most strategy models focus on beating competitors. The Delta Model, developed by Arnoldo C. Hax, focuses on customer relationships instead. It offers three approaches:  - Best Product – Compete on quality and price (think Apple or Toyota).   - Total Customer Solutions – Build deep relationships through tailored solutions (like Salesforce or IBM).   - System Lock-In – Make it hard for customers to leave (Microsoft, Amazon).  Why It Works  - Puts customers first instead of just chasing competition.   - Adapts to change—you can shift strategies as needed.   - It builds long-term advantage through ecosystems and loyalty.  The best businesses don’t just sell products; they create relationships that customers don’t want to leave.  P.S. If you like content like this, please follow me.

𝐈𝐧 𝐯𝐞𝐧𝐝𝐨𝐫 𝐧𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐢𝐨𝐧𝐬, 𝐟𝐚𝐢𝐥𝐢𝐧𝐠 𝐭𝐨 𝐤𝐧𝐨𝐰 𝐲𝐨𝐮𝐫 𝐧𝐮𝐦𝐛𝐞𝐫𝐬 𝐢𝐬 𝐚 𝐝𝐢𝐫𝐞𝐜𝐭 𝐭𝐡𝐫𝐞𝐚𝐭 𝐭𝐨 𝐲𝐨𝐮𝐫 𝐩𝐫𝐨𝐣𝐞𝐜𝐭’𝐬 𝐬𝐮𝐜𝐜𝐞𝐬𝐬. Preparation is the backbone of every successful vendor negotiation. When you understand your costs, set clear terms, and align on value, you’re building not just a contract but a reliable partnership. Here are some of the best practices we have learned for effective vendor negotiations at Venwiz: 1. 𝐃𝐚𝐭𝐚-𝐃𝐫𝐢𝐯𝐞𝐧 𝐄𝐬𝐭𝐢𝐦𝐚𝐭𝐞𝐬: Arriving at project cost estimation through detailed cost analysis sets a solid foundation. Use methods like Zero-Based Costing for detailed estimations, apply inflation adjustments to the last purchase cost, or use weighted averages from multiple quotes. When vendors see that you know your numbers, it builds credibility and respect, setting the stage for more productive discussions.     2. 𝐒𝐞𝐭 𝐂𝐥𝐞𝐚𝐫, 𝐀𝐜𝐡𝐢𝐞𝐯𝐚𝐛𝐥𝐞 𝐓𝐞𝐫𝐦𝐬: Define concrete targets for service levels, timelines, and ceiling costs. A well-defined service agreement—including specifics like payment schedules, quality & safety standards, and warranty terms—establishes a strong foundation. This clarity avoids misunderstandings and creates a structure that supports efficient, respectful negotiations.     3. 𝐋𝐨𝐨𝐤 𝐁𝐞𝐲𝐨𝐧𝐝 𝐁𝐮𝐝𝐠𝐞𝐭 𝐭𝐨 𝐅𝐨𝐜𝐮𝐬 𝐨𝐧 𝐕𝐚𝐥𝐮𝐞: Budget matters, but so does value alignment. Quality vendors look for clients who understand this. Show commitment by offering flexibility in terms, such as adjusting payment timelines or considering future projects. If a vendor can provide an extended warranty or additional service terms, it may justify a slightly higher costs if it aligns with your project’s goals.     4. 𝐇𝐚𝐯𝐞 𝐚 𝐁𝐀𝐓𝐍𝐀 (𝐁𝐞𝐬𝐭 𝐀𝐥𝐭𝐞𝐫𝐧𝐚𝐭𝐢𝐯𝐞 𝐭𝐨 𝐚 𝐍𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐞𝐝 𝐀𝐠𝐫𝐞𝐞𝐦𝐞𝐧𝐭): Always have a clear fallback plan. A strong BATNA isn’t just a backup; it’s a powerful leverage tool that ensures you’re negotiating from a position of confidence rather than necessity. In vendor relationships, the best negotiations are built on value, transparency, and mutual respect. When both sides understand the stakes and goals, you pave the way for enduring partnerships that drive long-term results. 𝐖𝐡𝐚𝐭 𝐧𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐢𝐨𝐧 𝐬𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐞𝐬 𝐡𝐚𝐯𝐞 𝐲𝐨𝐮 𝐟𝐨𝐮𝐧𝐝 𝐦𝐨𝐬𝐭 𝐞𝐟𝐟𝐞𝐜𝐭𝐢𝐯𝐞 𝐢𝐧 𝐛𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐬𝐭𝐫𝐨𝐧𝐠 𝐯𝐞𝐧𝐝𝐨𝐫 𝐫𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩𝐬? 𝐋𝐞𝐭’𝐬 𝐥𝐞𝐚𝐫𝐧 𝐟𝐫𝐨𝐦 𝐞𝐚𝐜𝐡 𝐨𝐭𝐡𝐞𝐫—𝐬𝐡𝐚𝐫𝐞 𝐲𝐨𝐮𝐫 𝐭𝐢𝐩𝐬 𝐛𝐞𝐥𝐨𝐰! #Venwiz #CapEx #Procurement

🔍 **Unlocking Sales Potential with CRM** 🔐 The everlasting debate that Sales people fill CRM for compliance & for management to have a view or this really adds value to their own working. after spending almost 2 decades in Sales & Marketing, I strongly feel that CRM helps the person who fills it more than anyone else & the post talks about that. In the dynamic world of sales, Customer Relationship Management (#CRM) stands as a linchpin, empowering front-line sales professionals to elevate their game. Here's a deep dive into #HowCRMHelpsFrontSales: 1. **360-Degree Customer View**: CRM consolidates customer data, offering a comprehensive snapshot. Sales reps gain insights into preferences, history, and pain points, fostering personalized interactions. 2. **Streamlined Communication**: Seamless collaboration within CRM ensures that team members stay on the same page. Real-time updates pave the way for efficient communication, enhancing responsiveness and client satisfaction. 3. **Data-Driven Decision Making**: Armed with analytics, salespeople can make informed decisions. CRM tools provide valuable metrics, helping in identifying trends, forecasting sales, and refining strategies for optimal results. 4. **Time Management**: Automation features in CRM alleviate mundane tasks, allowing sales professionals to focus on what truly matters – building relationships. Time saved translates to increased productivity and more meaningful client engagements. 5. **Lead Tracking and Management**: CRM systems excel in lead tracking, ensuring no opportunity slips through the cracks. Sales reps can prioritize and nurture leads effectively, leading to a higher conversion rate. 6. **Sales Forecasting**: Accurate sales forecasting becomes a reality with CRM. By analyzing historical data and current trends, sales teams can anticipate market changes and align strategies accordingly. 7. **Enhanced Customer Engagement**: CRM facilitates targeted marketing campaigns and personalized outreach. Engaging customers at the right time with the right message establishes a deeper connection and increases the likelihood of conversion. 8. **Adaptability to Market Changes**: In a fast-paced market, adaptability is key. CRM equips salespeople with the agility to respond promptly to market shifts, ensuring they remain ahead of the curve. In conclusion, the symbiotic relationship between front-line sales and CRM is transformative. It's not just about managing relationships; it's about leveraging data-driven insights to navigate the complexities of modern sales. 🚀 #SalesTransformation #CRMAdvantage #SalesProductivity #saleschannels #salesenablement #salesandmarketing #CRM Sandeep Saheta Jiten Saheta Predman Bhat Daxesh Maniyar Sachin Khade Mahesh Bagul Mathivanan Karuppiah S Muthukumaran Nilesh Bhirud Rahul Mapara Connectwell Industries Karthikeyan Pillai