Nuggets from Behind Closed Doors

Inside every private Alliance meeting, there are hundreds of years of experience. While keeping confidentiality of the member who provided the challenge to their group, we’ve captured (with permission) just some of the insightful comments from a handful of members. Read what these members had to say to get a glimpse of what it is like to be an Alliance member.

To see insights for a certain category, choose one from the following list:

Member Xiaodong Yang Speaks: Build Vertical and Horizontal Channels

Growing at breakneck speed? Xiaodong Yang, President & CEO of Apexigen, Inc., recommends implementing a matrix structure of project managers to maintain productivity and reinforce desirable company culture.

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Insight categories include: Culture   Operations   Sales   Strategy & Planning   

Member Sheeroy Desai Speaks: Cut Through The Noise

Interest in the service you are offering is a beautiful thing. But interest does not equate to action. Sheeroy Desai, Co-Founder & CEO of Gild Inc., shares a clever strategy to seal the deal.

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Insight categories include: Entrepreneurship   Marketing   Sales   

Member Camillo Martino Speaks: Study Deeply and Engage Discretely Before Deciding

One of the most challenging judgment calls a CEO must make is whether and when to sell the company. Camillo Martino, Board Member and Executive Advisor, formerly CEO & Director of Silicon Image, lays out some considerations for making the right call.

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Insight categories include: Exiting   Finance   M&A   Strategy & Planning   

Member Glenda Anderson Speaks: License Back by Vertical

Does your company own intellectual property with a broad range of applications? Glenda Anderson, CEO & Founder of Farsight Genome Systems, shares a spin-off, license-back strategy to maximize overall IP value.

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Insight categories include: Finance   Organizational Design   Sales   Strategy & Planning   

Member John Dicconson Speaks: Get Beyond ROI with Your Investors

Strategic alignment between a CEO and his or her board is a primary driver of overall business success. John Dicconson, President of Tech Care Now Associates, lays out a vision that values operational success in addition to return on investment.

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Insight categories include: Boards   Executive Development   Finance   Leadership   Sales   

Member Paul White Speaks: Take that Downturn and Flip it Upside-Down

Your company’s in great shape - now use your financial and competitive strength as a strategic advantage should a downturn materialize. Paul White, Co-Founder & Managing Partner at Muir Equity, advocates capitalizing on strategic preparation as a competitive advantage to better position your company during and after the storm.

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Insight categories include: Entrepreneurship   Finance   Leadership   M&A   Operations   Sales   Strategy & Planning   Trends   

Member Anne Bisagno Speaks: Make Sure Your Customer is Winning, Too

CEOs often wish to move from an “hourly billable” to a “fixed monthly price” model for their business services. Anne Bisagno, President of Xantrion, speaks from experience about how it is done – and where the pitfalls lie.

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Insight categories include: Operations   Organizational Design   Sales   Strategy & Planning   

Member Navin Nagiah Speaks: You are not ready (yet) to make a decision.

Torn between being a market leader & IPO’ing or selling the company? Navin Nagiah, President & CEO of DNN Corporation, offers some considerations to help distill a smart decision.

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Insight categories include: Culture   Finance   M&A   Marketing   Operations   Sales   Strategy & Planning   

Member Menko Deroos Speaks: Want fresh direction? Get some fresh air.

Though a CEO may know the best direction to take, it is often another matter to align company employees and a board of directors behind the decision. Menko Deroos, CEO & Co-Founder of Xicato, explains his tried and true strategy to create a path forward.

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Insight categories include: Boards   International Business   Leadership   Strategy & Planning   

Member Pat Lashinsky Speaks: Hire Your First Chief Culture Officer

CEOs often lament the time and difficultly involved in changing corporate culture. Pat Lashinsky, CEO of RealMassive, advocates for forcing the issue with explicit accountability.

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Insight categories include: Culture   Human Resources   

Member Marco Marini Speaks: Take Advantage of Your Small Size

Though it may seem like bad news when companies like Amazon or Costco move into your market, Marco Marini, CEO of ClickMail Marketing, sees an opportunity to differentiate and thrive.

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Insight categories include: Marketing   Sales   Strategy & Planning   

Member David Matheson Speaks: Is Change Always a Bottom Up Revolution?

It’s extremely rare for an app to unilaterally disrupt an established market. David Matheson, President & CEO of SmartOrg, underscores the importance of engaging institutional players to drive major market change.

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Insight categories include: International Business   Strategy & Planning   Technology   

Member Nadim Maluf Speaks: Civilized Discourse is Mandatory

Dysfunction at the board level is a potent catalyst for company failure. Nadim Maluf, CEO of Qnovo, gives some proactive guidelines to keep peace and promote company success.

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Insight categories include: Boards   Leadership   

Member Andy Barrons Speaks: Instead of a New Team, Consider a New Division

To seriously engage an emerging market, substantial upfront investment is needed to ensure the potential of success. Andy Barrons of Navis urges establishing process for real institutional buy-in.

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Insight categories include: Leadership   Organizational Design   Strategy & Planning   

Member Edmundo Costa Speaks: Stop Trying to Boil the Ocean

New technology can offer value to customers across multiple verticals. Edmundo Costa, Vice President of Sales at Automation Anywhere and previously the CEO at Catbird, shares his perspective on maintaining focus while scaling the business.

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Insight categories include: Marketing   Sales   Strategy & Planning   Technology   

Member Cat Lincoln Speaks: Actions Speak Louder than Contracts

Signing a deal is worth as much as the paper it’s printed on. Cat Lincoln, Founder and CEO of CLEVER, advises little tolerance of contract risk.

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Insight categories include: Ethics   M&A   

Member Ebbe Altberg Speaks: Before You “Scale Up,” You Have Some Answering To Do

Scaling a business requires clear strategic vision. Ebbe Altberg, CEO of Linden Lab, asks some hard, but necessary, questions for the CEO that seeks radical growth.

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Insight categories include: Entrepreneurship   Leadership   M&A   Organizational Design   Sales   Strategy & Planning   Technology   

Member Pat O’Malley Speaks: Strategic Transparency in Technology

As technology companies compete their way down the price curve, strategy changes when you hit bottom. Pat O’Malley, EVP of Seagate Technology, discusses the benefits of transparency and Universal Pricing Plans in a commoditized market.

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Insight categories include: Sales   Strategy & Planning   Technology   Trends   

Member Matt Patterson Speaks: Regroup, Prioritize, Execute

Often the business vision that is sold to investors encounters setbacks. Matt Patterson, President & CEO of Audentes Therapeutics, shares his insights on navigating troubled waters with clear prioritization.

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Insight categories include: Finance   Leadership   Strategy & Planning   

Member John Maydonovitch Speaks: Don’t Miss the Analyst Calls

Managing risk exposure in your client portfolio is key to sustainable growth. John Maydonovitch, CEO of MCE, reveals a simple way to gain helpful insights.

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Insight categories include: Marketing   Sales   Strategy & Planning