Solutions

Tools & Solutions — Revenue.Engine™

The Goal: Sustaining double-digit revenue growth—here’s how, and what to focus on:

KEY REVENUE GROWTH DRIVERS

  1. Focusing on Pricing—Both to pass along higher input costs and to address low profit customers (i.e., Make Every CUstomer Profitable”MECUP”)
  2. Innovating—New/improved products. “Build an on-going pipeline of new and improved products.” Drive new volume [use the engine!]
  3. Expanding in new geographies—use local sales forces to sell products tailored to the local markets…

AND, TO SURPASS THE BASELINE [FORECASTED] INDUSTRY GROWTH RATES

  • Introduce new products that enable customers to reduce costs
  • Use cost-to-serve data to more effectively negotiate price adjustments*
  • Improve sales messaging/training to effect across-the-board price adjustments
  • Sell existing products into new industry vertical
  • Expand international sales capabilities
  • Implement lower cost sales & service models to reach new customers
  • Identify/implement new processes to generate more highly qualified leads
  • Add impactful distributors and/or strategic partners

* Note: Always “adjust” prices, don’t “raise, or lower” prices! Scripting, wording, positioning, etc. is critical on this subject.