sffi aug 31 sales - avery lyford
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©David G. Thomson
Avery LyfordChief Customer Officer
InfoStretch
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Growth Companiesbelow $1B revenue
$4.1 T
MarketValue
18.8M
Number ofEmployees
Number ofCompanies
11,000
©David G. Thomson
$4.4 T
Revenue
Blueprint Companies
4% of IPOs that achieve $1B revenue
Blueprint
Companies
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Copyright Blueprint Growth Institute©David G. Thomson
“We have no eternalallies, and we haveno perpetual
enemies.
Our interests are
eternal andperpetual.”
-Lord Palmerston
It is Not About You
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Copyright Blueprint Growth Institute
Big Brothers
• Innovation for emerging markets• Fill critical gaps in portfolio
• Outsource specialized functions• License brands
“!we all realize for innovation andcertain pieces of the portfolio we haveto turn to someone else”
Little Brothers
• Access and scale into new markets• Credibility with customers
• Access to partner’s innovation andproduct line• Market intelligence –Customer demand –Bottlenecks in current offerings –Evolution and emergence of newwebs or business ecosystems
Create win-win
relationship
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Industry EvolutionDifferent Stages, Different Needs
Discovery
Explosive
Growth Consolidation
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Help Them Hit Their Quarter
“You can get much farther with a kind
word and a gun than you can witha kind word alone.”
- Al Capone
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©David G. Thomson
Ride the Bear
“The bear would twistand turn and try to buck
you. We were going toride the bear becausethe bear was the biggest,the most important.”
- Steve Ballmer on IBM
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©David G. Thomson
Big Bothers Not Always Kind
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Catapult Company Growth
! It is about them – Not you
! Provide Relevance
! Different Stages – Different Needs
! Find the Pressure Point
! Ride the Bear