POP!
The first "P" in the POP! CKO Non-Negotiables!
Profitability
A Profitability Success Story
Enpal or Browns
The unit of ownership controlled by investors, employees, or boardmembers
A Share
Bring something valuable to the meeting. Speak up. Frontload the work. Work on Q3-4 Renewals NOW!
Be Proactive
Avoiding healthy conflict or sitting on feedback
Being Too "Nice"
The "O" in the POP! CKO Non-Negotiable Theme
One Team
A Play to Win Success Story
Quin House
The period of time and process of an acquiring company to review financials, contracts, and final evaluations
Due Dilligence
Demo value, not features. Offer accounts value, not add-ons. Solve business problems and think like a board member.
Frame everything as Business Value
Not executing the plan. Allowing busy work to impede strategic work.
Becoming Unprioritized/Unfocused
The second, and last "P" in the POP! CKO Non-Negotiable Theme
Play to Win
A One-Team Success Story
M&D Churn Save or Quin House
The cost of of exercising or purchasing a single share of common stock
Strike Price
Examples of finding Creative Ways to Win
Creative deal structures. Use of opt-outs, extensions, and incentives. Think outside the scope of the ‘rules’ and your role.
Ungrateful
No excuses, no quit, only forward
Play to Win
An account that paid for two years up front and got the third year free!
Browns Shoes
Most common factors for assigning purchase price valuation of a company to be acquired (think Core Business Objectives)
ARR, Churn, Burn, & Cash in Bank (will accept Rule of 40)
An account where we found a creative way to win
FREE SPACE (must explain your answer)
My deal would close, but I need to break some traditional 'rules' to get it done
Be Creative or Being Too Nice
Act like an owner because you are one!
Profitability
A $21k account that successfully used AskNicely API through the help of AskNicely Support Team Members
The Quin House
The largest SaaS acquisition of a NZ-founded Company
XERO acquires Melio for $2.5B
Recurring meetings with key accounts is a great way to be proactive (T/F)
False.
A client sends a 100-page CSV and asks for my help to determine which contacts were excluded from their most-recent survey send
Unfocused/Unprioritized