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- “Measure What Matters” Executive Book Summary
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- Key Takeaways on OKRs “Measure What Matters” by John Doerr
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- New Benchmarks for High-Growth Inside Sales Teams
- The CEO’s Guide to Sales & Marketing Dashboards & KPIs
- The Definitive Guide to Building a B2B Inside Sales Team
- The Definitive Guide to Data-Driven Sales Forecasting
- The Definitive Guide to Metrics-Driven Sales Coaching
- The Definitive Guide to Objectives and Key Results (OKRs)
- The Definitive Guide to Pipeline Management
- The Definitive Guide to Sales Forecasting Methods 101
- The Definitive OKR Checklist
- The Right Metrics for Your Inside Sales Team
- The Sales Operation Manual for Inside Sales VPs
- The Sales VP’s Guide to Quarterly Business Reviews
- “Measure What Matters” Executive Book Summary
- 12 Must-Ask Questions for Data-Driven Sales Managers
- 12 Must-Ask Questions for Marketing VPs
- 5 Metrics That Explain Why You Missed Your Number
- Building an Outbound Lead Generation Team
- Creating a Metrics-Based Coaching Model
- Key Metrics For Seeds, Nets & Spears
- Key Takeaways on OKRs “Measure What Matters” by John Doerr
- Mark Roberge’s Top Sales Management Secrets
- Measuring Your Outbound Prospecting Team
- New Benchmarks for High-Growth Inside Sales Teams
- The CEO’s Guide to Sales & Marketing Dashboards & KPIs
- The Definitive Guide to Building a B2B Inside Sales Team
- The Definitive Guide to Data-Driven Sales Forecasting
- The Definitive Guide to Metrics-Driven Sales Coaching
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- Zorian Rotenberg (104)
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Recent Posts:
- On the PE Industry Headwinds – Q4-2025
- 2026 PE Outlook: AI, Capital Cycles, and the Return of Deal Flow
- The New Era of PE: The GTM & Operating Alpha Imperative
- The AI Bubble Debate – Consider These Patterns Across Two Centuries
- Designing the Modern PE Portfolio Ops Team for Revenue & EBITDA Growth
- Measuring the Impact of a PE Operating Partner
- The Future of SaaS in the AI Era
- PE – 2025 Mid Year Update
- GTM Alpha: Getting an Edge in PE
- How AI Will Reshape Tech-Enabled Business Services
- How AI Will Reshape the Software Industry – Next 5 Years
- The Winning PE Value Creation Formula – GTM (Revenue Growth) Improvements + Operational Improvements
- What Top PE Firms Do To Be Successful
- PE – Ideas for 2025
- PE – Investment Rationale (Where I Focus)
- 10 Strategies for Maximizing Value Creation in PE
- PE – Tech Investing Criteria
- PE Value Creation – Driving GTM/Commercial Excellence Portfolio-Wide
- PE Portfolio Company Turnaround Playbook (GTM/Commercial Focus)
- Navigating Key Issues in PE – What Has Changed in 3 Decades
- How to Hire Effectively for Portfolio Companies or for Portfolio Ops
- PE Value Creation – The Mission of the Operating Partner Role
- PE Value Creation – the ROI of an Operating Partner (via TEV uplift)
- Key insights – The Future of Private Equity Investing is all about PAOVA (Post-Acquisition Operational Value Add)
- PE – CEOs & Cultural Fit (the most underestimated risk in middle-market CEO recruiting)
- Assessing the Company’s Scalability During GTM Diligence
- PE Deal Process: “One Team” with Deal Teams & Operating Partners
- What Defines a Strong CRO in Middle-Market PE
- PE Value Creation 2.0: Helping Maximize IRR through Better Diligence & Ownership
- PE Industry in 2023 (& 2024 Outlook)
- My Book Recommendations (Random)
- PE Value Creation – an Engineered & Systematized Approach
- Areas of Commercial & GTM Excellence PE Funds Need
- PE Investing – From Operators & Non-Traditional Backgrounds to Investors
- PE ROI – Revenue Growth is a Key Value Creation Driver (Revenue > EBITDA > Successful Exit)
- PE Investment Lifecycle and How Value Creation Teams Make an Impact
- PE Value Creation – Successful Exits for PE-backed Companies
- PE – Post Fed Rate Hikes in 2023 & Beyond
- PE – Early Indicators and Success Factors to Gauge Before Buying a Company
- PE Investor’s Mandate: Capital Allocation as a Force for Growth and Responsibility
- PE – Portfolio Value Creation: Top 10 Quantitative GTM Drivers to Diagnose First
- CROs Make Exceptional CEOs
- PE Value Creation – Strategic Pricing Optimization (Part 2)
- PE Value Creation – Strategic Pricing Optimization (Part 1)
- Pricing Optimization & Unlocking Revenue Potential: A Systematic Approach
- Why Past Playbooks Don’t Travel Well Across PE Portfolios
- Supporting Add-On M&A Process in PE
- Insights From Top Investors – William Green
- PE Firm Leadership Principles – Driving Results in PE
- PE – The “Forwardable Introduction” Email (Source Deals, Connect with LP, Referrals, and More)
- Keys to PE Deal Success – What Drives Returns
- PE: Vital Few KPIs for CROs Driving Growth at PE-Backed Companies
- PE Value Creation- GTM Metrics – CRC: Customer Retention Cost
- PE – a Key Impact on Commercial Growth in the Next 5 Years (PE-backed Companies)
- 5 Key Aspects of Successful PE B2B Companies (PE)
- Personal Note: Warren Buffett’s Advice When We Met
- PE – Random Notes on Key Traits of Successful PE Investors
- PE Value Creation – “Systems” to Systematize & Operationalize Sales
- Leadership Lessons from Bill Campbell – The CEO Coach to Steve Jobs, Eric Schmidt and Jeff Bezos
- Investing in PE Funds and Understanding the LPA
- PE Portfolio – What is an “A-Player”?
- PE Turnarounds – 100-Day VCP for Turnaround Investments (Cerberus playbook for Tech)
- PE – Software Turnaround Investment Playbook (Cerberus Playbook for Tech)
- Private Equity – Record Demand for Operating Partners
- Private Equity – Top Value Creation Initiatives for Portfolio Companies
- CRO – The Key Role in PE Operating & Portfolio Support Group
- PE Portfolio Growth Insights – What is GTM Strategy in PE?
- PE: Top GTM Acceleration Drivers to Create Sustainable Value (Revenue Growth, Higher EBITDA Margin, & Multiple Expansion)
- Best Practices for Effective Decision-Making (and My 6 Steps for Making Better Decisions)
- PE – Portfolio Company Managers: Bringing Out the Best in People
- PE – Commercial Org Design – Scope of Control
- Building Winning Teams: How to Hire Sales Talent Well – Discern the “Teachables vs. Unteachables”
- PE Portfolio – Responsibilities of a VP of Sales
- PE Boards – On “3x Sales Pipeline Coverage” for PE-Backed SaaS Companies
- When Sales Managers Should Inspect Opportunities – Early in the Process vs. Later Towards the Finish Line
- Sales Management: The 4 Managing Roles of a VP of Sales
- Building Teams: How to Recruit and Interview Talent Effectively (and Reduce Subjectivity)
- Price vs. Cost (and Price vs. Value)
- Decision-Making: The Principle of “Thoughtful Opinions Held Loosely”
- PE Growth Insights: Sales Effectiveness & Growth Drivers
- PE Growth Insights – Building an Effective Org & The Skillset Matrix
- Coaching & Leadership Lessons from the Best Sports Coaches
- Revenue Growth: The Magic Sales Formula (from my “The Science of Sales” presentation at the Sales Summit)
- PE – Behaviors of Good Managers (based on Google’s research & Project Oxygen)
- Sales Management: Creating a Repeatable “Sales Process”
- Building Teams – Recruit “10x” Talent (“Force Multipliers”)
- Developing a B2B Marketing & Demand Generation Strategy to Drive Sales
- A Simple 6-Step Management System For Any Executive
- Building Teams: Creating a Successful Organizational Culture
- Organizational Issues That Prevent Effective Leadership
- Leading Teams: Adaptive & Situational Servant Leadership
- PE – Building Teams & Leadership Lessons for CEOs
- Our Sales Team’s Core Values & Tenets
- Definition of Leadership
- Definition of Success
- Building Teams: Enable a Quality “Candidate Experience” When Recruiting
- Test-123
- The 3 Critical Gaps Between Planned Outcomes vs. Actual Results
- Sales VP: Here’s How To Grow Sales in the Next 6 Months
- PE – What “Sales Pipeline” Means in PE Backed Portfolio Companies