Episódios
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Why are traditional Go-to-Market strategies failing B2B SaaS, tech, and media companies?
Join us as we explore the paradox of success, the limitations of in-house sales leadership, and the critical role of agile, data-driven 'revenue architects.'
Discover how integrating AI, fostering unified revenue operations, and embracing fractional sales leadership can unlock sustainable, explosive revenue growth in today's unpredictable market, transforming your business from a passenger to an architect of its future.
To learn more visit https://ngulam.com/
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On this episode of Success Beyond Borders, we dive into the elusive goal of predictable revenue and why many companies face frustrating forecast misses.
Learn why relying solely on human-entered CRM data is fatally limited, highlighted by the "million-dollar miss" example.
The traditional mantra "If it's not in Salesforce, it didn't happen" leads to guesswork. Discover the power of the new mindset: "If AI didn't capture it, it didn't happen".
We explain how AI captures and interprets authentic customer signals across various systems, providing high-fidelity insight for both new business and expansion revenue. This shift leads to sharper forecast accuracy, faster cycles, better NRR, and scalable efficiency, transforming forecasting from guesswork to guidance crucial for SaaS, Tech, and Media. Stop driving blind, start reading the signals for a more predictable, confident, and profitable future.
To learn more visit https://ngulam.com/
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Unlock the secret to future growth in media and tech! Dive deep into Quality of Revenue (QR), dubbed the "Invisible Engine" that truly predicts sustainable success, especially in fast-moving industries like media, tech, and SaaS. Learn why traditional methods like Quality of Earnings (QoE) alone aren't enough, focusing only on historical data and potentially masking underlying commercial flaws. Market diligence also falls short by focusing mainly on external factors, missing a company's internal ability to capture opportunities.
Discover how QR analysis is forward-looking, going beyond past performance and market potential to assess a company's internal capability – its operational effectiveness – to consistently generate and sustain revenue. This involves looking inside the "engine room" at the alignment of commercial teams, functional capabilities like product and revenue cycle management, growth leadership, and core operational levers like pricing and analytics.
We discuss real-world weaknesses QR often uncovers, such as lagging new growth or poor pipeline management, and the counterintuitive truth that operational effectiveness (QR) is a better predictor of future revenue than past financials (QoE) or market attractiveness.
Essential listening for PE investors seeking a competitive edge in deals, more accurate valuations, and faster post-acquisition growth, and C-suite executives building predictable, scalable revenue engines, enabling data-backed strategic action rather than just reacting to shortfalls.
Learn more at ngulam.com.
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This episode of Success Beyond Borders dives into "The 59% Enigma," fascinating research from nGülam. We explore why many promising Technology, Media, and Telecommunications (TMT) companies underperform despite strong tech and market potential.
The key insight? Revenue growth alone accounts for a massive 59% of operational value creation in private equity TMT investments. We uncover that the real bottleneck isn't the product or market timing, but the underestimated discipline of building and executing a robust, predictable revenue engine.
Learn why focusing on the "how" – scalable sales processes, GTM strategy, and talent development – is crucial for unlocking this hidden value across the entire investment lifecycle, from due diligence to exit.
To learn more visit nGülam
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In this episode, we delve into the Go-To-Market (GTM) challenges faced by established media technology companies transitioning to SaaS.
Using the example of a "titan" in the industry that stumbled when launching an innovative AI platform, we explore the "SaaS Paradox": why a company's traditional strengths can become obstacles in a new market.
Discover the concept of the "GTM factory" and the critical need to align different sales motions (high-touch, medium-touch, and no-touch/low-touch PLG) with specific customer segments.
Learn how a multi-faceted GTM strategy is essential for sustained growth, moving beyond a binary choice between sales-led and product-led growth. We'll also cover key enablers like clear segmentation, cross-functional alignment, rules of engagement, and data-driven optimization.
Finally, we'll discuss strategic takeaways for media tech leaders, including revenue growth management, organizational design, and the importance of local market nuances. Tune in to understand how to orchestrate your GTM motions into a revenue symphony that resonates in today's rapidly evolving market.
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Tired of sales pitches that focus on features you don't need? This episode dives into the rise of outcome-based sales in the tech and media industries, exploring why leading companies are shifting from simply selling products to engineering tangible business results for their clients.
Discover how forward-thinking organizations like are outperforming competitors by pinpointing client challenges and collaboratively designing customized solutions that deliver measurable impact. We'll examine why today's B2B buyers demand measurable results and strategic alignment, and how adopting "Deep Discoveries" can help sales teams understand their clients' overarching objectives.
Learn how leveraging data-driven insights and building trust-based relationships are crucial for becoming a valued partner, driving sustainable growth, and achieving lasting market leadership in the competitive tech and media landscape.
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This week on Success Beyond Borders, we dive into the crucial topic of navigating AI-driven global revenue streams in the media and entertainment industry.
Despite advancements in AI and technology, media companies are still facing challenges in achieving consistent and predictable revenue growth across diverse global markets. We explore why revenue sometimes seems to "vanish" in certain regions, echoing issues from the era of Hollywood blockbusters.
This episode unpacks the idea that technology alone is not the solution. Instead, we delve into the importance of revenue growth management and the need for a strategic approach to monetizing AI-driven solutions like cloud platforms, dynamic ad serving, and advanced production tools in different markets.
We discuss how AI is already being practically applied in the media industry, from automated metadata tagging and predictive orchestration of content to personalized recommendations. However, the episode emphasizes that a one-size-fits-all approach, even with sophisticated AI for content localization, can lead to lost revenue if local cultures, tastes, and monetization models are not carefully considered. We highlight the necessity of balancing the efficiency of AI with the human touch and a deep understanding of market nuances.
Finally, we touch upon potential solutions like fractional sales leadership and market-specific advisory services that can help companies bridge the gap between technology and market reality to unlock hidden revenue potential. Join us to understand why combining cutting-edge AI with a solid global revenue strategy is essential for success in today's media landscape.
To learn more visit https://ngulam.com/
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Are you a SaaS leader struggling to achieve consistent growth? This episode dives into the SaaS Paradox: why casting too wide a net might actually be hindering your success.
We explore the counterintuitive idea that focusing on specific market segments, rather than trying to appeal to everyone, can lead to more sustainable growth.
Learn why enterprises and SMBs are practically different species with distinct needs, procurement processes, and expectations. Discover how successful SaaS companies like Slack, Zoom, Workday, Loom, Notion, and Tableau have thrived by tailoring their go-to-market strategies to specific audiences.
We'll break down the five key pillars for navigating the multi-segment SaaS landscape: Market Intelligence, Product Positioning, Pricing Strategy, Sales and Marketing Alignment, and Customer Success, highlighting the nuanced approaches required for each segment. Understand why a single marketing message or sales playbook often falls flat when trying to address both large enterprises and nimble SMBs.
Finally, we'll discuss the importance of data-driven decision-making and balancing resource allocation to effectively manage multi-segment strategies, along with potential pitfalls and the need for adaptive marketing tactics. Tune in to discover how to define your ideal customer segments, craft laser-focused strategies, and unlock true growth potential in the competitive SaaS market.
To learn more visit https://ngulam.com/
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Tired of seeing your streaming platform's content library grow while your revenue plateaus?
This episode dives into the "streaming paradox": why more content doesn't always equal more revenue. We explore the "silent killers" like content piracy and inefficient monetization that are eroding the bottom lines of streaming services, both big and small.
Learn how focusing solely on content volume can mask deeper operational shortcomings. Discover the crucial shift from simply acquiring more content to optimizing its discoverability, merchandising, packaging, and security – the key to sustainable revenue growth.
We'll unpack strategies for C-suite leaders, emphasizing data-driven decision-making, proactive anti-piracy measures, and streamlined distribution. Find out why "throughput" is the new metric for success in the crowded streaming market and how a focus on effectively managing and monetizing your existing content vault can unlock its true potential.
To learn more visit https://ngulam.com/
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Why did Quibi, with its star-studded content and significant capital, fail despite its innovative concept?
This episode explores the pitfalls of assuming a universally appealing product will succeed in diverse markets. Learn why localizing your revenue strategy is crucial for thriving in emerging TMT markets. We delve into the critical dimensions of cultural nuances, economic realities, competitive intensity, and regulatory hurdles.
Discover how Revenue Growth Management (RGM), tailored to local contexts, can be a powerful engine for growth. Gain insights on forging strategic partnerships, implementing data-driven decision-making, and developing cultural agility to avoid the 'one-size-fits-all' approach.
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Discover how media companies are turning their content libraries into revenue gold by repurposing existing content. This episode explores how reformatting content for different platforms, reviving older shows, and creating content ecosystems can boost revenue and engagement. Learn about the reverse pyramid model, AI-assisted reformatting, and data-driven licensing that can help media companies thrive in the streaming wars. Plus, understand the importance of cultural sensitivity and hybrid monetization models for global success.
To learn more check our website.
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"The Streaming Paradox" explores the challenges and complexities of international expansion for streaming platforms. While the internet offers ubiquitous connectivity, streaming services often face unexpected hurdles when expanding into new markets. Success is not solely determined by technology or scale, but by understanding and connecting with local audiences.
The episode examines several factors that contribute to these challenges:
Licensing complexities: Securing content rights across different regions can be difficult due to pre-existing agreements and regulations. Regional content preferences: Cultural nuances and storytelling styles vary, requiring deep localization beyond simple translation. Regulatory compliance: Each market has its own data privacy laws, content moderation policies and censorship rules. Infrastructure limitations: Constrained bandwidth and unreliable payment systems in some regions can affect user experience. Algorithmic bias: Recommendation engines can inadvertently promote content that doesn't resonate with local viewers.The episode introduces nGülam's methodology, which emphasizes a localized approach through strategic alliances and dynamic monetization. This approach enables streaming platforms to capture audience interest, optimize revenue, and foster customer loyalty in international markets. For C-suite executives, a data-driven approach is essential for making informed strategic decisions, achieving sustainable revenue growth, and gaining a competitive advantage. The key is to blend global vision with local execution, ensuring that the platform feels uniquely understood in each market.
To learn more visit https://ngulam.com/
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This week on Success Beyond Borders, we dive deep intotransformation and growth in the ever-evolving media and entertainment sector. We unpack insights from nGülam's "The Unfolding Script," a guide for thriving in this dynamic industry. Discover how to move beyond outdated strategies and embrace aprofound transformation. We explore four key elements for success:
Organizational change: Breaking down silos and fostering collaboration.Methodology modernization: Ditching old sales tactics for proven frameworks likeMEDDIC, Challenger, and Value Selling.Technology implementation: Building robust data infrastructures and leveraging analytics.Leadership alignment: Ensuring the C-suite is committed to guiding and supporting the transformation.We also examine the critical components of a transformation program, including strategic foundations,go-to-market planning, channel strategy, revenue operations, and sales enablement. We discuss the importance of change management and equipping sales teams with the necessary skills through training and coaching. Finally, we explore how to make these changes stick through reinforcement strategies, including consistent communication, performance monitoring, and creating aculture of continuous improvement.
Tune in to learn how your company can navigate the rapidly changing media and entertainment landscape and achieve sustainable growth.
To learn more visit https://ngulam.com/
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In today's rapidly changing media and entertainment landscape, the old model of "going it alone" is no longer effective. This podcast episode explores how strategic partnerships are essential for B2B technology companies looking to thrive in this dynamic sector.
Discover how forming symbiotic relationships can lead to exponential growth and a competitive advantage. Learn how to build your partnership ecosystem, with a practical guide that includes defining goals, evaluating cultural fit, and negotiating mutually beneficial terms.
The discussion also covers different types of partnerships, such as integration, technology, marketing, and supply chain. The episode emphasizes that partnerships are not just for gaining new customers but also for exploring new markets and product integrations. Hear real-world examples of successful partnerships, such as those between Google and Starbucks, and MTN South Africa, China Telecom, and Huawei, that demonstrate the power of collaboration.
This episode highlights how companies can move from silos to synergies to achieve their revenue goals and become industry leaders.
To learn more visit https://ngulam.com/
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This episode delves into the complexities of international expansion for B2B technology and media SMEs. It highlights the strategic importance of going global to stay competitive while addressing the challenges, such as regulatory landscapes and cultural differences. The podcast explores various market entry strategies, including exporting, licensing, joint ventures, acquisitions, and foreign direct investment, emphasizing the need to align these choices with a company's unique capabilities and market goals. Key factors influencing success, such as market-specific, firm-specific, industry-specific, and host country factors, are discussed.
The episode also covers building a global team, mitigating risks, and adapting to the evolving media and entertainment sector. It stresses the importance of data-driven decisions, strategic guidance, and customized solutions. Ultimately, the episode offers a roadmap for B2B SMEs to unlock their global potential.
To learn more contact us at https://ngulam.com/contact
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This podcast episode discusses how B2B media and entertainment leaders can thrive in a time of major disruption. The media and entertainment landscape is rapidly changing with the rise of streaming, AI, and the metaverse. B2B companies that provide solutions to media companies are facing vast opportunities and challenges. This episode explores data-driven strategies for sustainable growth. The episode also covers how to future-proof revenue streams in a volatile market and how to partner with experienced advisors who understand the strategic levers for profitable growth. This episode is relevant for B2B companies looking to shape the future of media and entertainment.
To learn more contact us at https://ngulam.com/contact
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This podcast episode explores the need for B2B media tech companies to upgrade their go-to-market (GTM) strategies in the face of a rapidly evolving media landscape. The episode uses the analogy of Steve Jobs' return to Apple in 1995, where he recognized the need to adapt to a new technological era, to highlight the similar challenges and opportunities facing the media and entertainment industry today.
Key topics covered in this episode include:
The rise of streaming, the proliferation of content, and the explosion of AI as major forces shaping the media landscape. Challenges faced by B2B SMEs in achieving sustainable revenue growth, including market expansion difficulties, unsustainable revenue growth, complex B2B sales cycles, undefined sales strategies, and limited resources and expertise. Strategic imperatives for staying ahead, such as embracing AI-driven solutions, fostering strategic partnerships and alliances, and building an agile and adaptable organization.The episode emphasizes the importance of partnering with a trusted advisor like nGülam, which offers a structured framework for navigating these challenges and achieving success in the dynamic media tech market.
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This podcast episode discusses nGülam's GrowthBridge™ methodology, a framework designed to help businesses, particularly those in the tech and media sectors, expand into new markets. The episode draws a parallel between Formula 1 pit crew precision and the need for cohesive teamwork in business. It highlights the challenges of market expansion, including understanding new markets, resource limitations, and competition.
The episode emphasizes that GrowthBridge™ addresses these obstacles through a structured approach that involves:
Defining ideal customer profiles. Crafting compelling value propositions. Tailoring go-to-market planning.The podcast also features a case study of a media tech provider's successful European expansion, demonstrating the effectiveness of GrowthBridge™ in achieving faster market entry, establishing strategic partnerships, and increasing revenue.
To learn more contact us here.
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This podcast episode discusses how content distribution is evolving in a multi-platform world. We analyze key trends in the media and tech industries, drawing on insights from a nGülam article, "Evolution of Content Distribution: Strategies for a Multi-Platform World". They discuss topics such as:
The rise of global streaming subscriptions The streaming wars and content spending strategies of major players like Netflix and Disney The importance of original content in attracting and retaining subscribers The global appeal of local productions The emergence of hybrid distribution models like PVOD The need for content creators and distributors to understand and adapt to changing consumer demands The increasing use of AI and automation in the content creation and distribution processThe episode emphasizes the need for adaptability, lifelong learning, and a global mindset for anyone working in media and tech. It concludes by encouraging listeners to be mindful consumers, supporting content they value and exploring new voices and platforms. -
This episode of the Success Beyond Borders podcast delves into the transformative potential of artificial intelligence (AI) in the media and tech industries. The hosts discuss:
How AI can automate tedious tasks, freeing up human talent for more creative and strategic work. Some examples include automatically transcribing and captioning videos, generating headlines based on successful past articles, and analyzing data for research. How AI can enhance audience engagement by enabling personalized content recommendations similar to those used by platforms like Netflix and Spotify. How AI is impacting video production at every stage, from pre-production script analysis to post-production editing and special effects. The future of AI in media and tech, including real-time collaboration tools, personalized and immersive content experiences, and AI-powered predictive analytics.The hosts emphasize that AI is not about replacing humans but augmenting human capabilities and empowering creators. They urge media and tech leaders to develop their AI strategies now to thrive in this evolving landscape.
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