Michelle outlines two shifts companies need before going public: move from chasing new customers to keeping existing ones, and prepare for the CFO to gain real power over decisions. Finance-driven governance becomes the norm as you approach an IPO.
At some point we need to focus on retaining and getting our customers to impact. Not saying that again, we're not teaching product or we're not teaching the salespeople, the sales leaders, but we need to start shifting some focus on our existing customers. And then the last thing is finance, right? Because when you're gearing up to IPO, let's say that we're back and IPOs will come back at some point, then, you know, the power shifts to finance, the CFO, and they're calling I'm Michelle
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
