Tag Archives: business growth

The Power of Precision: How Defining Your Ideal Customer Drives Growth

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In the world of scaling a business, particularly in SaaS and cybersecurity, one of the biggest challenges is not just acquiring customers but acquiring the right customers. In a recent session, Richard Blundell, co-founder of Venture and a former executive at MessageLabs, shared hard-earned lessons from his experience scaling businesses, including MessageLabs’ remarkable journey from startup to a $695 million acquisition by Symantec.

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From Founder to CEO: Lessons in Leadership, Growth, and Resilience

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For any startup founder, the journey from idea to execution is filled with challenges. However, the biggest transformation isn’t just in scaling a business, it’s in evolving from a founder into a CEO.

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Scaling a Cyber Intelligence Business: Lessons from Crisp’s Growth Journey with John-Orr Hanna

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Scaling a company from a small team to a global market leader is a challenge that requires smart hiring, a robust governance model, and a deep understanding of customer needs. In a recent Cyber Runway Founders Fireside, John-Orr Hanna, former Chief Intelligence Officer at Crisp, shared his experience of growing the company from a handful of analysts to over 140 employees and achieving a 15x business expansion in four years.

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Building and Maintaining Momentum in B2B Sales: A Strategic Approach

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B2B sales is challenging, now more than ever. Tightening budgets, economic uncertainty, and an increasingly competitive landscape mean sales teams must be more strategic than ever in how they generate and sustain momentum. In a recent Cyber Runway session, Tom Glason, CEO of ScaleWise, shared insights on optimizing B2B sales strategies. With over 20 years of experience in B2B tech and leadership roles across startups and scaleups, Tom provided a roadmap for improving sales processes, from effective discovery calls to engaging product demos.

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Alternatives to Corporate Venture Capital

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This article explores alternatives to Corporate Venture Capital (CVC) for organizations seeking innovation and strategic growth without directly investing in startups. Drawing insights from a Cyber Runway: Scale Accelerator Programme session, it outlines ten key strategies, including internal R&D, mergers and acquisitions, open innovation, and academic collaborations. Each approach is analyzed for its advantages and drawbacks, providing a comprehensive guide to help organizations tailor their innovation strategies based on their goals, resources, and risk tolerance.

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Corporate Venture Capital (CVC): A Comprehensive Guide

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Corporate Venture Capital (CVC) is a strategic approach where corporations invest directly in startup companies. It blends the agility of venture capital with the strategic intent of established businesses. This article explores the history, benefits, drawbacks, and a step-by-step guide to leveraging CVC effectively.

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From Startup to Scale: Lessons from Luke Wilson Mawer on Cyber Growth and Leadership

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As part of the Cyber Runway Scale programme, Luke Wilson Mawer shared his experiences as a founder and discussed the challenges of scaling a cybersecurity startup. The session explored lessons learned, growth strategies, and the importance of resilience in a founder’s journey.

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What is an ICP in Sales and Why is It Essential?

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In the world of sales, focusing on the right prospects is key to success. One of the most important tools that sales teams use to achieve this is the Ideal Customer Profile, or ICP. But what exactly is an ICP, and why does it matter so much in today’s competitive marketplace?

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