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A fervent believer in the promise of human powered growth, Russ leads CMG in partnering with companies to help them become aligned, agile, customer-driven enterprises that unleash the potential of their organizations with sustainable improvements in focus, teams, culture, and process our clients.
Mark leads CMG in partnering with Telecom companies to help them increase customers and accelerate revenue. His 25+ years of experience in growth, strategy and execution includes B2C and B2B multi-channel acquisition programs, customer experiences that surprise and delight, pricing that optimizes customer value, and innovative product development.
Every business leader accountable for revenue growth understands the challenge: aligning teams on goals and capabilities is necessary—but the challenge doesn’t end there. What often goes unexamined is whether the entire Road to Revenue—who you target, the value you exchange, and how to engage and transact—is truly aligned, robust, and adaptable.
Too often, organizations treat their growth strategy, segmentation model, value proposition, and go-to-market execution as separate, disconnected initiatives. But growth acceleration requires these elements to be seamlessly connected. When these links are weak or misaligned, revenue stalls, sales cycles stretch, and customer acquisition becomes inefficient.
Consider Adobe, which transitioned from selling one-time software licenses to a subscription-based model with Adobe Creative Cloud. The shift wasn’t just a pricing change—it required a complete realignment of their revenue engine—from segmentation and messaging to customer engagement and support. By ensuring every component of their revenue model worked together, Adobe not only accelerated growth but also built a more predictable, scalable business.
Or take HubSpot, which redefined how it engaged with SMBs by aligning its inbound marketing philosophy with a freemium product strategy. This alignment created a seamless customer journey—from initial brand awareness to product adoption and upsell—fueling sustained revenue growth.
To accelerate growth, business leaders must:
1. Ensure Strategy and Execution Are in Sync – Is your growth strategy clearly reflected in how you segment your market, define your value proposition, and engage with customers?
2. Emphasize Adaptability – Are you regularly assessing and adjusting your revenue engine to respond to competitive and market shifts?
3. Strengthen Cross-Functional Alignment – Are there gaps between how marketing, sales, and customer success teams execute their parts of the revenue process?
Aligning your Road to Revenue isn’t just a one-time exercise—it’s an ongoing discipline. When these connections are strong and adaptable, revenue performance doesn’t just improve—it accelerates.
Where does your organization’s revenue engine need tuning? Let’s discuss how to optimize your path to sustainable growth.
