A consent order comes with a deadline
When a regulator fines or settles with one company, the fix has a date the company didn't choose. Here's how services firms read that signal.
4 min read
Blog
Signals Page 4
Posts on signals for services firms selling $50K to $500K engagements.
The quiet signal in a LinkedIn job change
New CIOs are the loud job changes. Quiet ones, like a new title one level down or an internal promotion, often say more about where budget is going.
3 min readFollowing your champion to a new company
A former champion landing at a new company is the warmest signal in services sales. Here's when to reach out, what to say and what to leave out.
3 min readYour champion just left. Now what?
When your champion leaves, you get two buying signals at once. How to hold the account they left and open the company they just joined.
3 min readNew CISO, new priorities
A new CISO reviews every control, vendor and gap in the first months, and that review becomes funded work. Here's how to show up early.
3 min readWhen a CDO arrives, data budgets follow
A new chief data officer is often the first visible sign a company will fund data work. Here's why the budget follows and how to reach them early.
3 min readAfter a breach, the fix is bigger than the incident
A disclosed breach starts a security program that runs for years. Here's how a services firm reads the signal without chasing the ambulance.
3 min readThe new COO and the operations agenda
A new COO arrives with an operations agenda and a short runway to show progress. Here's what that agenda holds and how sellers should respond.
3 min readPrivate equity ownership changes the timing
When a private equity firm buys a company, services spending speeds up. Here's how the hold period changes when and how you should reach out.
3 min readHow to read a 10-K like a seller
The sections of a 10-K that reveal business pressure, platform bets and budget, and how a seller turns one line into a sharp first message.
4 min readPost-merger integration and the first 100 days
The first 100 days after a deal closes are when integration plans meet reality. Here's what goes wrong, who feels it and how services sellers show up.
3 min readAn acquisition announcement is a services signal
An acquisition creates integration work on both sides before the deal even closes. Here's how a services seller should read the announcement and act.
3 min readBoard changes that move services budgets
A new director, a new committee or an activist seat can reset what a company spends on outside help. Here's how to read board changes as signals.
3 min readWhy a new CTO rewrites the vendor list
A new CTO reviews every vendor early and usually changes some. Why that happens, how to read the moment, and how to get there before the list is set.
3 min readWhen a job post names the platform you replace
A job post or 10-K that names the platform you migrate clients off isn't budget. It tells you who owns the platform and which work goes outside.
4 min readThe difference between a backfill and a new program
A backfill replaces someone who left. A new program builds something new. How to tell them apart in job posts and why it changes your outreach.
3 min readWhat a cluster of engineering job posts tells you
One engineering job post is noise. Several in the same weeks, around the same problem, tell you a decision has been made and a deadline is coming.
3 min readThe tech stack hiding in plain sight in job posts
Job posts name the platforms a company runs, the ones it's leaving and the ones it's moving to. Here's how to read them for a services opening.
3 min read