The Deloitte and McKinsey former consultants, Josemaria Siota and Luiz Zorzella, after three years of research, today they reveal in their new book published by McGraw-Hill: "Revenue Growth: Four Proven Strategies", a methodology to accelerate revenue growth in tech companies through the application of the "Lean-Growth" principle in four strategic areas: market, product, price and sales channel.
The authors obtained the new methodology by analyzing 77 companies from 21 countries and reach more than 780 executives from 32 nationalities, from high growth companies such as Amazon, Facebook, Google, LinkedIn, PayPal, Spotify and WhatsApp, among others.
Among these 780 executives, 36 of them were interviewed and then 11 were selected as Growth Leaders, chosen for their knowledge and experience. Among them there are Patty Cox, former global head of automotive at LinkedIn; Reza Ghassemi, former strategic partnerships manager at Google; Raimundo Sala, head of sales Iberia at PayPal; Katia Yakovleva, account director at Spotify Germany; Naman Agarwal, senior business development manager at Amazon; Dinesh Dheenathayalan, Asia Pacific sales operations at Facebook; Elias Campo, Latin America and Spain business developer at WhatsApp; Alejandro Navarro, international business development director at Groupalia; Rodney Bunker, CEO of Bubblegum Agency, etc.
These leaders helped the authors respond the problem spotted by the Harvard Business School professor, Thales Teixeira, in the book foreword. "Long gone are the days of setting a long-term strategy and following it closely. Today’s business environment requires that managers adapt and change their business models on an on-going basis. Fast-paced dynamics demand a constant need for firms to make changes to their strategies in order to achieve sustained revenue growth. But how can constant drastic changes in strategies be compatible with sustained growth?"
Nowadays, Josemaria Siota is the Simastec Consulting director, an IESE Business School researcher, Deloitte former consultant and UPC engineer. Luiz Zorzella is the Amquant director, McKinsey and JPMorgan former consultant. Both experts advise managers around the world on strategic growth matters.