{"product_id":"startup-cxo-9781119772576","title":"Startup CXO","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword xvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart One: Introduction 1\u003c\/b\u003e\u003cbr\u003e \u003ci\u003eMatt Blumberg\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 2\u003c\/p\u003e \u003cp\u003eChapter 1: The Nature of a CXO's Role 9\u003c\/p\u003e \u003cp\u003eChapter 2: Scaling a CXO 12\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Two: Finance and Administration 15\u003c\/b\u003e\u003cbr\u003e \u003ci\u003eJack Sinclair\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChief Financial Officer 16\u003c\/p\u003e \u003cp\u003eChapter 3: In the Beginning: Laying the CFO Foundation 19\u003c\/p\u003e \u003cp\u003eChapter 4: Fundraising 22\u003c\/p\u003e \u003cp\u003eChapter 5: Size of Opportunity 25\u003c\/p\u003e \u003cp\u003eChapter 6: Financial Plan 27\u003c\/p\u003e \u003cp\u003eChapter 7: Unit Economics and KPIs 30\u003c\/p\u003e \u003cp\u003eChapter 8: Investor Ecosystem Research 32\u003c\/p\u003e \u003cp\u003eChapter 9: Pricing and Valuation 34\u003c\/p\u003e \u003cp\u003eChapter 10: Due Diligence and Corporate Documentation 37\u003c\/p\u003e \u003cp\u003eChapter 11: Using External Counsel 40\u003c\/p\u003e \u003cp\u003eChapter 12: Operational Accounting 42\u003c\/p\u003e \u003cp\u003eChapter 13: Treasury and Cash Management 49\u003c\/p\u003e \u003cp\u003eChapter 14: Building an In-House Accounting Team 52\u003c\/p\u003e \u003cp\u003eChapter 15: International Operations 55\u003c\/p\u003e \u003cp\u003eChapter 16: Strategic Finance 58\u003c\/p\u003e \u003cp\u003eChapter 17: Other Areas to Partner With 67\u003c\/p\u003e \u003cp\u003eChapter 18: High Impact Areas for the Startup CFO as Partner 71\u003c\/p\u003e \u003cp\u003eChapter 19: Board and Shareholder Management 77\u003c\/p\u003e \u003cp\u003eChapter 20: Equity 80\u003c\/p\u003e \u003cp\u003eChapter 21: Mergers and Acquisitions (M\u0026amp;A) 85\u003c\/p\u003e \u003cp\u003eChapter 22: Bonus Section: WhatWe Used for Our Internal Systems WhenWe Started Bolster 91\u003c\/p\u003e \u003cp\u003eChapter 23: CEO-to-CEO Advice About the Finance Role 97\u003cbr\u003e \u003ci\u003eMatt Blumberg\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Three: People and Human Resources 101\u003c\/b\u003e\u003cbr\u003e \u003ci\u003eCathy Hawley\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChief People Officer 102\u003c\/p\u003e \u003cp\u003eChapter 24: Values and Culture 105\u003c\/p\u003e \u003cp\u003eChapter 25: Diversity, Equity, and Inclusion (DE\u0026amp;I) 111\u003c\/p\u003e \u003cp\u003eChapter 26: Building Your Team 113\u003c\/p\u003e \u003cp\u003eChapter 27: Organizational Design and Operating Systems 118\u003c\/p\u003e \u003cp\u003eChapter 28: Team Development 124\u003c\/p\u003e \u003cp\u003eChapter 29: Leadership Development 127\u003c\/p\u003e \u003cp\u003eChapter 30: Talent and Performance Management 130\u003c\/p\u003e \u003cp\u003eChapter 31: Career Pathing 132\u003c\/p\u003e \u003cp\u003eChapter 32: Role-Specific Learning and Development 134\u003c\/p\u003e \u003cp\u003eChapter 33: Employee Engagement 136\u003c\/p\u003e \u003cp\u003eChapter 34: Rewards and Recognition 138\u003c\/p\u003e \u003cp\u003eChapter 35: Reductions in Force 140\u003c\/p\u003e \u003cp\u003eChapter 36: Recruiting 142\u003c\/p\u003e \u003cp\u003eChapter 37: Onboarding 149\u003c\/p\u003e \u003cp\u003eChapter 38: Compensation 152\u003c\/p\u003e \u003cp\u003eChapter 39: People Operations 154\u003c\/p\u003e \u003cp\u003eChapter 40: Systems 164\u003c\/p\u003e \u003cp\u003eChapter 41: CEO-to-CEO Advice About the People\/HR Role 167\u003cbr\u003e \u003ci\u003eMatt Blumberg\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Four: Marketing 173\u003c\/b\u003e\u003cbr\u003e \u003ci\u003eNick Badgett and Holly Enneking\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChief Marketing Officer 174\u003c\/p\u003e \u003cp\u003eChapter 42: Where to Start 177\u003c\/p\u003e \u003cp\u003eChapter 43: Generating Demand for Sales 181\u003c\/p\u003e \u003cp\u003eChapter 44: Supporting the Company Culture 186\u003c\/p\u003e \u003cp\u003eChapter 45: Breaking Down Marketing’s Functions 191\u003c\/p\u003e \u003cp\u003eChapter 46: Events 204\u003c\/p\u003e \u003cp\u003eChapter 47: Content and Communications 212\u003c\/p\u003e \u003cp\u003eChapter 48: Product Marketing 218\u003c\/p\u003e \u003cp\u003eChapter 49: Marketing Operations 223\u003c\/p\u003e \u003cp\u003eChapter 50: Sales Development 226\u003c\/p\u003e \u003cp\u003eChapter 51: Marketing as a Partner\/Collaborating with the Rest of the C-suite 233\u003c\/p\u003e \u003cp\u003eChapter 52: Building a Marketing Machine (Scaleup) 236\u003c\/p\u003e \u003cp\u003eChapter 53: CEO-to-CEO Advice About the Marketing Role 243\u003cbr\u003e \u003ci\u003eMatt Blumberg\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Five: Sales 249\u003c\/b\u003e\u003cbr\u003e \u003ci\u003eAnita Absey\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChief Revenue Officer 250\u003c\/p\u003e \u003cp\u003eChapter 54: In the Beginning: From Prospect to Customer 251\u003c\/p\u003e \u003cp\u003eChapter 55: Hiring the Right People 254\u003c\/p\u003e \u003cp\u003eChapter 56: Profile of Successful Salespeople 257\u003c\/p\u003e \u003cp\u003eChapter 57: Some Myth Busting 260\u003c\/p\u003e \u003cp\u003eChapter 58: Compensating Sales Team Members 262\u003c\/p\u003e \u003cp\u003eChapter 59: Pipeline 266\u003c\/p\u003e \u003cp\u003eChapter 60: Scaling the Sales Organization 268\u003c\/p\u003e \u003cp\u003eChapter 61: Scaling Your Team Through Culture 271\u003c\/p\u003e \u003cp\u003eChapter 62: Scaling Sales Process and Methodology 276\u003c\/p\u003e \u003cp\u003eChapter 63: Scaling the Operating System 279\u003c\/p\u003e \u003cp\u003eChapter 64: Marketing Alignment 282\u003c\/p\u003e \u003cp\u003eChapter 65: Market Assessment and Alignment 286\u003c\/p\u003e \u003cp\u003eChapter 66: Expanding Distribution Channels 288\u003c\/p\u003e \u003cp\u003eChapter 67: Geographic Expansion 291\u003c\/p\u003e \u003cp\u003eChapter 68: Pricing and Packaging 294\u003c\/p\u003e \u003cp\u003eChapter 69: CEO-to-CEO Advice About the Sales Role 300\u003cbr\u003e \u003ci\u003eMatt Blumberg\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Six: Business\/Corporate Development 305\u003c\/b\u003e\u003cbr\u003e \u003ci\u003eKen Takahashi\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChief Business Development Officer 306\u003c\/p\u003e \u003cp\u003eChapter 70: How to Make the Biggest Impact as a CBDO 311\u003c\/p\u003e \u003cp\u003eChapter 71: Building Your Influence Internally 314\u003c\/p\u003e \u003cp\u003eChapter 72: Building Your Influence Externally 318\u003c\/p\u003e \u003cp\u003eChapter 73: Where Internal and External Meet: Your Relationship with Your CEO 323\u003c\/p\u003e \u003cp\u003eChapter 74: Influence Meets Operating System 325\u003c\/p\u003e \u003cp\u003eChapter 75: Develop External Trust for the Company 327\u003c\/p\u003e \u003cp\u003eChapter 76: Build Your Influence in Strategy 329\u003c\/p\u003e \u003cp\u003eChapter 77: Building Your Influence in Business Development 330\u003c\/p\u003e \u003cp\u003eChapter 78: When Things GoWrong in a Partnership…and They Will 335\u003c\/p\u003e \u003cp\u003eChapter 79: Geographic Expansion 338\u003c\/p\u003e \u003cp\u003eChapter 80: M\u0026amp;A: Buy Side 341\u003c\/p\u003e \u003cp\u003eChapter 81: M\u0026amp;A: Sell Side 344\u003c\/p\u003e \u003cp\u003eChapter 82: CEO-to-CEO Advice About the Business\/Corporate Development Role 348\u003cbr\u003e \u003ci\u003eMatt Blumberg\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Seven: Customer Success\/Account Management 353\u003c\/b\u003e\u003cbr\u003e \u003ci\u003eGeorge Bilbrey\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChief Customer Officer 354\u003c\/p\u003e \u003cp\u003eChapter 83: Five Misperceptions 357\u003c\/p\u003e \u003cp\u003eChapter 84: Startup Customer Success Organization 360\u003c\/p\u003e \u003cp\u003eChapter 85: Scaling the Service Organization 362\u003c\/p\u003e \u003cp\u003eChapter 86: Timing: When to Hire Your Team 366\u003c\/p\u003e \u003cp\u003eChapter 87: Customer Segmentation and Journey 368\u003c\/p\u003e \u003cp\u003eChapter 88: Understanding Customers 372\u003c\/p\u003e \u003cp\u003eChapter 89: Understanding Customers Through Metrics 374\u003c\/p\u003e \u003cp\u003eChapter 90: Foundations of a Great Customer Service Organization 379\u003c\/p\u003e \u003cp\u003eChapter 91: Building an Effective Team 385\u003c\/p\u003e \u003cp\u003eChapter 92: Partnering with the Organization 387\u003c\/p\u003e \u003cp\u003eChapter 93: Five Eternal Questions 391\u003c\/p\u003e \u003cp\u003eChapter 94: CEO-to-CEO Advice About the Customer Success Role 396\u003cbr\u003e \u003ci\u003eMatt Blumberg\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Eight: Product and Engineering 401\u003c\/b\u003e\u003cbr\u003e \u003ci\u003eShawn Nussbaum\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChief Product Officer and Chief Technology Officer 402\u003c\/p\u003e \u003cp\u003eChapter 95: The Product Development Leaders 405\u003c\/p\u003e \u003cp\u003eChapter 96: Product Development Culture 412\u003c\/p\u003e \u003cp\u003eChapter 97: Technical Strategy: Proportional Engineering Investment and Managing Technical Debt 416\u003c\/p\u003e \u003cp\u003eChapter 98: Shifting to a New Development Culture 424\u003c\/p\u003e \u003cp\u003eChapter 99: Starting Things 427\u003c\/p\u003e \u003cp\u003eChapter 100: Hiring Product Development Team Members 434\u003c\/p\u003e \u003cp\u003eChapter 101: Increasing the Funnel and Building Diverse Teams 442\u003c\/p\u003e \u003cp\u003eChapter 102: Retaining and Career Pathing People 446\u003c\/p\u003e \u003cp\u003eChapter 103: Hiring and Growing Leaders 449\u003c\/p\u003e \u003cp\u003eChapter 104: Organizing, Collaborating with, and Motivating Effective Teams 455\u003c\/p\u003e \u003cp\u003eChapter 105: Due Diligence and Lessons Learned from a Sale Process 468\u003c\/p\u003e \u003cp\u003eChapter 106: Selling Your Company: Preparation 475\u003c\/p\u003e \u003cp\u003eChapter 107: Selling Your Company: Telling the Story 479\u003c\/p\u003e \u003cp\u003eChapter 108: CEO-to-CEO Advice About the Product\/Engineering Role 482\u003cbr\u003e \u003ci\u003eMatt Blumberg\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Nine: Privacy 487\u003c\/b\u003e\u003cbr\u003e \u003ci\u003eDennis Dayman\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChief Privacy Officer 488\u003c\/p\u003e \u003cp\u003eChapter 109: The Role of Privacy Officer 491\u003c\/p\u003e \u003cp\u003eChapter 110: Privacy Advice for Startups 494\u003c\/p\u003e \u003cp\u003eChapter 111: Legal Documents 500\u003c\/p\u003e \u003cp\u003eChapter 112: The European Union 505\u003c\/p\u003e \u003cp\u003eChapter 113: Data Mapping 507\u003c\/p\u003e \u003cp\u003eChapter 114: Data Breach 510\u003c\/p\u003e \u003cp\u003eChapter 115: Least Privileged Access 515\u003c\/p\u003e \u003cp\u003eChapter 116: Employee Training Engagement 519\u003c\/p\u003e \u003cp\u003eChapter 117: Building Your Privacy Team in a Startup 522\u003c\/p\u003e \u003cp\u003eChapter 118: Building Your Privacy Team as You Scaleup 525\u003c\/p\u003e \u003cp\u003eChapter 119: Certifications 527\u003c\/p\u003e \u003cp\u003eChapter 120: Assessments 529\u003c\/p\u003e \u003cp\u003eChapter 121: CEO-to-CEO Advice About the Privacy Role 536\u003cbr\u003e \u003ci\u003eMatt Blumberg\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Ten: Operations 541\u003c\/b\u003e\u003cbr\u003e \u003ci\u003eJack Sinclair\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChief Operating Officer 542\u003c\/p\u003e \u003cp\u003eChapter 122: CEO-to-CEO Advice About the Operating Role 549\u003cbr\u003e \u003ci\u003eMatt Blumberg\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Eleven: The Future of ExecutiveWork 551\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 123: The Future of ExecutiveWork 553\u003cbr\u003e \u003ci\u003eMatt Blumberg\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 124: Fractional Chief Financial Officer 556\u003cbr\u003e \u003ci\u003eJohn McCarthy\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 125: Fractional Chief People Officer 562\u003cbr\u003e \u003ci\u003eCourtney Graeber\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 126: Fractional Chief Marketing Officer 567\u003cbr\u003e \u003ci\u003eScott Kabat\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 127: Fractional Chief Revenue Officer 571\u003cbr\u003e \u003ci\u003eB.J. Bushur\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 128: Fractional Chief Revenue Officer 576\u003cbr\u003e \u003ci\u003eSherri Sklar\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 129: Fractional Chief Business Development Officer 580\u003cbr\u003e Jon Guttenberg\u003c\/p\u003e \u003cp\u003eChapter 130: Fractional Chief Customer Officer 586\u003cbr\u003e \u003ci\u003eAmy Mustoe\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 131: Fractional Chief Product\/Technology Officer 590\u003cbr\u003e \u003ci\u003eDrew Dillon\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 132: Fractional Chief Privacy Officer 594\u003cbr\u003e \u003ci\u003eTeresa Troester-Falk\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eConclusion 599\u003c\/p\u003e \u003cp\u003eEpilogue 601\u003cbr\u003e \u003ci\u003ePete Birkeland\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eReferences 603\u003c\/p\u003e \u003cp\u003eAcknowledgments 604\u003c\/p\u003e \u003cp\u003eAbout the Authors 606\u003c\/p\u003e \u003cp\u003eIndex 613\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866415346007,"sku":"9781119772576","price":21.21,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119772576.jpg?v=1722278534","url":"https:\/\/bookcurl.com\/products\/startup-cxo-9781119772576","provider":"Book Curl","version":"1.0","type":"link"}