Skip to content
Malloy Industries
Get Matched

Revenue

Grief Cycle

The Referral Diamond

Words I like: “The 4 referrability characteristics are (1) show up on time, (2) do what you say you will, (3) finish what you start, and (4) say please and thank you. If one or more is missing, you won’t get referred.” – Dan Sullivan Most CEOs at the growth stage have built something impressive. You have paying customers, a product that works, and real momentum. Yet when we ask CEOs where their next ten customers are coming from, the answer is almost never referrals. That needs to change. Referrals to future customers arrive pre-sold on your value, close faster,

Read More »

How to Know When You’re Ready for a Fractional CRO

If revenue is flat, your sales process is held together with duct tape, and you're still the best (or only) closer, you may be ready for a fractional Chief Revenue Officer: senior revenue leadership across sales, marketing, and customer success. This guide covers the signals, the economics, the timing, and how to choose and onboard one. The Signals You're Ready A few patterns reliably point to a CRO-shaped gap: Revenue is stagnant or lumpy and you can't say why; leads leak somewhere in the funnel and you can't see where. Your sales process won't scale: it lives in the CEO's

Read More »
A customer holding a credit card while buying on a laptop, representing revenue from conversion

Revenue Growth Framework for CEOs

Revenue growth is a handful of levers, and most CEOs yank the one that feels urgent instead of the one with the most leverage. This framework will help you choose the right lever by diagnosing where growth is stuck before you spend cash trying to unstick it. The Five Levers of Revenue Acquisition: get more customers. Conversion: turn more of your leads into customers. Average order value: get each customer to spend more per purchase. Frequency: get customers to buy more often. Retention and expansion: keep customers longer and grow the accounts you have. CEOs default to acquisition ("we need

Read More »
Grief Cycle

The Referral Diamond

Words I like: “The 4 referrability characteristics are (1) show up on time, (2) do what you say you will, (3) finish what you start, and (4) say please and

Read More »