Cool Drink; New Records Set; InfoTrust; ExO June 5
May 25, 2018
Kate Spade; Success and Suicide; WIN.ning; ExO Applications Open
June 7, 2018

2nd Slide Customers; AI Canvas; Mulally’s 4 Decisions; Italy July 13

"…insights for scaleups"


Never attribute to malice that which is more easily explained by stupidity.
  Hanlon's Razor (shared by Tim Ferriss)

Inaugural Workshop Italy – July 13th Bologna with Scaling Up recently published in Italian, Gazelles coaching partner Ed Capaldi is hosting our first one-day workshop in Italy (taught in English).

Click Here to register and download the Scaling Up Workshop Agenda
Time: 9AM-5PM
Where: Bologna, Just Bologna, Corte Isolani 4/C

AI Canvas Example Avi Goldfarb, co-author of Prediction Machines, walked our ScaleUp Summit attendees last week through their AI Canvas – a one-page tool for thinking through how to practically use machine learning in your business. This HBR article takes you through their AI Canvas using a real-world example. Please take 2 minutes to read then set aside 90 minutes with your team to think through your next AI application (next planning session?). PLEASE TAKE THIS SERIOUSLY! If you don't some 20-year-old will, and put you out of business. In fact, find a 20-year old and have them lead this initiative inside your firm.

Artificial Intelligence: An Executive Primer or you can travel to Toronto and attend a 1.5-day executive course (no technical background required) hosted by Avi Goldfarb and his colleagues. They will help you discern the specific place in your business where better prediction, using machine learning, will give you the biggest bang for your buck. For Gazelles it's better predicting which firms in our database are more likely to engage with us more deeply. Then once you know what you need predicted, you then Google for a firm that has a solution. The dates:

September 26-27, 2018
December 17-18, 2018

Course description and registration is here.

Find Only "2nd Slide" Customers Jeff Hoffman (, uBid, etc.) was our closing keynote at the ScaleUp Summit last week (to a roaring standing ovation). Later he shared an insightful sales story. He went out on some calls with his sales person. The first potential client took diligent notes during the sales person's 20 slide presentation. At the end the client shared that he found the solution promising and would get back to them, which the sales person thought was a positive response (but no sale!). During the second sales call, the prospect stopped the sales person on slide #2 and exclaimed "where have you been all my life, we need this!" and a sale was made. Jeff's point with his team – "let's identify more 2nd slide prospects" and not waste our time with other prospects.

2nd Slide Part 2 to identify these prospects, Jeff's team then asks a lot of questions of these 2nd slide prospects to determine if there are any patterns of issues, interests, etc. that might give them a clue i.e. help them predict who is more likely to buy or not. Adele Revella's book Buyer Personas: How to Gain Insight into your Customer's Expectations, Align your Marketing Strategies, and Win More Business gives you a precise process and set of questions to help you discern the specific traits of these 2nd slide customers. Then it's up to marketing to use this data (and possibly machine learning) to identify the best prospects for your sales people to pursue.

How Alan Mulally Saved Ford with Four Simple Decisions Gazelles coach Bill Flynn wrote an insightful and short blog aligning CEO Alan Mulally's four key decisions in driving success at Boeing and Ford with our 4 Decisions – People, Strategy, Execution, and Cash. Note's Bill:

(American Icon book excerpt) On November 14, (2006) as he was finalizing his presentation for the board, Mulally finally managed to distill everything down to four simple points:

1 Aggressively restructure to operate profitably at the current demand and changing model mix. (EXECUTION)

2 Accelerate development of new products our customers want and value. (STRATEGY)

3 Finance our plan and improve our balance sheet. (CASH)

4 Work together effectively as one team. (PEOPLE)

That's how it's done. Short and simple – then make it happen. Please take 1 minute to read the details in Bill's article.


Have you ever wondered if working with a coach might accelerate your company's growth, exponentially? Do you have what it takes to move the dial from good to great? Contact us at [email protected] for more information or visit

EXITING: Thinking about selling the business for $40 million or more? Want to get 25% to 200% more than you thought? Request the whitepaper from the Exit Strategies Summit at Harvard from Denise Richmond at (610) 299-6466 or email at [email protected]


Create Accountability – Drive Execution
Click Here to Watch a video example.

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Verne Harnish
Verne Harnish
Verne Harnish is founder of the world-renowned Entrepreneurs’ Organization (EO) and chaired for fifteen years EO’s premiere CEO program, the “Birthing of Giants” and WEO’s “Advanced Business” executive program both held at MIT. Founder and CEO of Gazelles, a global executive education and coaching company with over 150 coaching partners on six continents, Verne has spent the past three decades helping companies scale-up. The “Growth Guy” syndicated columnist, he’s also the Venture columnist for FORTUNE magazine. He’s the author of Scaling Up (Rockefeller Habits 2.0); Mastering the Rockefeller Habits; and along with the editors of Fortune, authored The Greatest Business Decisions of All Times," for which Jim Collins wrote the foreword. Verne also chairs FORTUNE Magazine’s annual Leadership and Growth Summits and serves on several boards including chairman of The Riordan Clinic and the newly launched Geoversity. He is an investor in many scale-ups. A father of four, he enjoys piano, tennis, and magic as a card-carrying member of the International Brotherhood of Magicians.