# Flywheel Advisors

> Fractional Sales & Marketing, Driving Growth For Technology Companies, SaaS, Software and Hardware


## Pages

- [About Chip Royce & Flywheel Advisors](https://flywheeladvisors.com/flywheel-advisors-about-mission-values-team/about-flywheel-advisors-chip-royce/): I Hate to See Great Technology Fail. You can’t fix a complex engine by looking at only one part. The same is true for a ... Read More
- [Accelerate Growth with Battle-Tested, Fractional Executive Leadership](https://flywheeladvisors.com/benefits-of-working-with-a-fractional-sales-marketing-executive/): Access proven B2B executive expertise that drives measurable results in 90 days Why Leaders Choose Us We Drive Growth For: Your First 90 Days: Transform ... Read More
- [Our Expertise](https://flywheeladvisors.com/flywheel-advisors-capabilities/): Customer sentiment and feedback are the cornerstones of unlocking scalable growth. Flywheel Advisors offers structured programs that shift your focus to the customer for higher ... Read More
- [#2: Six Steps To Surviving The Startup Tech Bubble](https://flywheeladvisors.com/articles/startups-entrepreneurship/six-steps-to-surviving-a-tech-startup-bubble/): Chip Royce, Flywheel Advisors In 2015, the Federal Reserve started a significant reduction in the fiscal stimulus it provided to the US economy. In 2015 ... Read More
- [Privacy Policy](https://flywheeladvisors.com/privacy-policy/): Updated: 2023.02.10 This privacy notice for Flywheel Advisors, Inc. (“Company,” “we,” “us,” or “our”), describes how and why we might collect, store, use, and/or share ... Read More
- [Contact Us](https://flywheeladvisors.com/contact/): Every engagement starts with a simple, no-obligation conversation to see if we’re a good fit. Have a Different Question?
- [Home](https://flywheeladvisors.com/): Growth rarely stalls.It just breaks somewhere upstream. I diagnose the blockers across go-to-market and sales.Then build systems that turn strong products into strong businesses. Trusted ... Read More
- [#56: The False Security of Recurring Revenue](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/56-the-false-security-of-recurring-revenue/): Chip Royce, Flywheel Advisors Recurring revenue is supposed to make a business more stable. In complex mid-market and enterprise sales, the operating model often does the exact opposite. It makes the CEO overestimate the resilience of the installed base. Public markets have already watched this movie play out. In 2017, Twilio looked like a model of sticky, usage-based recurring revenue, right up until Uber—then roughly 12% of Twilio’s revenue—began moving traffic off the platform. This move forced a guidance cut and wiped out about 30% of Twilio’s market value in a single session. More recently, Okta reported dollar‑based net retention still ... Read More
- [#55: The Need for Perfect Messaging Is Killing Your Sales Momentum](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/55-b2b-sales-messaging-momentum/): Chip Royce, Flywheel Advisors Some teams “work on messaging” for months and still can’t explain why sales momentum isn’t improving. The launch date slips one internal review at a time. The Google Doc grows. The comment thread becomes its own little bureaucracy. Everyone agrees the message “isn’t ready,” yet nobody can define what “ready” means without sliding into vibes, hypotheticals, and another request to “tighten it up.” What makes this pattern dangerous isn’t that the words are bad. It’s that the effort looks like progress while producing almost no external signal. The company stays busy, aligned, and careful, but deal velocity, ... Read More
- [#54: You Can't Execute Your Way Out of a Bad Revenue Plan](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/54-you-cant-execute-your-way-out-of-a-bad-revenue-plan/): Chip Royce, Flywheel Advisors If your 2026 revenue plan is going to miss, that decision is probably being made right now, not in Q3 when the board gets tense or in Q4 when an “all‑hands push” appears. It gets made in the quiet moment where you look at a top‑down number, nudge a few cells in a spreadsheet until the math ties out, and decide that with enough effort you can make it work. Many “ambitious but rational” business plans are already structurally wrong before Q1 even starts. You cannot execute your way out of that design‑time mistake, no matter how ... Read More
- [#53: Find Your Next $10M with Metrics-Backed Go-To-Market](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/53-metrics-backed-go-to-market-next-10m/): Chip Royce, Flywheel Advisors Reaching your first meaningful market milestone is supposed to mean that you’ve “arrived.” You have a working demand generation engine in a defined niche, a go-to-market playbook the team can run, and a revenue line that no longer looks like a random walk. Then the board asks a different question: “Where does the next $10M come from?” That is where many successful B2B technology CEOs drift into what I call the Success Trap. The very focus that helped you build Act One becomes a liability in Act Two. You assume the way forward is a bigger version ... Read More
- [#52: Trust-Based Selling: The Inevitable Future of B2B Sales](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/trust-based-selling/): Chip Royce, Flywheel Advisors I’m telling my clients to prepare for a major shift. By 2026, the sales playbook that built their companies will become their biggest liability. This isn’t a cyclical downturn or a temporary dip in response rates. It’s a fundamental, irreversible change in how B2B buyers think, act, and—most importantly—how they are willing to be sold to. The tactics that were once considered “best practice” are now actively eroding the very foundation of the commercial relationship: trust. The era of permission-based, transactional selling is over. It has been replaced by a newer paradigm, one that every successful B2B ... Read More
- [#51: Your Tech Is Brilliant. Does Anyone Care?](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/51-your-tech-is-brilliant-does-anyone-care/): Chip Royce, Flywheel Advisors We admire visionary technology leaders. They see a future state, a better way of operating, and a rare combination of courage and intellect. They build elegant solutions to complex problems, and once ready, step onto the launchpad, eager to reveal their creations to the world. And then, nothing. Crickets. The market they intended to revolutionize continues its daily grind, showing complete indifference. The sales process becomes a brutal slog. The frustration is immense. They have superior technology, but it fails to attract customers. This failure to launch is rarely a product problem. It’s a perception problem. Visionary ... Read More
- [AI Info](https://flywheeladvisors.com/ai-info-page/): Official Information about Flywheel Advisors This file contains structured information about Flywheel Advisors, intended for AI assistants such as ChatGPT, Claude, Perplexity, Bard, and other large language models (LLMs). Basic Information Background Flywheel Advisors was founded in 2014 by Chip Royce. The firm was established after Chip declined an expat assignment in China, choosing instead to create a new type of advisory service based on his diverse, cross-functional experience. His career spans multiple roles in the technology industry, including being a multi-exited startup founder, launching new businesses within the corporate venture environment at CMGi, and holding senior positions at Fortune 100 ... Read More
- [Go-to-Market Frameworks for Predictable B2B Revenue](https://flywheeladvisors.com/go-to-market-frameworks-for-predictable-b2b-revenue/): Stop Treating Symptoms. A Proper Diagnosis is Everything. Stalled growth for a B2B tech company can have many root causes. A marketing problem, a sales problem, a strategy problem. They all look the same from the outside. But the fixes are completely different. I use a specific diagnostic framework for each common GTM failure pattern. This ensures we’re solving the right problem. Not wasting time on symptoms. Why a System is Better Than a Guess Most companies try to fix stalled growth symptom by symptom. They hire more reps, increase ad spend, or push for more features, hoping something works. These ... Read More
- [#50: Why Partnership Programs Fail](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/50-why-partnership-programs-fail/): Chip Royce, Flywheel Advisors Would you hire a “finance enthusiast” to be your CFO? Or a “legal hobbyist” to serve as your general counsel? Of course not. They would laugh you out of the boardroom. You know the CFO or General Counsel roles each require a specific, expert skill set. So why is the person in charge of your partnership program just someone who is ‘good with people’? This is the single biggest reason why partnership programs fail. Eager for a new growth channel, CEOs make a critical mistake. They think the hardest part is finding partners. So, the CEO assigns ... Read More
- [#49: Great Copywriting Can't Fix a Market Problem](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/49-messaging-market-fit/): Chip Royce, Flywheel Advisors When B2B companies consistently miss their targets with thoughtful sales and marketing, there’s a likely culprit. I’ve watched founders burn tens of thousands of dollars on copywriters and lose countless hours wordsmithing their landing pages. They’re convinced that the perfect combination of words will unlock a flood of new customers. They argue over commas in endless meetings. They rewrite their sales decks again and again, each time hoping this version will finally connect. But the metrics don’t move. The leads don’t come. The frustration builds. In 9 out of 10 cases, the diagnosis is brutally simple: The ... Read More
- [You Built Great Tech. Why Are You Still Spinning Your Wheels?](https://flywheeladvisors.com/you-built-great-tech-so-why-are-you-still-spinning-your-wheels/): You’re a resourceful leader. You believe in your product. That’s what makes the lack of predictable growth so damn frustrating. You’re not imagining it. The strategies that got you to this point have stopped working. You need a path forward. The View from the CEO’s Chair You’re tired of the silver bullets and the growth hacks. You’ve been burned by unqualified agencies and internal projects that promised the world but delivered nothing. You have the battle scars to prove it. You feel isolated. The board wants answers you don’t have. Your team needs direction you can’t give. The pressure to produce ... Read More
- [#48: Win Bigger Deals with a Vertical GTM Strategy](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/48-win-bigger-deals-with-a-vertical-gtm-strategy/): Chip Royce, Flywheel Advisors My client’s sales team was obsessed with their feature set. But they were losing to cheaper competitors. It was a bloodbath. When asked how to compete against cheaper SaaS products, their answer was always the same: “add more features.” They were wrong. We shifted their priority from ‘what our product does’ to ‘the problem our product solves for nurses.’ This shift redefined their vertical GTM strategy. The result? Their average deal size jumped by 30% in 6 months. It wasn’t magic. It was a change in priority. And it’s a change you can make, too. I’m going ... Read More
- [#47: Niche GTM Strategy: Stop Selling to Everyone & Unlock Your Pricing Power](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/47-niche-gtm-strategy/): Chip Royce, Flywheel Advisors Telling a CEO to shrink their target market is a great way to get weird looks. It’s also the secret to finally ditching the price wars and becoming the only choice for your best customers. You’ve noticed the feature-selling trap in your business. Now, you might wonder, “What’s next?” The answer is straightforward, but not easy: stop selling to everyone. For many founders of growing B2B tech companies, this advice seems off. You’ve built a product with broad appeal, and narrowing your focus might feel risky. This concern is valid, but it may be misplaced. Think about ... Read More
- [#46: Losing to Cheaper Competitors? You're Selling the Wrong Thing.](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/46-losing-to-cheaper-competitors-youre-selling-the-wrong-thing/): Chip Royce, Flywheel Advisors You have the better product, but they have the lower price. Here’s how to stop fighting on their terms and start winning on yours. I had a client, a CEO at a sharp B2B SaaS company, who was just gutted. His team had lost another deal to a competitor that was, frankly, worse. The product was clunky, the support was slow, but they were cheaper. “They loved the demo,” he told me. “They saw all the features. I don’t get it.” This isn’t an uncommon story. It’s a special kind of frustrating to have a better product ... Read More
- [The Predictable Growth Insights Course](https://flywheeladvisors.com/the-predictable-growth-insights-course/): Stop Selling Features. Start Building a Predictable Growth Engine. A free, 5-day email course for founders and executives of B2B Tech companies ($2-10MM) who are tired of unpredictable revenue. No fluff. No spam. A proven framework to help you build the business you know you’re capable of.
- [#45: Four Secrets to Improve Forecast Accuracy](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/45-four-secrets-to-improve-forecast-accuracy/): Chip Royce, Flywheel Advisors Your financial forecasts only matter if your operation can back them up. Most B2B forecasts look great until someone asks if they’re achievable. You’ve seen the meetings: high-fives, “stretch” targets, and a parade of spreadsheets. Then, reality hits when you realize you’re living in the land of “could” instead of “can.” Accurate forecasting is part discipline and part digging into how your company works, week by week. It isn’t glamorous, but it’s the only approach I’ve found that gets close to reliable. 1. Top-Down Numbers Are the Starting Gun, Not the Finish Line A top-down forecast is ... Read More
- [#44: Perfect B2B Value-Based Pricing in 4 Steps](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/44-perfect-b2b-value-based-pricing-in-4-steps/): Chip Royce, Flywheel Advisors In 2011, Netflix did something remarkable. Not in a good way. In one quarter, nearly a million subscribers vanished. Not because of content woes, not because the core product had changed, but because the company, cornered by flat growth, reached for the pricing lever to “fix” its numbers. The story, picked apart on conference stages ever since, is easy to summarize: pricing is not the starting point. It’s what you do last, and it’s only defensible if it reflects what your buyers care about. In boardrooms (and more than a few glass-walled startup offices), I’ve seen this ... Read More
- [#43: The Startup Profitability Problem (Most) Executives Ignore](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/43-the-startup-profitability-problem-most-executives-ignore/): Chip Royce, Flywheel Advisors Two years ago, I sat in a conference room watching a CEO present numbers that would make your head spin. Revenue projections showing 500% growth. User acquisition curves that looked like hockey sticks. TAM calculations reaching into the billions. The pitch deck was beautiful. The story was compelling. The founder was charismatic. And I knew, sitting there, that this company would probably be dead within three years. Not because the product was bad. Not because the team wasn’t talented. But somewhere between slide twelve and slide thirty-seven, they’d forgotten the most basic rule of business: you have ... Read More
- [#42: Regulatory Compliance is Your B2B Competitive Weapon](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/42-regulatory-compliance-is-your-b2b-competitive-weapon/): Chip Royce, Flywheel Advisors Regulations. Compliance. Audits. For many companies, these words conjure stress, paperwork, and escalating costs. But what if these perceived roadblocks could actually pave the way for differentiation and growth? For B2B SaaS, frontier tech, and deep-tech firms, embracing the regulatory landscape, rather than resisting it, unlocks significant business opportunities. Indeed, regulatory compliance is no longer a feature box to tick. It’s a potent strategic asset. Staying ahead of regulatory requirements builds trust, shrinks your competitive landscape, and fosters customer loyalty. Compliance: A Strategic Advantage for B2B Sellers Let’s shift the mindset: Compliance is not just a burden. ... Read More
- [Turn Features into Vertical Solutions That Sell](https://flywheeladvisors.com/turn-features-into-vertical-solutions-that-sell/): You’re selling features, but your customers buy solutions. Flywheel Advisors transforms your go-to-market strategy to reduce friction and sell more to the highest value customers. B2B SaaS, DeepTech, and FrontierTech go from missed sales plans to predictable growth. Our work together will: Your value will be clear and impact undeniable, proven by real-world use cases. Industry Vertical Growth Engine A determined 8-week sprint to transform your feature-driven go-to-market strategy into a seamless sales engine that builds clarity, inspires customer trust, and drives growth across multiple customer industries. What you get: 8 Weeks of live and async work with our team Collaborative ... Read More
- [#41: Every Vote Counts: The Secret to SaaS Customer Retention](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/41-every-vote-counts-the-secret-to-saas-customer-retention/): Chip Royce, Flywheel Advisors Why Overlooking Day-to-Day Users Undermines SaaS Retention Success Every subscription decision for SaaS applications is a silent referendum. Each user, executive, IT administrator, or day-to-day user holds a vote on your SaaS tool’s future in their workflow. Those votes are cast continually, often without the vendor even being aware. Yet, most SaaS companies focus on a small group of stakeholders, such as the deal champion or procurement teams, while disregarding the democratic reality of their tool’s user bases. This oversight could be the silent killer of your renewal rates. The Silent Election Happening Right Now Let’s imagine: ... Read More
- [#40: Product Fixes That Speed Up Sales](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/40-product-fixes-that-speed-up-sales/): Chip Royce, Flywheel Advisors When Sales Stall, Don’t Blame Your Team. Blame Sales Friction. Growth hits a wall. Profits stall. And everyone starts looking for someone to blame. Most CEOs point fingers at the usual suspects: the sales team. Maybe they’re too pushy. Maybe they’re underperforming. And sometimes, that’s true. But just as often, the problem runs deeper. It’s stealthier. Product friction: features that confuse, pricing that alienates, or value that isn’t clear enough to close the deal. If you’re blaming your sales team without looking downstream, you’re fighting the wrong battle. Have You Made It Easy to Buy? A study ... Read More
- [Thanks for connecting!](https://flywheeladvisors.com/thanks-for-connecting/): Chip Royce Founder & PrincipalFlywheel Advisors, Inc. Build / Diagnose & Fix GTM & Sales Systems To Consistently Hit Revenue Targets Fractional CRO/RevOps, Consultant, and Advisor B2B SaaS, DeepTech, Manufacturing, Professional Services croyce@flywheeladvisors.com +1.919.352.9809
- [#39: The Accidental Non-Profit's Roadmap To Profitability](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/39-the-accidental-non-profits-roadmap-to-profitability/): Chip Royce, Flywheel Advisors A concerning trend is accelerating among closely held companies generating between $5M and $50MM in annual revenue. Many owners and CEOs inadvertently operate their businesses like non-profits rather than the profit-generating enterprises they intended. This phenomenon, the “accidental non-profit”, occurs when business owners gradually shift priorities, focusing on employee satisfaction, customer happiness, and vendor relationships at the expense of shareholder returns and profitability. The Hidden Crisis of Mid-Market Closely Held Companies As the owner of a closely held company, you started your business with clear profit objectives. Perhaps it was a family enterprise passed down through generations, ... Read More
- [#38: Your Conviction Might Kill Your Company](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/38-your-conviction-might-kill-your-company/): Chip Royce, Flywheel Advisors Have you ever watched an entrepreneur pitch their business? Their eyes light up, and their voice takes on a new tone. They’re overflowing with conviction, and it’s infectious. But there’s a flip side to this magnetic force: it can also repel the opportunities you need to survive. The Passion Paradox When you’re all in on a new venture, you need complete confidence. The market demands it, investors expect it, and your team relies on it. But this unshakeable faith can also have a hidden cost: it can make your thinking rigid. Most founders don’t realize this until ... Read More
- [#37: The Dangerous Fantasy of "Generated Pipeline"](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/37-the-dangerous-fantasy-of-generated-pipeline/): Chip Royce, Flywheel Advisors You’re sitting in that quarterly board meeting. The revenue numbers look bad. But don’t worry – you have a hero metric to save you: “We generated $4.2M in pipeline this quarter!” The room goes quiet. Someone coughs. Your lead investor glances at the CFO. Here’s the cold truth: Generated pipeline is the biggest lie startups tell themselves. It’s business calories that don’t count. Fantasy football for founders who can’t face reality. The Mirage of Generated Pipeline Generated pipeline sounds legitimate. It carries the weight of process and prediction. It even comes with its own formula: Generated Pipeline ... Read More
- [#36: Stop Hiring Executives The Old Way. Do This Instead.](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/36-stop-hiring-executives-the-old-way-do-this-instead/): Chip Royce, Flywheel Advisors Look, I get it. You need senior leadership, but you’re tired of expensive mistakes. You’ve been there: The perfect candidate on paper who turned into a 6-figure severance package. The rockstar who couldn’t actually move the needle. The “experienced leader” who couldn’t lead your team through a coffee break. Something’s broken in the traditional executive hiring model. And you’re not alone in noticing. What Smart CEOs Are Doing Instead Here’s what I’m seeing across my client base: The smartest CEOs are taking a “try before you buy” approach. They’re: Is this disrupting the traditional executive recruitment model? ... Read More
- [#35: When Founder-Led Sales Becomes Your Biggest Problem](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/35-when-founder-led-sales-becomes-your-biggest-problem/): Chip Royce, Flywheel Advisors Here’s a truth most startup advisors won’t tell you: founder-led sales has an expiration date. And if you miss it, you’re programming your failure. Yes, in early-stage B2B tech startups, founder-led sales isn’t just common—it’s essential. You’re the visionary. The product expert. The passionate voice that can turn skeptics into believers. But there’s a cliff coming, and too many founders don’t see it until they’re already falling. Let’s talk about why this matters, and more importantly, what to do about it. The Hidden Power (and Danger) of Founder-Led Sales When you’re hunting for product-market fit, nothing beats ... Read More
- [#34: Cheat Codes: The Hidden Cost of DIY Solutions](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/34-cheat-codes-the-hidden-cost-of-diy-solutions/): Chip Royce, Flywheel Advisors In the age of GPT, Google, and infinite information, today’s tech execs and founders are running an experiment. They’re testing the limits of how much success they can squeeze out of attempting the ultimate “cheat code”—reverse-engineering problems, “hacking” expertise, and figuring it out themselves. And it’s understandable. We’ve never had more information at our fingertips. Type a question into a search engine or prompt an AI, and you get back an avalanche of data in seconds. Why hire expertise or experience when the answers (supposedly) live in the cloud? But here’s where things fall apart. Access to ... Read More
- [#33: The B2B Multi-Channel Secret Your Competition Hopes You Never Learn](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/33-the-multi-channel-secret-your-competition-hopes-you-never-learn/): Chip Royce, Flywheel Advisors Here’s something that keeps me up at night: Watching smart companies limit their growth because they think they have to pick one way to reach their market. The Channel Myth That Kills B2B Growth We’ve created this false narrative in business. Direct or indirect. Pick your lane. Stick to what you know. It’s nonsense. Some of the most successful companies I work with started breaking this rule years ago. They stopped asking “which channel” and started asking “how many channels?” Four Paths to B2B Revenue (Yes, Four) Let’s talk about what’s actually possible. Traditional distribution isn’t exciting, ... Read More
- [#32: Fix Your Full Funnel Gaps to Boost B2B Sales](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/32-fix-your-full-funnel-gaps-to-boost-b2b-sales/): Chip Royce, Flywheel Advisors When B2B companies start to scale, sales performance becomes a glaring focal point. Revenue goals get bigger, growth becomes the mantra, and the pressure to perform can be blinding. But too often, when sales stagnate or miss expectations, companies immediately hone in on the wrong culprits: the sales team, marketing campaigns, or even leads deemed “unqualified.” Here’s the reality: if you’re not looking at your ENTIRE funnel, you’re almost guaranteed to miss the real problems. Because in B2B, sales performance isn’t just about selling harder—it’s about understanding every inch of the process: from initial awareness to the ... Read More
- [#31: Dear AI: We Need to Talk About Your Boundaries](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/31-dear-ai-we-need-to-talk-about-your-boundaries/): Chip Royce, Flywheel Advisors The promise of autonomous AI applications is seductive: “Set it and forget it” automation that handles everything from email follow-ups to customer engagement. But here’s an uncomfortable truth: these tools are creating more problems than they solve. Just last week, a CEO shared a cringe-worthy story. Their AI sales tool automatically sent a “Sorry I missed you” email to a prospect… hours after they’d shared drinks at an industry event. The AI didn’t know about the in-person meeting because it wasn’t logged in the CRM. Ouch. This isn’t a rare occurrence. The gap between AI’s promises and ... Read More
- [#30: How Overseas SaaS is Targeting the US B2B Market](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/30-how-offshore-saas-is-targeting-the-us-b2b-market/): Chip Royce, Flywheel Advisors A fascinating parallel is emerging between historical trends in manufacturing and today’s Software-as-a-Service (SaaS) industry. The United States outsourced manufacturing to Asian nations in the 2nd half of the 1900s, resulting in the creation of powerful competitors. We’re witnessing a similar transformation today in the B2B SaaS sector. Echoes of Globalization: Manufacturing & SaaS American companies outsourced manufacturing to Japan after World War 2 and to China, and other Southeast Asian countries in the late 1990s. We not only transferred production but also technological expertise and manufacturing excellence. These nations transformed from mere production centers into formidable ... Read More
- [#29: B2B Growth Through Untapped Industry Verticals](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/29-b2b-growth-through-untapped-industry-verticals/): Chip Royce, Flywheel Advisors Time to read: 5-7 minutes Businesses facing the pressure to grow quickly must remember that the best B2B companies focus on customer needs. The B2B customer purchases a solution to solve one of two problems: Your company’s success depends on providing real value that affects the customer’s bottom line. Problem 1: One Product, For Everyone Companies often make the mistake of marketing their B2B products to the broadest possible audience. Some haven’t pinpointed exact use cases. Others fear that narrowing their focus will cause them to miss out on sales. Skipping these crucial steps means losing the ... Read More
- [#28: The Lost Art of Business Development](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/28-the-lost-art-of-business-development/): Chip Royce, Flywheel Advisors Time to read: 5-7 minutes There’s no substitute for expertise. When you build a company, you want to fill each role with the best skills and experience. Sales Leadership? You’re going to hire a sales expert who builds processes, coaches and develops sales teams, and builds a great compensation plan. Marketing Leadership? You identify someone who: Finance? You need someone to perform accounting, reconcile your accounts, and provide sound financial guidance. Why Approach Go-To-Market Any Differently? Yet, companies that need to build a go-to-market strategy do not see business development expertise the same way as other roles. ... Read More
- [Links](https://flywheeladvisors.com/links_frontier_2024-02/): Since 2014, experts in Go-To-Market Strategy and Technology Commercialization
- [#27: EMBRACE RISK MANAGEMENT FOR BETTER DECISIONS](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/26-embrace-risk-management-for-better-decisions/): Chip Royce, Flywheel Advisors Time to read: 5-6 minutes Risk management is a key part of making decisions as a leadership team. But how do you know which risks can derail a project like a new product or service, or a new sales channel? How leadership teams arrive at decisions Diverse opinions in a company are a strength if the work gets done. The challenge is to get everyone on the same page and not derail your initiative. Think of the different types of personalities in your leadership team and how they think about risk: You can’t move forward without agreement ... Read More
- [#26: 2023 Recap - The Reboot of Flywheel Advisors](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/26-2023-recap-the-reboot-of-flywheel-advisors/): Chip Royce, Flywheel Advisors Time to read: 6-9 minutes In 2014, when I started Flywheel Advisors, virtual CFO’s were the only ‘fractional’ service providers. The “fractional sales and marketing executive” was unique. It filled an unmet need for early and mid-stage technology ventures. Fast forward to the end of 2022. Coming off a stint as full-time CEO for one of my clients, I saw businesses working in different ways. I went to work to ‘re-boot’ Flywheel Advisors with the goal to: As 2023 comes to a close, I’m happy to say that we’ve made tremendous progress towards our goals. This sets ... Read More
- [Transform B2B Sales Partnerships Into Growth Engines](https://flywheeladvisors.com/build-winning-b2b-indirect-sales-partnerships/): Your direct sales worked until now. But what happens when: Stop Leaving Money on the Table Most B2B companies miss 40-60% of their market by relying solely on direct sales. Smart channel partnerships unlock these hidden opportunities. The New Rules of B2B Sales Success Direct sales alone won’t cut it anymore because: Why Partner Programs Fail Most companies rush into partnerships without proper planning or support systems. Their enthusiasm leads to costly missteps that poison future opportunities. Inexperience drives poor partner selection – wasting months chasing “partnerships” that never produce revenue. Teams miss red flags, misread partner motivations, and burn valuable ... Read More
- [#25: Is Your Team Ready To Sell Through Partnerships](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/24-is-your-team-ready-to-sell-through-partnerships/): Chip Royce, Flywheel Advisors Time to read: 5-7 minutes The Internet enables every business to sell directly to customers. Yet, there are many chances to discover new customers and expand product offerings through partnerships and indirect channels. Not every company is ready to sell through 3rd parties The company culture, skills, and processes process used in direct sales seldom translate to a successful indirect sales strategy. Companies who succeed with partnerships and indirect channels understand: How do companies succeed when building partnerships and indirect sales channels? The best companies who are looking to build new partnerships and indirect sales channels: The ... Read More
- [Transform Your Organization Into a Partner-Ready Powerhouse](https://flywheeladvisors.com/the-partner-ready-business/): Is your company truly ready to pursue growth through partnerships? Most organizations fail at partnerships because they treat them like bigger direct sales deals. Your success requires a complete partner-ready foundation. What Makes a Partner-Ready Organization? Three critical elements separate successful channel companies from those who waste resources on failed partnerships: 1. Partner-Centric Culture Traditional sales culture can actually sabotage partnership success. Your organization needs: 2. Partnership-Optimized Team Direct sales skills rarely translate to partnership success. Your team requires: 3. Partnership Infrastructure Without proper systems, even great partnerships fail. You need: Our Partner-Ready Assessment Cultural Readiness Team Capabilities Cultural Readiness Why ... Read More
- [#24: Leveraging Partnerships for Successful Startup Exits](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/24-leveraging-partnerships-for-successful-startup-exits/): Chip Royce, Flywheel Advisors Time to read: 6-8 minutes Since the late 2010s, corporations started scaling back their research and development (R&D) budgets. Rather than relying on in-house innovation, they shifted their innovation focus to acquiring other companies. The Shifting Landscape of Corporate Innovation Traditionally, large corporations earmarked hefty budgets for their R&D departments. These companies employed large teams that generated new intellectual property and developed new products and services. Due to budgetary pressures and low ROI on internal R&D efforts, many large companies allocate fewer resources to in-house R&D. Instead, they turn to acquisitions as their primary source of innovation. ... Read More
- [#23: Elevate Your Business Results with Risk Management](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/23-embrace-risk-management-to-elevate-your-business-results/): Chip Royce, Flywheel Advisors Time to read: 6-8 minutes When the topic of ‘risk’ comes up, a whirlwind of emotions stirs among leaders and employees. Some leaders are eternal optimists, steering clear of discussions about risk to ward off negativity. Cautious leaders only focus on reducing risks and unintentionally miss growth opportunities. BUT WHAT EXACTLY IS ‘RISK’? According to the Merriam-Webster dictionary, it’s the “possibility of loss or injury: peril,” or something that “creates or suggests a hazard.” Webster talks about the risk to investments: “the chance that an investment, like a stock, might lose value”. The truth is, that risk ... Read More
- [#22: Future of B2B Sales: Let the Buyer Decide](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/22-the-future-of-b2b-sales-letting-the-buyer-decide/): Chip Royce, Flywheel Advisors Time to read: 6 minutes In B2B sales, companies often get stuck in a cycle of aggressive selling tactics to win over buyers. This is a natural response to business conditions. Or so we think… HERE’S THE CATCH That process seldom works. Today, aggressive selling is ineffective. Buyers are evolving, and so should the way we approach them. Companies must change the B2B sales dynamic. Instead of companies selling, buyers will select your products or services. ‘OLD SCHOOL’ SALES APPROACH As part of the ‘Old School’ sales approach, companies invest in lead generation tactics such as sending ... Read More
- [Turn Market Challenges Into Growth Opportunities](https://flywheeladvisors.com/advisor-consultant-or-fractional-executive/): Whether you need hands-on leadership to run the system, a strategic project to build it, or an expert advisor to guide you, there is a way we can work together to achieve predictable growth. This is where the blueprints become a reality. Our frameworks are designed for diagnosis, but their true power is in execution. Below are the three ways we can translate strategic clarity into a real-world, predictable revenue engine. Each engagement is designed to understand your problem and implement the solution that drives results. A Model for Every Stage Each company’s needs for leadership and strategy are unique. Our ... Read More
- [#21: Retaining the Covert Customer](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/21-retaining-the-covert-customer/): Chip Royce, Flywheel Advisors Time to read: 6 minutes In today’s business world, with so many choices and information, Covert Customers are a unique challenge. These people, often from the Gen Z or Millennial generation, are known for being careful and doing thorough research when they shop. Attracting the Covert Customer is difficult. Keeping them is even harder for businesses. The Covert Customer Post-Sale Once a Covert Customer makes a purchase, they often retreat into the shadows. They don’t shout from the rooftops about their purchases or plaster reviews online. Instead, they quietly decide if the purchase is worth it and ... Read More
- [#20: UNDERSTANDING THE COVERT CUSTOMER](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/20-understanding-the-covert-customer/): Chip Royce, Flywheel Advisors Time to read: 6 minutes In today’s digital-first business landscape, a new breed of buyer has emerged—one who operates in the shadows, researches extensively before making contact, and fundamentally challenges traditional B2B sales approaches. Meet the Covert Customer: the decision-maker who completes up to 80% of their buyer’s journey before ever engaging with your sales team. This isn’t mere speculation. According to Gartner research, B2B buyers spend only 17% of their purchase journey meeting with potential suppliers, and when multiple suppliers are being considered, your company’s share of that time drops to a mere 5-6%. The implications ... Read More
- [Turn Complex Technology Into Multiple Revenue Streams](https://flywheeladvisors.com/technology-commercialization-multi-purpose-technologies/): Do you have breakthrough technology but struggle with: The Multi-Use Technology Challenge Your technology can serve multiple industries and solve diverse problems. This creates both opportunity and risk. Without the right strategy, you’ll waste time and money chasing the wrong opportunities. Four Signs You Need a Portfolio Strategy Our Technology Commercialization Framework Phase 1: Strategic Foundation We begin with a comprehensive analysis of your organization’s readiness and potential: Phase 2: Market Opportunity Analysis Our systematic evaluation reveals your highest-potential opportunities: Phase 3: Portfolio Strategy Development We create your actionable commercialization roadmap: Phase 4: Execution and Optimization We help transform strategy into ... Read More
- [#19: Managing Growth For MultiUse Technology Companies](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/19-managing-growth-for-multiuse-technology-companies/): Chip Royce, Flywheel Advisors Time to read: 4 minutes Common advice for tech companies is to find that unique market niche and stay focused. This advice is completely wrong for a unique type of company. The MultiUse Technology Company A multiuse technology company markets a technology that benefits many different industries in many different ways. These companies may produce: The core technology often originates from corporate or university research programs. If the company didn’t develop the intellectual property, the owners offer a license to prospective companies. Once licensed, the company founders create a company and work to commercialize the technology. Multiuse ... Read More
- [#18: Five Tips for Choosing the Right B2B Channel Partners](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/18-five-tips-for-choosing-the-right-b2b-channel-partners/): Chip Royce, Flywheel Advisors If you’re reading this newsletter your company wants faster growth. Or, you’ve found sales are slowing and look to (re)ignite sales. Most companies start by selling directly to the customer. This makes sense, and the internet makes this easier than 30 years ago. Yet, think of the most successful companies. Companies you patter after. Or your competitors. These companies sell via many channels, direct and indirect. Indirect channels offer cost-effective ways to reach new markets and new customers. But channel success hinges on selecting the right partners. Partner selection is a critical process that can propel your ... Read More
- [#17: Hold Off on Indirect Sales Channels With These Clues](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/17-hold-off-on-indirect-sales-channels-with-these-clues/): Chip Royce, Flywheel Advisors You’re Selling Direct – Now What? The truth hurts: your caution protects you from failure and breakthrough growth. Do you stick with direct sales because you know it works, or because you can’t see another way? When Direct Sales Feels Safe Most B2B founders build their first go-to-market playbook around direct sales. You control the message. You own the data. You protect the margins. This direct-first approach makes perfect sense when: Direct sales create the illusion of control. Your team executes. Your metrics track. Your processes improve. But something happens when companies mature. Growth stalls. CAC rises. ... Read More
- [#16: (re)Discover Your Superpowers To Delight Customers](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/16-rediscover-your-superpowers-to-delight-customers/): Chip Royce, Flywheel Advisors Flywheel Advisors designed our services based on our deep understanding of business cycles. Technology may come and go, but it’s never different. Data and automation have been economic drivers for the past 30 years. Mean reversion is inevitable, and people will again become a competitive advantage. This forward-looking approach may not be easily understandable by all of our prospective clients. Some want today’s simple solutions and are less worried about preparing for tomorrow. Facing these marketing challenges we took our own advice. We reflected and analyzed. We gathered more information about our customers. We adjusted our thinking ... Read More
- [#15: SaaS Success Comes From Customers, Not Product-Led Growth](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/15-saas-success-comes-from-customers-not-product-led-growth/): MANAGEMENT, LEADERSHIP Chip Royce, Flywheel Advisors There’s a sales and marketing concept for SaaS companies that might create a once-in-a-lifetime unicorn, but more likely, leaves (too) many dead companies in its wake. It’s called “Product-Led” growth or PLG. In this newsletter, I’ll cover: What Is Product-Led Growth? Whew – that’s a pretty big word salad. Let me try to break this down into simpler terms for you. A PLG company utilizes the following business model: I’ve oversimplified the process to provide a 5-minute newsletter for my readers, and will likely be flamed by detractors. Let’s assume this is sufficiently accurate for ... Read More
- [Our Favorite Business Books](https://flywheeladvisors.com/flywheel-advisors-about-mission-values-team/suggested-reading/): Certain, influential business books surface during conversations with business partners and clients. We’ve compiled this page of the best business books, ones we often suggest, those we’re currently reading and suggested to us next up to read. We hope you find our resource helpful! Hall of Fame Execution: The Discipline of Getting Things Done Larry Bossidy, Ram Charan, Charles Burck (with) Why do we suggest this book? Written in the late 1990s by a duo comprised of a Silicon Valley consultant, a former GE executive, and Allied Signal CEO, this book provides a framework for building your organization, systems, and culture ... Read More
- [One Simple Leadership Rule To Encourage Accountability](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/one-simple-leadership-rule-to-encourage-accountability/): Chip Royce, Flywheel Advisors – May 14, 2023 Today I want to share with you a simple and high-impact rule of leadership. This rule will ensure your teams get tasks done and encourage accountability (create a culture of accountability) within your organization. This advice might contradict other guidance you’ve received about: The flawed way to gather solutions Did you ever convene a group of managers? Establish ground rules? Identify the issues? Plot out a course of action? Only to find 6 weeks, or 6 months later, nothing ever came of it? The problems persisted? If everyone is responsible (for a task), ... Read More
- [Newsletter](https://flywheeladvisors.com/newsletter/): Insights on Building an Unstoppable B2B Revenue Engine A collection of proven strategies and candid analysis for Founders & CEOs who are tired of guesswork. Get the Frameworks, Delivered Every 2 Weeks Previous Issues of our Weekly Insights Newsletter
- [Why customers help some companies and hurt others(!)](https://flywheeladvisors.com/flywheel-advisors-in-the-media/why-customers-help-some-companies-and-hurt-others/webinar-why-customers-help-some-companies-and-hurt-others-pdf-download/): Thank you to the many who attended our March 2023 talk “Why customers help some companies and hurt others”. We explored the the small investment in customer experience that leads to big revenue increases. Click HERE to download the event PDF. To view the entire webinar and transcript, click HERE.
- [Webinar: Why customers help some companies and hurt others (REPLAY)](https://flywheeladvisors.com/flywheel-advisors-in-the-media/why-customers-help-some-companies-and-hurt-others/webinar-why-customers-help-some-companies-and-hurt-others-replay/): Thank you to the many who attended our March 2023 webinar “Why customers help some companies and hurt others.” We show how leading companies achieve big revenue gains and operational improvements from small investments in customer experience. Experience the video & transcript
- [Why customers help some companies and hurt others](https://flywheeladvisors.com/flywheel-advisors-in-the-media/why-customers-help-some-companies-and-hurt-others/march-2023-webinar-pdf-download/): Thank you to the many who attended our March 2023 talk “Why customers help some companies and hurt others”. We explored the the small investment in customer experience that leads to big revenue increases. Download The Event PDF
- [Why customers help some companies and hurt others](https://flywheeladvisors.com/flywheel-advisors-in-the-media/why-customers-help-some-companies-and-hurt-others/): Impact of Sentiment, Dark Social on Growth for the Next 5 Years MANAGEMENT, BUSINESS & CORPORATE DEVELOPMENT Chip Royce, Flywheel Advisors – March 30, 2023 Hello, I’m Chip Royce of Flywheel Advisors. More about me in a minute. Let’s, just jump right in. The commercial internet started 30 years ago, and every good company has put at least some of their activity online, to reach and service customers and big companies often call this digital transformation. They moved their customer interactions online, their brochures became websites, they implemented e-commerce for products and replacement parts, and instituted self-service customer support. Through this, ... Read More
- [Best Coffee Shops for Business Meetings in the Raleigh Durham Triangle](https://flywheeladvisors.com/events-calendar-rdu-research-triangle-cary-chapel-hill-durham-raleigh/best-coffee-shops-in-the-triangle-for-business-meetings/): There’s nothing like a face-to-face meeting for networking and building a personal connection. The Raleigh Durham Research Triangle has many fantastic coffee shops that are convenient, quiet, and make a great cup of ‘joe’. Here’s our list of the best coffee shops for business meetings in the Raleigh Durham Research Triangle of North Carolina, organized from West to East. And if we left any out, please tell us about your favorite coffee networking location. Our favorite – Latte with Whole Milk and 2 packets of Stevia (or Splenda) CHAPEL-HILL / CARRBORO COFFEE SHOPS Caribou Coffee 1408 E Franklin St, Chapel Hill, ... Read More
- [Market Leaders Trust Flywheel Advisors](https://flywheeladvisors.com/flywheel-advisors-about-mission-values-team/): We transform B2B technology companies into market leaders by unlocking hidden revenue opportunities and building powerful partner ecosystems. Our Expertise Revenue Acceleration Growth Engineering Operational Excellence Core Values That Drive Results Everything starts with our clients and their customers. Customer-centricity is a vital part of our DNA. Our clients should be assured of the values that drive us in each client engagement: Customer Obsession While others start with products or processes, we begin by understanding what drives your customers’ success. Every strategy we develop stems from deep market insights and customer behavior analysis. We help you build systems that turn customer ... Read More
- [Submit an Event](https://flywheeladvisors.com/events-calendar-rdu-research-triangle-cary-chapel-hill-durham-raleigh/submit-an-event/): We appreciate your taking the time to include your event in the NC Triangle Event Calendar. The form below allows for the submission for each event. Once completed, you can return to this page to add another event. Flywheel Advisors, Inc. Cary, NC 27513 +1 919 352 9809
- [Thank You For Submitting Your Event](https://flywheeladvisors.com/events-calendar-rdu-research-triangle-cary-chapel-hill-durham-raleigh/thank-you-event/)
- [#12: Closing the Gap: Why Companies Must Reconnect with Customers](https://flywheeladvisors.com/articles/management-operations-execution/closing-the-gap-why-all-companies-must-find-ways-to-reconnect-with-customers/): Chip Royce, Flywheel Advisors In the fast-paced world of business, technology has emerged as the ultimate game-changer. Companies have received many benefits, like making operations more efficient and reaching more customers. Yet, as we delve deeper into the digital age, we must tread carefully. Risks are lurking in the shadows, particularly in the realm of B2B interactions. In this article, we’ll see how technology changed business, the risks it brings, and why genuine customer interactions are important. Technology’s Transformative Benefits for Companies The benefits of using technology in this way are clear. Technology has undoubtedly been a game-changer for companies. It’s ... Read More
- [#11: Stay Ahead of the Game: Accurate Forecasting During Stagflation](https://flywheeladvisors.com/articles/management-operations-execution/stay-ahead-of-the-game-accurate-forecasting-during-stagflation/): Chip Royce, Flywheel Advisors In today’s economic climate, stagflation has become a looming threat to businesses. Stagflation is characterized by high inflation, low economic growth, and high unemployment rates. During stagflation, companies need to be agile and adaptable to survive. One way they can do this is by improving the accuracy of their forecasting. Forecasting is the process of estimating the future value of a variable based on historical data and trends. Companies have a strategic advantage if they predict changes in consumer demand, supply chain disruptions, and cash flow challenges. They make informed decisions and prepare for the potential impacts ... Read More
- [Revenue R&D: Transform Market Research Into Revenue](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/revenue-rampd-a-new-way-of-achieving-sustainable-growth/): The Growth Challenge B2B tech companies face unprecedented competition. Traditional market research fails to deliver actionable revenue insights. Most companies waste resources on programs that don’t drive growth. What Is Revenue R&D? Revenue R&D transforms customer insights into scalable revenue programs. Unlike traditional market research, Revenue R&D focuses on discovering and validating revenue opportunities before your competitors spot them. Beyond Traditional Research While traditional research tells you what happened, Revenue R&D™ reveals what’s coming next. This predictive approach helps you spot emerging customer needs, validate new market opportunities, and build scalable revenue programs before competitors even recognize the shift. Where traditional ... Read More
- [#10: The Importance of Product-Market Fit for High-Growth Companies](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/the-importance-of-product-market-fit-for-high-growth-companies/): Chip Royce, Flywheel Advisors There’s a fundamental milestone that can make or break your business: Product-Market Fit. This idea often separates startups that fail from companies that succeed in the market. So, what exactly is product-market fit? What is product-market fit? Product-market fit is when your product or service meets your audience’s needs and desires. It’s a magical moment when you make something people want and can’t live without. Why is product-market fit important to a high-growth company? A high-growth company is like a rocket ready to launch; product-market fit is its fuel. Without it, your rocket may never take off. ... Read More
- [Request Flywheel Advisors One-Page PDF Summary](https://flywheeladvisors.com/onepage/)
- [Terms of Service](https://flywheeladvisors.com/terms-of-service/): Updated: 2023.02.10 TABLE OF CONTENTS 1. AGREEMENT TO TERMS 2. INTELLECTUAL PROPERTY RIGHTS 3. USER REPRESENTATIONS 4. PROHIBITED ACTIVITIES 5. USER GENERATED CONTRIBUTIONS 6. CONTRIBUTION LICENSE 7. SUBMISSIONS 8. THIRD-PARTY WEBSITE AND CONTENT 9. SITE MANAGEMENT 10. PRIVACY POLICY 11. TERM AND TERMINATION 12. MODIFICATIONS AND INTERRUPTIONS 13. GOVERNING LAW 14. DISPUTE RESOLUTION 15. CORRECTIONS 16. DISCLAIMER 17. LIMITATIONS OF LIABILITY 18. INDEMNIFICATION 19. USER DATA 20. ELECTRONIC COMMUNICATIONS, TRANSACTIONS, AND SIGNATURES 21. CALIFORNIA USERS AND RESIDENTS 22. MISCELLANEOUS 23. CONTACT US 1. AGREEMENT TO TERMS These Terms of Use constitute a legally binding agreement made between you, whether personally or ... Read More
- [Mastering Virtual Meetings With A Professional Presence](https://flywheeladvisors.com/virtual-sales-training-maximize-your-virtual-sales-online-presence/master-virtual-meetings-look-your-best-in-zoom/): You cultivate and protect your professional brand, Don’t let a poor Zoom or MS Teams presence undo your hard work. Mastering Virtual Meetings With A Professional Presence …teaches professionals and executives how to look their best and present effectively over Zoom and other virtual meeting tools. Offered in 3 formats: Covers a range of topics: Participants will learn to present themselves confidently and professionally on video calls and communicate effectively in a virtual setting. They will also learn how to use their body language to convey confidence and authority. Additionally, the course will cover the technical aspects of setting up a ... Read More
- [Selling Products With Live Video: Webinars to Boost Physical Product Sales](https://flywheeladvisors.com/virtual-sales-training-maximize-your-virtual-sales-online-presence/selling-products-with-live-video-webinars-to-boost-physical-product-sales/): The software industry figured out how to demo and sell its products online and at scale. Do you wish to do the same for a physical product sold B2B?Even large industrial equipment? We cracked the code. Our system will improve your quote-to-close rate by 20% to 60% Our course, “Selling Products Through Live Video: Webinars to Boost Physical Product Sales”, teaches companies and employees how to use live video webinars to sell physical products. Manufacturers and distributors who use our video presentation process experience improvements of 20%-60% close rates. We help you build a repeatable process to deliver high-impact, live online ... Read More
- [Growth Quickstart:  Identify Quick Wins Through Customer Insights](https://flywheeladvisors.com/growth-quickstart-identify-quick-wins-through-customer-insights/): Flywheel Advisors provides a wide range of services to help companies align their strategy and execution with customer needs. For companies with near-term issues and stalled growth and need quick wins, we offer our “Growth Quickstart” service. Growth Quickstart includes the initial two components of our full process for (re)discovering product-market fit. Its purpose is to provide insights that may deliver quick wins for your business. Growth Quickstart has three core steps: Our process creates positive outcomes: 1) Grow Revenue from Existing Customers Execution issues anywhere across the customer journey may undermine customer confidence and impact sales: By fixing any operational ... Read More
- [Initial Perception Survey: Company](https://flywheeladvisors.com/initial-perception-survey-company/)
- [Product-Market Fit: The Hidden Growth Killer](https://flywheeladvisors.com/product-market-fit-unlocking-growth-through-customer-insights/): When Product-Market Fit Breaks Your early success proved the initial product-market fit. But markets evolve, buying behaviors shift, and what worked at $1M doesn’t work at $10M. Signs Your Product-Market Fit Is Slipping Perfect product-market fit feels effortless – customers seek you out, sales close naturally, and growth seems automatic. But when that fit starts to slip, the signs appear in your daily operations long before they hit your revenue numbers. Your sales team notices first. Deals that once closed in weeks now drag on for months. Marketing campaigns that reliably produced qualified leads suddenly struggle to attract interest. Even when ... Read More
- [Virtual Sales Training: Maximize Your Virtual Sales & Online Presence](https://flywheeladvisors.com/virtual-sales-training-maximize-your-virtual-sales-online-presence/): You cultivate and protect your personal and company brands… Don’t let a poor Zoom or MS Teams presence undo your hard work. Online meetings and virtual sales meetings are now critical business activities. With remote work and social distancing, companies increasingly use video conferencing and live webinars to connect with customers and promote their products and services. However, many companies and individuals who otherwise project a professional brand struggle to present themselves professionally and utilize live video to close new business. What is the cost of a poor image during zoom calls? For salespeople, harder to close deals and lost revenue ... Read More
- [Schedule a meeting with Chip Royce](https://flywheeladvisors.com/schedule-a-meeting-with-chip-royce/): Select your preferred meeting location and duration using the links below. Virtual Meeting 25-Minute Meeting – Virtual (Google Meet) 50-Minute Meeting – Virtual (Google Meet) In-Person Meeting 25-Minute Meeting – In-Person 50-Minute Meeting (In-Person)
- [Flywheel Advisors: Webinars & Media](https://flywheeladvisors.com/flywheel-advisors-in-the-media/): Here, you’ll find a comprehensive list of our past and upcoming media appearances across various platforms, including news, podcasts, and video podcasts. Stay informed and inspired by the insights and strategies shared by our team. To book our team for an upcoming appearance, message us or find us on Guestio or Matchmaker.fm. Recent Podcasts Perspectives with Reggie James February 4, 2025 Reggie James of London-based marketing consultancy Digital Clarity, hosted Chip Royce of Flywheel Advisors to explore the evolving landscape of B2B technology in 2025, emphasizing the need for adaptability in business strategy. LISTEN: The Simple Profits Podcast with Jake Jordan ... Read More
- [eBook Download: A Perfect Match](https://flywheeladvisors.com/ebook-download-a-perfect-match-customer-insights-fueled-growth/): Download our eBook, “A Perfect Match” Learn what to do when:
- [2025 Business & Tech Event Calendar: North Carolina RDU Triangle](https://flywheeladvisors.com/events-calendar-rdu-research-triangle-cary-chapel-hill-durham-raleigh/): Your Guide to the Triangle’s Tech Ecosystem I diagnose and fix the issues that keep B2B tech companies from reaching their revenue goals, in part to help our local tech community thrive. Growth happens when the right people connect.This calendar is built to make that happen. Enjoy,Chip Royce Get the Weekly Event Email Every Friday, we deliver a weekly roundupof upcoming events to your inbox. Is Growing Your Company On The Calendar? Navigating the local tech scene is one challenge. Building predictable revenue systems is another. Flywheel Advisors helps high potential B2B tech companies move from stalled growth to business success. ... Read More
- [#4: Get to Know the Economic Cycle Research Institute (ECRI)](https://flywheeladvisors.com/articles/macroeconomics-and-your-company/get-to-know-economic-cycle-research-institute-ecri/): Chip Royce, Flywheel Advisors Executive Summary: Economic data suggests the ups and downs of the marketplace. Most sources lag actual economic conditions. However, one source, The Economic Cycle Research Institute (aka ECRI), has much more accurate indicators and can predict future economic conditions, allowing managers to make more investment and planning decisions. I consume a ton of news and research to feed my interest in investing and macroeconomics. One source, the weekly MacroVoices podcast, interviews a wide range of opinions in macro investing. Through that show, I became aware of the Economic Cycle Research Institute and one of its leaders Lakshman ... Read More
- [Startups & Entrepreneurship](https://flywheeladvisors.com/articles/startups-entrepreneurship/): Starting a company is never easy. We at Flywheel Advisors are invested in the success of startups & entrepreneurship for those on that journey. Below, you’ll find insights from our years of leading sales, marketing, and operations at many successful emerging companies. Going FlyCasting With A Bunch Of Yahoos: My Role In The Internet’s First Keyword Search Ad SALES & MARKETING, STARTUPS & ENTREPRENEURSHIP – NOVEMBER 10, 2022 Chip Royce of Flywheel Advisors has the unique distinction of being the first to have placed a keyword search ad on the internet in 1996. Here’s the story about his role in this ... Read More
- [Sales & Marketing](https://flywheeladvisors.com/articles/sales-marketing/): Flywheel Advisors brings a deep background in sales & marketing strategy and execution to help venture and private-equity-backed companies. We bring you selected articles we’ve written for our clients to help them grow quickly and ensure their revenue and profit margins are sustainable. Revenue R&D: A New Way of Achieving Sustainable Growth SALES & MARKETING, BUSINESS & CORPORATE DEVELOPMENT – FEBRUARY 18, 2023 Revenue R&D is a new way of achieving sustainable growth and success in today’s fast-paced business landscape. By focusing on generating revenue through customer-centric activities, companies can improve customer satisfaction and loyalty, gain a competitive advantage, and avoid ... Read More
- [Operations & Execution](https://flywheeladvisors.com/articles/management-operations-execution/): Some parts of leading a company are based on culture and your ability to motivate teams. However, the ability to execute also relies on your management skills and operations capabilities. Here’s a sample of our insights around Operations & Execution. Closing the Gap: Why Companies Must Reconnect with Customers COMPANY CULTURE, OPERATIONS & EXECUTION – FEBRUARY 18, 2023 Companies that use technology for back-office operations and customer-facing experiences are technology companies. While technology provides productivity gains and new data, companies must address gaps and find ways to reconnect with customers for better experiences and greater loyalty. Stay Ahead of the Game: ... Read More
- [Macroeconomics & Your Company](https://flywheeladvisors.com/articles/macroeconomics-and-your-company/): Some factors you, as a manager or executive, can directly impact. Others, such as macroeconomic factors, are outside of your control. The best you can do is understand how macro factors impact your organization, plan for specific scenarios, and react when data suggests economic change. Get to Know the Economic Cycle Research Institute (ECRI) MACROECONOMICS & YOUR COMPANY – AUGUST 21, 2022 ECRI publishes proprietary indices that provide managers a unique forward view into economic conditions that can be mapped against your KPIs and help you prepare for industry downturns or, after a bottom, invest for growth. Transparency and Collaboration:Fuel For ... Read More
- [Executive Leadership](https://flywheeladvisors.com/articles/executive-leadership/): Leading a high-growth organization is never easy. Flywheel Advisors is happy to share our ideas on making the best decisions with the correct information and motivating your teams to succeed. Please contact us if you have any questions or like more insight into Executive Leadership. Stay Ahead of the Game: Accurate Forecasting During Stagflation EXECUTIVE LEADERSHIP, OPERATIONS & EXECUTION – FEBRUARY 18, 2023 Accurate forecasting can help companies navigate these challenges by providing a clear view of their financial situation, identifying areas of risk and opportunity, and enabling them to make data-driven decisions. By leveraging technology and predictive analytics, businesses can ... Read More
- [Company Culture](https://flywheeladvisors.com/articles/company-culture/): Starting or turning around a venture is never easy. Here’s advice on building an effective company culture from Flywheel Advisors. These articles focus on hiring the right teams, how to engage employees, preventing culture issues from occurring, and ensuring alignment and high performance from your entire team. #16: (re)Discover Your Superpowers To Delight Customers June 14, 2023 The Japanese concept of “Ikiagi” may be a powerful tool to identify hidden value, drive alignment and unlock your success. #12: Closing the Gap: Why Companies Must Reconnect with Customers February 25, 2023 Companies that use technology for back-office operations and customer-facing experiences are ... Read More
- [Business & Corporate Development](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/): Maximize the value of your venture with Business Development & Corporate Development advice from Flywheel Advisors. Here you’ll find articles related to developing your business strategy, the use of partnerships & distribution channels to fuel growth, and maximizing the value of your business. #13: Revenue R&D: Sustainable Growth With Less Risk & Less Disruption April 22, 2023 Revenue R&D is a new way of achieving sustainable growth and success in today’s fast-paced business landscape. By generating revenue through customer-centric activities, companies can improve customer satisfaction and loyalty, gain a competitive advantage, and avoid wasting resources on R&D activities that may not ... Read More
- [Thank You For Contacting Flywheel Advisors](https://flywheeladvisors.com/thank_you/)
- [#6: The Benefits of Measuring Customer Feedback Across the Customer Journey](https://flywheeladvisors.com/articles/executive-leadership/measuring-customer-feedback-across-the-customer-journey/): Chip Royce, Flywheel Advisors Purchasing Preferences of Rising Demographic Cohorts Each generation brings unique behaviors and preferences as they age into roles of managerial responsibility. Gen Y (aka “Millennials) are now in the age range of 28-40, making up much of middle management at companies, and rapidly entering executive leadership roles. GenZ is entering the workforce in full force and will influence company decisions and soon start entering the management ranks en masse. Gen Y (‘Millennials’) and Gen Z have many similarities. Also, suppose they have issues after purchase. In that case, they tend to leave feedback publicly on social media ... Read More
- [#9: Going FlyCasting With A Bunch Of Yahoos: The Internet's First Keyword Search Ad](https://flywheeladvisors.com/articles/sales-marketing/first-keyword-search-advertisement/): Chip Royce, Flywheel Advisors I have the dubious distinction of placing the first keyword search ad online in 1997. I filed this life event away in my memory banks and seldom mention it. Special thanks go out to my new friend Leslie Carruthers, a search engine marketing expert from TheSearchGuru.com, who, after learning of my unique (obscure?) place in ‘history,’ encouraged me to share this story from early in my career. Here’s how that transpired… Welcome to The Wild Wild Web In 1995, internet publishing on the web (aka ‘The World Wide Web’ or ‘W3’) was akin to the “wild, wild ... Read More
- [FAQ](https://flywheeladvisors.com/faq/): Frequently asked questions about Flywheel Advisors, our capabilities, and working with a fractional executive resource. About Flywheel Advisors Working With Fractional Executives
- [#7: Transparency and Collaboration: Fuel For Increased Business Performance](https://flywheeladvisors.com/articles/company-culture/transparency-and-collaboration-fuel-for-increased-business-performance/): Chip Royce, Flywheel Advisors The culture you create within your company profoundly influences its performance. Here at Flywheel Advisors, we see a direct correlation between company performance and its culture. We pay special attention to how teams ‘execute’ and if there is a consistent methodology across the organization. Execution: The Discipline of Getting Things Done In their influential 2002 book “Execution: The Discipline of Getting Things Done,” former Honeywell CEO Larry Bossidy and Stanford Professor Ram Charan define execution as “the people, strategy, and operating plan to get things done on time.” Bossidy & Charam detail their keys to success; hiring ... Read More
- [Links](https://flywheeladvisors.com/links/): Webinars Why customers help some companies and hurt others (replay) Recent Articles Closing the Gap: Why Companies Must Reconnect with Customers Stay Ahead of the Game: Accurate Forecasting During Stagflation The Importance of Product-Market Fit for High-Growth Companies More Articles… Flywheel Advisors & Our Community Flywheel Advisors Website RDU Business Events Calendar Our Services Unlock Growth & (re)Discover Product-Market Fit Growth Quickstart: Identify Quick Wins Through Customer Insights Selling Products with Live Video: Webinars That Boost Physical Product Sales
- [#5: Importance of Strategic Planning for Technology Ventures](https://flywheeladvisors.com/articles/business-development-and-corporate-development-for-ventures/the-importance-of-strategic-planning-for-technology-ventures/): Chip Royce, Flywheel Advisors Strategic planning by technology ventures is an exercise that, for many executives, is considered a nuisance or, worse, dreaded by leaders. However, the planning process is vital to ensure your company’s success.  You’ve built a great product and assembled a fantastic team. Why leave it all to chance? Strategic planning allows your company to have a sound game plan and alignment across your team if circumstances change. In my experience, it’s helpful to follow a five-step process that ensures alignment among the stakeholders in the process and a productive outcome. Wrapping up… Strategic planning shouldn’t be thought ... Read More
- [#1 - Your Sales Team Hates Your Marketing Team (Here's Why)](https://flywheeladvisors.com/articles/sales-marketing/integrated-b2b-sales-marketing-organizations-are-the-future-for-success/): How integrated sales & marketing organizations fix the disconnect that’s killing your revenue Chip Royce, Flywheel Advisors Here’s a gut question: When did your sales team last thank your marketing team for a qualified lead? If you can’t remember, you’re not alone. Most B2B companies have a sales and marketing problem. They just don’t know it yet. The Internet Broke B2B Sales (But Nobody Talks About It) The internet changed everything for B2B buyers. But most companies still operate like it’s 1995. Here’s what happened: Buyers research vendors online before they ever talk to a salesperson. They read reviews, compare features, ... Read More
- [#8: Attracting & Retaining Talent in Today's Remote Work Environment](https://flywheeladvisors.com/articles/management-operations-execution/attracting-retaining-talent-in-todays-remote-work-environment/): Chip Royce, Flywheel Advisors The rapid adoption of telepresence technologies, including Zoom and MS Teams, made remote work possible. In its wake, companies are now dealing with significant hiring challenges. Employers now demand that workers report to an office, but those who do find they cannot attract the best and brightest candidates. According to XpertHR’s Survey of HR Challenges for 2021, recruiting and hiring topped the chart, with 66% of those surveyed saying it was “very challenging.” Certainly, COVID and the rapid move to work-from-home have had a profound impact. A study by Global Workplace Analytics showed that employees working from ... Read More
- [#3: How Executive Leadership Style Influences Sales Team Performance](https://flywheeladvisors.com/articles/sales-marketing/executive-leadership-style-its-impact-on-sales-team-performance/): Chip Royce, Flywheel Advisors Do you understand the process and motivations of the sales organization at your company? Let’s examine the role of a salesperson: Let me be more direct… your sales organization takes on a substantial amount of risk, betting on the performance of the rest of the company and your leadership. Their bets may be riskier than investors and executives whose incentives may be time-based or have clawbacks or preferences. Your salespeople must be recognized for this and defended against unreasonable critics. OK, so why did I bring this up? The person who tells you that a salesperson’s job ... Read More
- [Insights](https://flywheeladvisors.com/articles/): Thought leadership from the Flywheel Advisors team to help our clients and partners grow their businesses, mitigate risk, and create strategic advantages. By Topic Business & Corporate Development Company Culture Executive Leadership Leveraging Technology Macroeconomics & Your Company Manufacturing Technologies Operations & Execution Sales & Marketing Startups & Entrepreneurship Latest Insights Closing the Gap: Why All Companies Must Find Ways to Reconnect with Customers COMPANY CULTURE, OPERATIONS & EXECUTION – FEBRUARY 24, 2023 Companies that use technology for back-office operations and customer-facing experiences are technology companies. While technology provides productivity gains and new data, companies must address gaps and find ways ... Read More
- [Client Results](https://flywheeladvisors.com/flywheel-advisors-results/): Here are case studies about what happens when you stop treating symptoms and start fixing the system. Each one demonstrates that once you correctly identify the root cause of a go-to-market problem, dramatic, quantifiable results are not only possible, they are predictable. Case Studies Client: AgTech/CleanTech Materials Manufacturer Client: B2B Tax Software (Acquired by Credit Karma) Client: 3D Printing Solutions Manufacturer Client: Web 3.0/Blockchain Development Platform Your Transformation Story is Waiting These results are the product of a systematic, diagnostic approach. If your growth has stalled and you are ready to move from guessing to knowing, the next step is clear.

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