A Playbook for Building and Selling Your GTM Function’s Vision

Whether you lead category management, sales, trade marketing, or RGM, the leaders who build and sell a strong vision for their function are the ones who move the needle. Those teams become more strategic with their retail partners and solve bigger problems, and sr. leadership starts to see those functions...

How to Structure Your Top-to-Top Presentation Around the Retailer’s Priorities

Top-to-top meetings with retailers are high-stakes. You have a limited window to align on strategy, build credibility, and secure buy-in. Too often, though, they slip into a product pitch. Retailers don’t want a pitch. They want a story that recognizes their challenges and shows how you can help them win....

I-Day Playbook Series #2: Crafting your Investor Day’s Agenda

Investor Day Playbook Series — Today’s Topic: Crafting Your Agenda Continuing our Investor Day Playbook series, we move from the first step of crafting your main message to the next: designing your Investor Day agenda. And by agenda, we mean the actual schedule of topics and speakers (not your hidden...

3-2-1: Fiber is in, Think Like a Retailer, Win with Health-Conscious Consumers

3 Insights Worth Your Attention I. From Fibermaxxing to Shelf Strategy: Why Fiber Could Be CPG’s Next Must-Have Nutrient TikTokers are “fibermaxxing” by choosing high-fiber wraps, cereals, and beans to boost gut health. What started as a social trend is sparking a bigger conversation around fiber. (Even in our home,...

Why Ecolab Commands a Premium, and What IROs Can Learn

As a former buy-side and sell-side analyst, with stints at Morningstar, Motley Fool, and now as CIO at KNA Capital, Todd Wenning has built a career distilling what makes great businesses tick. I first came across Todd through his work about a year and a half ago, and we’ve become...

3-2-1: CPG Org Reformulated, Zero-Alcohol Hits $1B, and Loyalty Reframed

3 Insights Worth Your Attention I. Why CPGs Are Reformulating Teams, Not Just Products Along with shrinkflation, CPGs are quietly shrinking org sizes as well. Some companies are replacing function leaders (e.g., R&D, Sales, Supply Chain) with people who bring an “operator” mindset and can navigate across margin, agility, and...

I-Day Playbook Series #1: Start with Your Main Message

This piece kicks off our new series, the Investor Day Playbook, where we cover the fundamentals of effective Investor Day storytelling and show how to take them further. The goal is to give you practical steps so that you’re shifting investor perception and making your investor thesis stick. Investor Day...

How to Talk About Your Moat the Way Investors Do

We’ve been listening to Business Breakdowns, a podcast where buy-side investors and analysts dissect public companies in real depth. The way they describe competitive advantage is worth paying attention to. In our work, we use a six-factor framework for what investors look for in a public company. Competitive advantage, or...

3-2-1: Winning Buyer’s Attention, New Cat Man Landscape and Serving Affluent Shoppers

3 Insights Worth Your Attention I. The Storytelling Shift That Wins Retailer Buy-In “Turn data into a story.” That’s how Julie Craig, in her Shopper Insights role at GSK, described what finally gets retailers to pay attention in a recent podcast. She recalled a Walmart category review from her GSK days, selling...

5 Pillars of IR Storytelling – From Nick Cabraloff, Senior Buy-Side Analyst at Whale Rock Capital

At the recent NIRI Annual Conference, our founder, Harry, had the privilege to moderate a session related to investor storytelling. The goal of this panel: help IROs articulate their company’s investor value proposition to the Street.  The panel featured Debbie Belevan, Duolingo IRO, and Nick Cabraloff, a senior buy-side analyst at Whale...

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