If you’re a CEO, I have a question: Are you consistently adding new logo MRR at a rate appropriate for your scale?
If your answer is no, then you’re fired!
As a CEO, you’re accountable for your company’s go-to-market results, so you’re also fired if you’ve had a goose egg in recent quarters. These outcomes don’t happen to successful CEOs; if you think otherwise, you’re lying to yourself to keep your job.
The truth is, you’re not a CEO. While this may sting, I won’t apologize for telling you the truth. You can only hold the highest executive title in a business if you’re performing the primary function of that role. If you were the CEO or president of a company you didn’t own and failed to deliver, you’d be fired.
Although I may sound harsh, here’s the good news: Everyone in our industry has the potential to be a rainmaker. We’re fortunate to be in a business that doesn’t require a massive go-to-market function or tons of leads — just a few leads that you can actually close. Most MSP leaders make go-to-market far more complicated than it needs to be. But don’t worry; you can easily pivot in a step in the right direction.
If you want to become the CEO you know you can be, it’s time to adjust your job description to reflect what it should be. See yourself as an actual CEO or president whose top responsibility is to grow revenue and profits. Make it your first thought in the morning and your last thought at night. Be one hundred percent accountable for results and decide what you can tolerate.
It all starts with the right mindset.