Author Archives: Kevin Custer

The Essentials of the CEO Role

While the nuances of a CEO position reflect some organizational specifics, the key goal is fundamentally the same everywhere: CEOs must increase the value of the enterprise, whether for shareholders or private ownership. And in order to build that value, CEOs must first build overwhelming confidence among the board in the CEO’s ability to lead […]

Metrics for Success

    Metrics for Success Company leaders often ask us about how they can measure success. First, metrics should be relatively simple – each person should be able to gather the numbers in less than 15 minutes each week. Second, you should only be measuring and tracking information that allows you and your leadership team […]

What Sales Can Tell You About Your Company’s Health

In understanding where your company stands, sales may seem to be an obvious indicator. More sales means you are doing great, right? Well… maybe. A solid grasp of where your sales are can tell you a lot about your company, but it requires a deeper dive than just looking at volume. As the business leader, your […]

Back to School – Is Your Education Business Ready?

Is your 2017-2018 Sales & Marketing Strategic & Tactical Plan ready to deliver your forecasted results? Education industry leadership teams are keenly focused on back to school sales, fulfillment and implementations. As product teams push to complete their final Q&A, customer service groups process orders and sales reps organize summer trainings, we urge you to […]

Essential Information for International Partnerships

Arc has made several investments on an international level over the last two years. We often get questions about doing business in another country, whether from a company that is thinking about how to enter a market outside the U.S., or (more commonly) from a company that has been approached by a prospective international partner. […]

School Payment Schedules

“How do I get a school to pay in less than 60 days?” is a question we at Arc get asked all the time. The answer? You don’t. It’s best to assume it will take about 60 to 65 days. Schools have built-in procurement processes that need to be followed, but there are steps you […]

Twenty Percent to Improve Your Follow-Through

How often does the top of the hour roll around in a meeting or sales presentation, with everyone engaged but needing to run to their next meeting? The last few minutes are filled with vague statements to “follow up with this soon” – but too often, nothing happens. To avoid this, plan your meetings and […]

Could Field Sales Work for You?

For educational companies aiming for the best possible valuation, it is critical to demonstrate a sustainable income stream that is scalable, defensible and predictable. In fact, we see about a 30 to 50% premium on the valuation of companies that can sell in this way. How does a company show a scalable, defensible and predictable […]

How to View this Crazy Market, Maintain Sanity, and Change the World

BY: P.H. MULLEN, JR.  Last week, I moderated an amazing edtech panel at the 2016 Venture Summit West at the Computer History Museum in Palo Alto. Here’s what I said: We’re not in a bubble; we’re in a long-term business shift. It’s a usage shift. It’s a benefit shift. These adjustments are lasting and profound. Like […]