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Articles by Mark
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5K followers
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Mark Kovac shared thisThe deal math has changed in private equity. Learn how less forgiving economic conditions mean GPs have to grow earnings much faster to make deals work. https://bit.ly/4dacvoU
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Mark Kovac shared thisToday’s market conditions mean generating alpha has gotten much harder in private equity. Discover what it takes to develop a repeatable model: https://bit.ly/4skz7Ih
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Mark Kovac shared thisLPs have become more demanding as liquidity continues to lag. Discover how the GPs attracting capital win them over in this scarce period: https://bit.ly/4rTEIVr
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Mark Kovac shared thisAI, sovereignty, autonomous networks, and post quantum security defined this year’s Mobile World Congress. My Bain colleagues share what stood out from #MWC26 and where they see the sector heading next: https://bit.ly/4suBPdw
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Mark Kovac shared thisAI, sovereignty, autonomous networks, and post quantum security defined this year’s Mobile World Congress. My Bain colleagues share what stood out from #MWC26 and where they see the sector heading next: https://bit.ly/4syPVe5
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Mark Kovac shared thisThis article outlines how companies are organizing their AI operations internally, what is actually working, and how to think about activating inside your company.
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Mark Kovac shared thisAI’s productivity gains depend on linking workflow and workforce. When aligned, they clear process bottlenecks and build trust. See how teams can deliver greater impact. https://bit.ly/4aMHuVg
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Mark Kovac shared thisRecent declines in SaaS stocks signal growing uncertainty about how AI will reshape software economics. We explore where AI creates risk and opportunity, and what software leaders need to clarify now to compete in the next cycle. https://bit.ly/4r0E7Rs
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Mark Kovac shared thisJoin Hugh MacArthur for a discussion and live Q&A focused on the themes explored in the upcoming Global Private Equity Report. The session will provide context on the areas examined in the report and an opportunity to engage directly on the questions shaping today’s private equity agenda. https://bit.ly/4ryzHRE
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Mark Kovac reacted on thisMark Kovac reacted on thisCongrats, you’re a leader. And somehow, you’re still behind...because in software, “leading” isn’t a badge—it’s a timer. The minute you slow down, your peers turn your differentiator into table stakes.Inside Software 03.01.26 - Congrats, you're a leader, and somehow, you're still behind…Inside Software 03.01.26 - Congrats, you're a leader, and somehow, you're still behind…
Experience & Education
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Bain & Company
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CPA
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Volunteer Experience
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Board Member
Vogel Alcove
- 6 years 3 months
Children
Our Mission:
To provide the youngest children of homeless families with the foundation for success.
Our Vision:
Every child in our community has a home, a self-sufficient family, and a pathway to success in school.
Publications
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Good Sales Teams Know When to Stop Selling
Harvard Business Review
See publicationSome customers love the experience of doing business with your company; unfortunately, others have encountered problems with the experience. But aren’t all customers fair game for a cross-selling or upselling pitch?
Not so fast. Think hard before blindly committing to another sales pitch. In particular, stop wasting time and energy selling to customers who are detractors of your company.
Instead, spend that time fixing those relationships. Turn around the situation so that these…Some customers love the experience of doing business with your company; unfortunately, others have encountered problems with the experience. But aren’t all customers fair game for a cross-selling or upselling pitch?
Not so fast. Think hard before blindly committing to another sales pitch. In particular, stop wasting time and energy selling to customers who are detractors of your company.
Instead, spend that time fixing those relationships. Turn around the situation so that these detractors become at worst neutral, and ideally real promoters. Only then will you have decent odds of winning new business. -
Using Digital Exhaust to Improve Sales
Harvard Business Review
See publicationNow a new breed of software applications is reshaping sales force management. Their common characteristic: Using digital data exhaust, which is the data generated from the regular activities of a sales force or their customers, to change the behavior of frontline sales representatives in ways that dramatically improve sales productivity and effectiveness.
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When You Need Sales Specialists, Not Sales Generalists
Harvard Business Review
See publicationGiven that business customers want their providers to have expertise in some combination of product, industry, and capability, sales specialists are here to stay. The trick is to get the right specialists in front of the right customer at the right time.
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Social Media Works for B2B Sales, Too
Harvard Business Review
See publicationCompanies that expand the depth and breadth of their digital footprint to make strong first impressions will be able to capitalize on the opportunities inherent in customers’ new digital behavior.
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Bought not sold: Marketing and selling to digitally empowered business customers
Bain & Company, Inc.
When customers get way ahead of sales efforts, CMOs and heads of sales for business-to-business (B2B) firms need to face numerous obstacles to get invited back to the "dance" with customers.
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Mastering the new reality of sales
Bain & Company, Inc.
As customers seize the balance of power and more aspects of the sales process migrate online, leading B2B sales organizations find they must radically restructure their approach.
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Is complexity killing your sales model?
Bain & Company, Inc.
How to build a repeatable, high-return sales model for business-to-business markets
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Creating an adaptive go-to-market system
Bain & Company, Inc.
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Can communications services providers earn their customers' love?
Bain & Company, Inc.
As competition heats up for mobile, Internet and cable companies, the key to growth will be learning how to advance from being a “good enough” provider to one that customers actually get excited about.
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The New Science of Salesforce Productivity
Harvard Business Review
Today, the savviest sales leaders are dramatically changing the way they run their groups. They are able to respond to new market environments, expand their lists of target customers, and help existing reps sell more. The data, tools, and analytics that companies are increasingly using to improve their sales forces will not only help top performers shine, but they will also help drive sales force laggards to the middle of the curve.
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