$4.5B Exit- Christopher Lochhead, Mercury Interactive

$4.5B Exit- Christopher Lochhead, Mercury Interactive

September 3, 2018

Christopher Lochhead Exited Mercury Interactive for $4.5 Billion.
Listen and learn as Christopher Lochhead discusses the power of niche and innovation in business today.

About Christopher Lochhead:  

Christopher Lochhead is the co-author of Harper Collins’ “instant classic” Play Bigger: How Pirates, Dreamers and Innovators Create and Dominate Markets and Niche Down: How To Become Legendary By Being Different. He’s also the host of the Follow your Different and Lochhead on Marketing Podcasts.

Christopher is a former three-time public company CMO and entrepreneur. Fast Company Magazine calls him a “Human Exclamation Point,” The Marketing Journal says he’s one of “The Best Minds in Marketing” and the Economist calls him “off-putting to some.” At 18 he got thrown out of school and with no other options he started a company. After 30 years in business, he’s mostly retired. He can recite much of The Big Lebowski, but can’t remember his wife’s phone number. He’s an ass-kicking speaker, surf and ski bum and proud advisor to non-profit 1 Life Fully Lived, living happily ever after in Santa Cruz California.

Why it’s important to niche down?

Mastering the art of niching down is a fundamental aspect of running a successful business. It involves refining your target market and aligning it with your marketing and business strategies. By doing so, you ensure that your message reaches those who genuinely love your offerings, appreciate your products or services, and value the solutions you provide for their specific pain points.

It enables companies to concentrate their efforts and knowledge on comprehending and meeting the needs of a certain market segment, developing in-depth knowledge and experience in that field. Due to the ability to create distinctive value propositions, customized goods and services, and marketing messages that successfully reach their target market, it helps businesses gain a competitive edge. By focusing on particular problems and providing useful solutions, niche marketing also fosters client loyalty, encouraging repeat business and brand advocacy.

Furthermore, because businesses may focus resources on an audience that is receptive and use customized campaigns and platforms, niche marketing provides efficient and targeted marketing efforts.

Finally, focusing on a particular niche allows businesses to develop a devoted customer base that is less susceptible to changes in the broader market.

Overall, niching down has many advantages that prepare companies for success in cutthroat industries.

In this episode, Steve, Mary, Richard, and Christopher discuss: 

  • How Christopher got involved with Mercury Interactive and how they scaled to $4.5 Billion.
  • How Mercury Interactive was able to execute, as a team, a big exit following a rocky year.
  • His philosophy of what he looks at going into a company and how he looks at business now.
  • The way and the pace at which everything is changing in the world and ways to think and act regarding that change.
  • Don’t be afraid to be different and try something unique that nobody else is doing.

Key Takeaways: 

  • Do something legendary.
  • Sometimes a pause does refresh and set you up to move forward.
  • Don’t be afraid to set an audacious goal and aggressively work towards it.
  • Carve out a new niche, a new category. The category makes the company. The category makes the career. Branding doesn’t matter if the category doesn’t matter.

“Pick the niche. Design it and dominate it. Then ask yourself, ‘If we were smart, and we were us, what would we do?’” — Christopher Lochhead


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