Jackie Palmer

Sharing RevOps co-op community best practices on something we all know is critical - designing territories to ensure the success of your sales force and, by extension, your company. The number of different strategies available make selecting the right one both challenging and critical. The team at RevOps Co-op delve deep into this topic 👇 https://gag.gl/Nm2xoO #RevOps #Data #DataQuality

7

Thanks to Dave Rigotti and team for a wonderful #PLGTM conference in SF. I had great discussions with sales and marketing leaders and here are some observations on how PLG has evolved. Part 1: Time to rethink PLG practice ✔ While the core idea of PLG revolves around self-service adoption and user-driven growth, the practice has evolved, and companies are recognizing the need for a hybrid approach. ✔ For a lot of practitioners, PLG means self-service and users adopt the product without sales support. In practice, PLG leads to increases S&M costs increasing CAC. So, it no more just about building a product but putting the marketing $ behind it. ✔ Enterprise buyers are researching on their own and have good information before they come to the call. Huge number of prospects want sales help in navigating the value prop but want to try out themselves. ✔ PLG does lead to execution speed driving the awareness, showing the value, decreasing sales cycles and enabling simple and faster expansion. ✔ There is a myth that only startups or B2C companies use PLG and has to be bottom-up approach. While many of the companies we know and products we use might be B2C, lot of enterprise B2B companies are PLG as well. e.g. users can simply signup and start using Calendly, Canva or Airtable. teams can start using the products like loom, figma and datadog. ✔ Bringing customers need a hybrid approach in 2024. You need to provide user value created by the product and buyer value created by sales teams. Think about product market fit and product customer fit - leading to greater number of happy customers ✔ Every KPI you are measuring should drive an outcome. If you collect data, ask "what is it used for? " and "how does it help customer or adoption?" ✔ As the PLG model continues to evolve, companies must adapt and embrace a balanced approach that leverages the power of self-service adoption while providing sales support to drive customer success and long-term growth. Thanks to David Yockelson and Dave Boyce for providing engaging discussion on the core of PLG. #productledgrowth #productledsales #salesledgrowth #startups #salesleadership #productmanagement

61

8 Comments

⏰ ICYMI: Our Book is Coming Soon! Accelerating Revenue: Your Definitive Guide to the Theory and Practice of Go-To-Market Enablement is designed for those looking to master the core of GTM Enablement. Whether you're new to the field or a revenue leader aiming to boost team productivity, this book offers practical insights and proven strategies. Curious to learn more about transforming your approach to Enablement? 👉 Head to the Level213 website for more details! www.level213.com/services #book #revenue #enablement #GTM

12

1 Comment

Our partnership with Brex now gives us unparalleled insight and breadth in SaaS purchasing reports

1

2 Comments

🚀🔥 A new episode of RevTech just dropped with Superglue’s CEO, Rob Rebholz! Superglue is setting the standard for partner #automation, helping teams unlock more #revenue potential and bring real impact to #partnerships! In this episode, we dig into topics crucial for today’s growth-minded teams: 🤝 1️⃣ Strategies for seamless collaboration with sales & rev ops 💥 2️⃣ Proving partnership ROI in a way that resonates with execs 💼 3️⃣ Embracing automation as an amplifier in partner management 🤖 Recap Blog below and check out the whole episode here: https://lnkd.in/eqtvsQSy

5

What are the root causes of poor GTM team alignment? Our recent survey sheds some light on what your revenue team Ops peers are saying. These comprehensive reports provide all the information. https://gag.gl/4YHwRD #RevOps #DataQuality #RevTeamAlignment

5

Josh & I get to have insightful discussions with RevOps leaders each week. We want to give back by sharing this wisdom more broadly. We are launching our webinar series, Aim for Excellence (see what we did there?). Each episode is an interview with RevOps and GTM leaders we admire about their advice on GTM ops, strategy, and career paths. We had the great pleasure to kick this off with Katherine Zhang recently. Katherine has led RevOps teams at sizable companies like Project44, Relativity, Cognex, and Dell EMC. A few of my favorite highlights from our conversation: - A clarifying definition of RevOps that helps teams ensure they are always working on impactful initiatives - How to turn RevOps from being “order takers” into a strategic function - The importance of trusted (but not perfect!) data - How to get a seat at the table as a RevOps leader Take a listen to our discussion (links in comments) and let us know what you think!

23

3 Comments

Despite having a plethora of data, GTM leaders often need help to turn this wealth of information into actionable insights, meaning so many of us are forced to rely on intuition to drive revenue performance. If you're experiencing these challenges, you're not alone. These issues underscore the pivotal role of a robust data strategy in today's go-to-market. Let's dive deeper. Traditionally, revenue organizations have relied heavily on CRM systems. The vast majority of CRM data collection approaches often emphasize process compliance, which means your data is only as good as how well you police your workforce to fill out fields. Since people are unique and often inconsistent, you're working with poor data, leaving many GTM leaders with little trust in the information available to them. Traditional process-driven data collection in the CRM mirrors the waterfall development methodology, which is linear and sequential. In contrast, agile methodology promotes flexibility, collaboration, and rapid iterations, which are essential for today's businesses. This shift from waterfall to agile data collection can transform data strategies, enabling more dynamic, real-time decision-making. Surface-level metrics like quarterly sales figures, pipe generation, and new customer onboarding only scratch the surface. The real opportunity lies in uncovering a KPI's 'so what.' When leveraging direct data sources, you can take that pipe gen KPI and diagnose the shortfall by identifying if the problem exists within customer engagements, market trends, employee capacity, and messaging impact on your pipe generation target. By transforming our go-to-market data strategy, we can move from merely reporting the news to making the news. There are four primary data categories to manage: 1. Fit Data: Identifies prospects matching your ideal customer profile, streamlining marketing and sales efforts. 2. Behavioral Data: Captures interactions across touchpoints to gauge customer and employee interest and engagement. 3. Usage Data: Provides insights into how customers use your product and how you support their use, driving improvement in features and support. 4. Outcome Data: Identifies process results, status, and unit economics. Most CRMs were built in the late 1990s and early 2000s, so they are not equipped to collect the sheer quantity of transcripts, clicks, and web scraping required to gain the context that actionable insights require. However, modern advancements, cross-system data accessibility, and advanced computational power are reshaping our space. A new class of technology is emerging that identifies root-cause problems using real-time data signals from siloed systems, enabling executive teams to capitalize on actionability that drives business performance. The shift to agile, insightful, and collaborative data strategies based on comprehensive GTM data has started. Are you ready for it?

13

50-90% of the journey is complete before a buyer interacts with a sales rep!!! REALLY?? I was pointed to this document by a partner Boston Consulting Group (BCG) written by SPOTIO. Some points that really stood out to me were: 1) More than 40% of salespeople say prospecting is the most challenging part of the sales process. (Personally I would say this is on the low side) BUT: 2) By making a few more call attempts, sales reps can boost conversion rates by up to 70% AND the channel of communication is key: 3) Only 23% of sales emails are opened WHICH is concerning because: 4) In a typical firm with 100-500 employees, an average of 7 people are involved in most buying decisions (Gartner Group) TOOLS are needed to help track, prompt and guide the team: CRMs can boost sales by 29% and productivity to 34%. (Salesforce) Some eye opening statistics. Can anyone recommend any other data points that should be considered when thinking about go to market in 2025?

11

2 Comments

As we move deeper into 2024, tracking the right metrics is critical for scaling a SaaS business. This insightful guide outlines the top metrics to watch and includes valuable benchmarks to keep you on track. Whether you’re focused on ARR, CAC, or CLTV, understanding where your company stands is key to driving sustainable growth. Check out the article for a comprehensive look into the latest SaaS trends and metrics! #SaaS #BusinessGrowth #Metrics

11

Jason calls it out again with real life data. Organic growth using outbound GTM motion in SaaS is less efficient effcient. It's just reality of customer spending pullback across the whole sector. SaaS companies are either pulling back in GTM spend which is causing slower growth (and significant loss in valuation). The valuation death spiral that makes funding and exit even more difficult- and bootstrapping a whole lot less fun. Or they are investing MORE to maintain growth, but it's not working. That means less efficiency and poor return on capital. Thankfully most SaaS is seemingly living at a break even state. Well most. But this is only a survival and hope strategy. The Ostritch strategy if you will. I talk to a lot of Ostritch CEOs, happy to just have a job. Bold CEOs have strategy game. Partner up to find customers, use M&A to expand product lines and tap new markets, combine with competitors to unlock synergies that can be reinvested at higher scale. Do it when valuations of everyone are down. https://lnkd.in/gACnmMyc

12

1 Comment

🚨 Last Call for the Nektar Buzz Boat: Just 2 Days to Go! 🚨 Nektar.ai, DocketAI and RevOps Co-op are bringing you an exclusive GTM leaders Cruise in NYC(5th Sep), Boston(10th Sep), Chicago(12th Sep). Our GTM Leaders NYC Cruise is setting sail in just 48 hours, and we’ve got a couple of exclusive passes left. Don’t miss your chance to join an elite group of GTM pioneers for an evening of strategic insights and high-impact networking—right on the water! 🌊 Here’s why you need to be there: 🎯 Cutting-Edge Discussions: We’ll be diving into how AI is transforming sales, how to turn customer engagement into actionable data, and the latest GTM tactics that are driving real growth. 💡Discover how to operationalize Buying Groups: We’ll be diving into how AI automates capturing & tracking engagement with your buying groups on auto-pilot at scale. 🤝 High-Caliber Connections: This is your chance to network with fellow leaders who are pushing the boundaries of what’s possible in the GTM space. 🍸 Unwind & Recharge: Kick back with some great drinks, delicious bites, and amazing views on the cruise while you chat and chill with fellow leaders in a laid-back, exclusive vibe. With only a couple of spots left, this is your last chance to secure a seat on the Nektar Buzz Boat. If you’re serious about elevating your GTM strategy, you won’t want to miss this. Register on the link or DM me to grab one of the final passes. Let’s make waves together! 🐝🚢 #GTM #Sales #AI #Networking #Leadership #Nektar #BuzzBoat https://lnkd.in/g59Sxa6Z

14

1 Comment

Are you going to re:Invent this year? Is AI strategy top of mind? I’m carving out time for 1:1 conversations with technology and business leaders who are ready to run. Whether you're building, scaling, or strategizing, let's discuss. 🎲 Also open to discussing best practices to identify and exploit +EV table games without getting banned 🎲

24

3 Comments

Real time Ai for CCaaS and more with Dialpad

2

A symphony where every section plays its own tune — without coordination or rhythm — results in chaos. But, with the right conductor, everything changes. Enter Salesloft’s Revenue Orchestration Platform. It’s the maestro of revenue generation, ensuring your go-to-market teams and buyers play in perfect harmony.

14

The martech landscape is shifting beneath our feet, and it's time we talk about the elephant in the room: consolidation. Recent data shows net-new software purchases down 17% YoY in 2023. But here's the kicker - expansion deals are up 74% in ACV from 2020 to 2023. What does this mean? CFOs are tightening budgets, but spend more with platforms that help them consolidate elsewhere. We just did that ourselves with Hubspot (sales, sequences, scheduling, invoicing, quoting, marketing etc). You give up a few features, but get major savings and a fully integrated system without a need for endless integrations and workflows. We're seeing this play out in real-time: • HubSpot acquiring Clearbit for data enrichment • Salesloft snagging Drift to bridge web engagement and revenue teams • Maxio spinning off to focus on subscription management and billing The message is clear: integrate or evaporate. Here's why I'm optimistic: 1. This consolidation forces us to innovate faster and smarter. 2. It creates opportunities for those who solve several problems in a single platform. 3. The cream will rise to the top - only the best solutions will survive and thrive. At Metadata, we're doubling down on our approach to tackle multiple marketing challenges in one easy to use GTM machine. It's not just about survival; it's about thriving in this new landscape. This attached chart illustrates the trend: while net-new purchases are declining, expansion deals are soaring - a reminder that the future belongs to those who can provide comprehensive solutions and expand their offerings to existing customers. Source: https://lnkd.in/dVvu_YEy

14

2 Comments

Last Friday, Vinay Hiremath, founder of Loom (USD 900M exit to Atlassian), shared on his blog about leaving Loom, leaving $60M payout, breaking up with his girlfriend, dealing with insecurities, a brief stint at DOGE, and how he is now in Hawaii self-studying physics. I, along with a few founders I know who had substantial exits at a fairly young age (late 20s to early 30s), experienced something similar. Post-acquisition, most of us underwent—and many are still going through—a self-discovery phase largely centered on finding a 'purpose' and determining the best possible use of our time at this point in life. Does it mean taking risks that nobody else can, building more companies, accumulating more wealth, reaching the pinnacle of mental and physical health, building a family, getting involved in social impact, or leaving everything behind to sit on an isolated island? Capital does give you freedom and excessive optionality in life choices, especially if you're still unmarried. However, it is difficult to find your anchor, and most of the time, the abundance of choices becomes overwhelming. I was fortunate to meet a few exited founders who had gone through the acquisition process, and they were kind enough to share what worked for them. In one of my conversations with David Haber, he said: "As entrepreneurs, we build companies, but while we do that, we can't discount life. And life is what happens outside our companies." That thought has stuck with me. Today, three years after exiting Recko | A Stripe company to Stripe, I feel there are multiple ways to make life more fulfilling. It is not just the single-minded, unidirectional professional pursuit, which more often than not is driven by a chase for external validation rather than an internal desire to become better at your craft or to do something that uplifts people around you. Until the time you find that burning desire, restlessness, or drive to pick up the shovel again, take that family trip, get in shape, try something that you always wanted but never could, embrace the nothingness, enjoy the boredom, and keep exploring!

638

35 Comments

🚀 Today, Vendr launched new features focused on pricing transparency, powered by AI and Vendr’s pricing insights. Now, anyone can get instant price estimates for future software purchases, verify current pricing for over 20,000 products, and receive low-price quotes from 100+ Verified Sellers — all for free. Head to vendr.com and check it out!

13

3 Comments

There has been a ton of discussion in GTM communities about a recent study from David Spitz, Founder BenchSights, turns out the cost of growth has increased by 72%. Sam Jacobs, also recently highlighted how growth rates for recurring revenue businesses have been cut in half over the last 24 months from an average of 36% to 18%. Considering the days of zero interest rates are over and fundraising being tied to profitability and strong unit economics, the pressure on GTM leaders to deliver efficient growth has never been greater. B2B customers are increasingly relying on self-directed research and are reluctant to engage with SaaS vendors – (see Gartner - "A sales rep gets roughly 5% of a customer’s total purchase time… https://lnkd.in/g_ec5e_s To drive efficient growth, companies must be intentional in their GTM efforts by targeting their highest quality accounts and ensuring their marketing and sales teams are fully aligned on those. Unfortunately, that's not happening at most SaaS companies we've spoken with. What is the root cause of this issue? 1. The problem starts with the product marketers struggling to do data driven customer research.  The data they need is unstructured and lives in silos throughout the enterprise. 2. This leaves the demand generation leader in a pinch, they have large budgets and massive accountability but lack a deep understanding of which customer segments are driving efficient growth. 3. This leads to missed revenue targets and the sales team being fed with “poor quality” leads that don’t convert.  Worse yet, many of the “closed wons” that we celebrate result in churn twelve months later. How do we foundationally change the paradigm? 💡 We have to start by tackling the ICP problem. By providing GTM teams with nuanced insights into the 20% of the customers driving 80% of the growth, we empower our teams to invest more focus and time with your most profitable ICPs. This increased focus is the right strategy to drive improved execution and more efficient growth. We will be releasing a white paper in the next few weeks that provides more insights into the strategic value of having a data-driven understanding of your ICPs and the specific taxonomies required for ideal customer profile (ICP) analysis.  If you are interested in receiving a copy, please comment below with a “yes please” and we’ll make sure you get a copy. #icps #growthmarketing #GTM #abm #demandgen #CMO #pmm

39

11 Comments