Alison Biggan

Next year, Lightspeed Commerce will exit its teenage years and turn 20. What does that maturity mean? For me, it’s all about shifting from simply a growth mindset to one of profitability. I sat down with Gus Papageorgiou, our Head of Investor Relations and host of the Inside Lightspeed podcast, to discuss this cultural shift, where we’re heading, and how my role as CEO will guide this moving forward. When Lightspeed first started, we were all about seizing opportunities — whether it was moving to the cloud early on, expanding into new markets, or launching payments. These bold moves have driven us to where we are today. Now, as we approach this new chapter, we're putting an emphasis on: - Doubling down on areas where we can truly excel and deliver the most value to our customers. - Making profitability our new North Star and ensuring that every move strengthens our foundation. - Staying true to our core mission: helping SMBs thrive. But now, we’re doing it with a sharper focus on long-term success. Had a great time reflecting on Lightspeed’s past, as well as discussing our vision for the future. Check out the full podcast here: https://lnkd.in/gF3vG-Qn

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Another great commercetools customer success story read below.

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We'll be speaking at Salesforce Commerce Cloud's innovation event in Montreal next week! 🇨🇦 About what exactly? Well, are you a brand currently sitting on Salesforce Commerce Cloud or Lightning and would like to go #headless and/or #composable? Maybe you love the core commerce capabilities that SF affords you, but want to modernize the frontend experience? Maybe you want to add a headless CMS, search or a promotions solution, but are concerned about the amount of integration effort and afraid of the glue code you'll be writing to make it all work together? We’ll talk about how Conscia's low/no code #orchestration platform, #DXO, accelerates your #composable development, reduces your TCO, improves the performance of your customer experiences and future-proofs your tech stack. Modernize your digital experiences without the hassle of replatforming at up to 5X the speed! If you're interested in saving time and money, while future-proofing your stack, we'll see you there!

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How We Booked 240 Demos for our Canadian Client.   (In Just 1 Month) Souqh, a holistic real estate and home service marketplace in Canada. Was grappling with some significant sales challenges.  Their sales processes were complex. And reaching out to home service providers seemed almost impossible. This is where Munzai Solutions stepped in. We introduced a dedicated virtual sales team. That engaged with potential partners and efficiently scheduled demos. We also crafted customized cold call scripts. Highlighting the pricing benefits. And features that would convert leads. And the results?  In just one month, we booked 240 demos.  Leading to: - $2,331.5 in Monthly Recurring Revenue (MRR)  - $2,000 in Annual Recurring Revenue (ARR) This collaboration shows how streamlining sales processes can drive impressive results quickly.  P.S. Want to boost your sales? Book a 30-minute Sales Consultation Call Now! 🔔 Follow Zain Arif for Daily Sales Tips 📌 Book a 30 Minutes Sales Consultation with Munzai Solutions 👇 #Sales #ClientSuccess #Outreach

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So far the ZoomInfo Copilot demos I've done have been 100% amazing feedback. Here's an easy way to check it out. Message me direct if you prefer to meet directly. 📅 Join us for a virtual event on May 30 at 12 p.m. ET to discover how ZoomInfo Copilot is delivering AI for GTM teams at scale. Founder and CEO Henry Schuck and senior execs will explore how ZoomInfo Copilot merges your data with ZoomInfo B2B intel to offer insights on who to contact, when to engage, and what to say across all channels. Whether you're Sales, RevOps, or Marketing — you don't want to miss this. Register now: bit.ly/3QZ6LCw #ZoomInfoCopilot

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Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/eeVWViQz  

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Ready to transform your customer success strategy with cutting-edge insights? Dive into this episode of Scale Your Sales, where Emma Lo unpacks the latest trends in customer success and AI-driven personalization. Emma, the onboard czar at Noibu and leader of Canada's thriving CS in Focus community, shares golden nuggets on predictive analytics, the importance of customer advisory boards, and the true meaning of personalization at scale. You don't want to miss this episode; it's a blueprint for game-changing growth! https://lnkd.in/ehqgZB7R #scaleyoursales #customergrowth #techleadership #technology #AI #sales

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Catie Ivey, CRO of Walnut, recently joined me on The GOATS of Growth to discuss the differences between selling in today's environment versus selling just a few years ago. Of course, as a GTM recruiter, the thing that stuck out most to me was what she says in this clip below about the level of talent required on the go-to-market team when budgets are tight. There's a big difference between great sellers and CSMs and everyone else--and it's never been more apparent. We also talked about: -Creating buyer-centric experiences -Unit economics and KPIs she tracks -Her transition from VP to CRO -Traits she looks for when hiring -Much more Access to the full episode will be in the comments, or just search for The GOATS of Growth online or in your podcast app. Catie, thanks again for joining me! Please follow Catie for more great content.

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Manage your customer returns efficiently on Salesforce with Ascent ERP user friendly RMA process. #CloudERP #AscentERP #inventorymanagement #ordermanagement #customerservice #salesforce

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The Power of Team Building: More Than Just Fun and Games In the fast-paced world of sales, where targets dominate, it's easy to overlook a mission-critical component of success: team building. At Vendasta, we live by "work hard, play hard." Our sales team balances relentless dedication with a vibrant culture that fosters camaraderie and innovation. Can you guess the theme in this picture? These fun days are vital for: - Enhanced Communication: Breaking down barriers for effective communication. - Increased Motivation: Building loyalty and motivation to achieve goals. - Creativity and Innovation: Encouraging fresh ideas and approaches. - Trust and Collaboration: Fostering a supportive, collaborative environment. So, what's the theme of this picture? Drop your guesses below! 👇 #TeamBuilding #SalesTeam #WorkHardPlayHard #CompanyCulture #TeamSpirit #SalesSuccess #Vendasta

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Being in business in Canada is a unique experience with unique challenges. If you're operating here, you really do have to consider those challenges if you want to have success long term. Salesforce has tools to help with this, specifically some of the newer AI tools that can help you identify challenges and opportunities quicker, and cater to regional differences more effectively:

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What does 'Execution Excellence' actually mean? And why are Marc Benioff + Amit Bendov obsessed with it right now? Killer insights from Charlie Moss on how category leaders like Salesforce & Gong are resetting expectations to win despite headwinds!! 💥 “More rigor, more discipline, focused enablement, and a refined GTM strategy are a major part of their approach.” Specifically, Gong is investing in the following: - Greater accountability for the sales team + sales management - Weekly KPIs, weekly results, + monitoring key activities - Tracking every single deal with MEDDIC Achieving 'execution excellence' when it comes to running revenue teams is the WHY behind founding Accord... Ensure rigorous execution across each deal, and translating the winning strategy to the field in a way that actually works for sellers! Including tracking MEDDIC without feeling like homework, automatically updated in your CRM. Sales + CS Leaders using Accord to drive execution excellence understand what it takes for their sellers to win in 2024. Eg, we pulled data across 500+ Opps for a customers at their QBR, and saw: - 28% Win Rate across opportunities without Accord - 56% Win Rate across opportunities with Accord .... 100% increase in Win Rate when using Accord. This market isn’t about doing more with less. Its about doing the right things – consistently.

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➡ Your sales process needs to be repeatable to be successful. This is one of the cornerstones of a great enablement program: how to take the principles and best practices of your wins and make those reproducible across reps and teams. But how can you build that consistency? These are my three tips: 1️⃣ Build your sales process around your buyers 2️⃣ Get buy-in from your managers 3️⃣ Embed it in your managers’ operating rhythms For the full context around each of these tips, read my entire post on The Edge

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Here’s a harsh truth about enterprise SaaS: Nobody really wants to buy your product—or any enterprise software, for that matter. But that doesn’t mean they don’t need it to solve a problem, and it’s your role as the expert of your company and product to clearly communicate the pain you believe your software can alleviate, at the right time, in the right way, to the right people. This comes from having a system in place to guide you during the actual sales process. While the  specific sales engagement will vary between company and industry, the most important thing is to have a process that can be continually improved in pursuit of excellence. Building on my previous discussion with Greylock on how to establish the foundations for GTM excellence, I’ve outlined some of the most frequently asked questions by early stage companies on how they can improve their sales process. Read more here:

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The launch of Salesforce’s Revenue Lifecycle Management has given birth to doubtful market sentiment: → RLM vs. CPQ → no new CPQ advancement → the death of Salesforce CPQ In my opinion, it shouldn’t be a point of debate. RLM is a smart move towards automating and managing the product-to-cash process. It caters to businesses of all sizes and industries, aiming to streamline operations across: → product/service design → price management → contract lifecycle management → configuration, quote, and order management → billing, collections, and revenue lifecycle intelligence Salesforce RLM isn't a standalone product but a suite of offerings designed to address the full revenue lifecycle for a diverse range of customers. This includes: → Salesforce CPQ → Salesforce Contracts → Salesforce Billing → And RLM itself I have written a full article explaining RLM and the operational areas it covers. Link in comments below. #salesforce #salesforcecpq #rlm

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The #1 question we get asked: what exactly is a Revenue Cadence? Revenue Cadences can seem complex. But they’re essential to keeping your team aligned. Watch John Queally, Clari's Director of RevOps, explain what a Revenue Cadence is and why it’s critical for driving predictable revenue.

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Vena Solutions Co-Founder and Chief Solutions Architect, Rishi Grover was invited to Microsoft Canada's headquarters for their AI Summit. Microsoft Unicorn Account Executive, Sultan Akif joined Andrew Stanbridge, Vena VP of Product, for his #ExcelerateFinance session "Vena Vision: Empowering The Future Of Finance - Now​." During this session, Vena Copilot for FP&A was announced and the newest Vena innovations in AI. Andrew also shared other exciting product announcements, was joined by special guests and gave a sneak peek into our Spring Release👀 🔮See what the future holds for the modern finance function👇 💻Watch the full session here: https://bit.ly/3x8ssJw

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Salesforce won’t invest more in CPQ. The market sentiment says so. Since the launch of RLM (Revenue Lifecycle Management), the market sentiment for CPQ has gone down. People are speculating: → no new advancement → differences b/w RLM and CPQ → CPQ as an outdated tool and more. Here’s the most absurd yet believable speculation: In light of RLM, Salesforce will discontinue CPQ in 2-3 years. But all of this may be just that - speculation. There is nothing to worry, yet. Because RLM isn’t ready to use. It is still in beta. I’ve been getting a lot of queries around - how to migrate from CPQ to RLM. My answer - There is no straight forward way. Even if we do, the migration is going to be costly. What do you think about the future of Salesforce CPQ? #cpq #salesforce #salesforcecpq #rlm

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Last week, we kicked off the 2024 #RevOps Workload and Compensation survey with Matthew Volm and Camela Thompson at the RevOps Co-op. While it's calibrating for RevOps, people across operations, Sales, and CS leadership can weigh in. The report will include insights into: - Compensation trends - Workload trends - Sales methodologies - Forecasting methodologies - How deal 1:1’s affect performance - How forecasting processes influence accuracy - How sales methodologies influence outcomes The team I worked with at Consensus (specifically John Cook) produced a similar report each year for the Presales function, and it was amazing to see how people responded to it. It turns out, we're all a little curious about how much we make relative to our peers, what those peers are spending their time on, and where we should focus to have a bigger impact. Those are the kinds of insights I'm hoping to bring to RevOps. If you have 10 minutes and you're in RevOps, Sales Ops, CS Ops, Mar Ops, Sales or CS leadership, take a look. We anonymize the data and anyone who participates will get early readout access to the final results. Help us provide a fresh look into revenue operations! Cody Guymon Brian Kelly Evan Randall Darren Fay Ben Schafer Imran Musaev Anil Somaney Anastasiya Tsed Curtis Hommes Stephen Son Christine Dorrion Caroline Knetsch Meghan Gill Adam Ecevedo Rob Stanger Tim Sedwitz Zackery Hoag Brian Groner, MBA Rex Galbraith https://lnkd.in/gZtc9J5z

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