Ryan Ing

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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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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Enterprise Salespeople - just a friendly push (from someone who isn't impacted by your results but wants you to kick ass) May & June - time to fine-tune  😎 If, on average, you have a 6 + month sales cycle - hopefully you rested up this long weekend.... It's GO time! Any Discovery Calls booked inside what's left of May & the month of June have a shot to close by Calendar Year End. Factor in some down time in July & August & December. This is when you want to: 🚀 review and own the heck out of next steps with ops inside your CRM 🚀work with marketing to provide timely and intelligent collateral for each stage gate of your ops 🚀ensure that decision makers are identified and introduced 🚀hammer away with your sales leader/founder the key accounts and get support 🚀build plans with your champions to get these deals to their natural close 🚀understand how market forces/head winds/corporate budgets etc might create a sense of urgency for prospects Good Luck & Go CRUSH Your Quotas - like only you can!!! AND make sure you have some personal activities for growth inside your daily calendar!!! That part is always non-negotiable!! If I can help - happy too! startupsalesgrowth.ca #sales #saas #saassales #founders #startups #startupsales #proptech #realestate #enterprisesales #ae #bdr #salesteams #salesculture #salesprocess #salescycle #salesstrategies #salestips #quotas #salesquotas #revenue #salesleadership #salespeople #worklifebalance #marketing #salesandmarketing #mentalhealth #salesprospecting #crm #nextsteps #coaching #b2b

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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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HIRING NOW: ENTERPRISE & COMMERCIAL AE - SaaS - Automation - $ALES & MARKETING account signals and insights SaaS tool 💸 Commercial Account Executive: $125k base 50/50 split - $1m quota 💸 Enterprise Account Executive: $150k base 50/50 split- $1.2m quota Actual inbound leads - $20k - $500k deal sizes - 6 months sales cycle You keep account in your book of business for upsells while CSMs are responsible for renewal #seriesbstartup, working under one of our longer term #vpofsales who JUST started - you must have experience - at an earlier stage org of less than 200 employees - selling a complex solution - ideal experience selling into #gtm #salesleaders or desire to Selling into other SaaS orgs! work with clients like GitLab Notion MongoDB and MORE - providing insights on how their #gtm can do more with less, and make more $$ In a world of tech, where everything is connected it is more possible than ever before to build connections between your current clients, and your ideal prospects This solution combines Sales, Marketing, Community and Operations and uses AI to enrich, score and analyze intent - $ignals are one of the most important aspects of monitoring what is working, and the best way to target, support and optimize every account. An ideal rep understands sales strategies including #productledgrowth and #productledsales MUST BE HUNGRY, LOVE BUILDING PROCESSES and have experience working in a startup get on my schedule! 206 747 9724 #accountexecutive #commercialaccountexecutive #enterpriseaccountexecutive #gtmsaas #gtmsales #salesjobs #salescareers #bestfootforward #softwaresales #saassales #salesdevelopment

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Happy 4th American friends 🇺🇸... for my fellow Canadians in SDR land here's some things I often find are a good use of time on a day like today: - Draft personalized emails - Find and/or research accounts and prospects - Sequence prospects - Self enablement/study - Admin work/reporting - Cold call/disco call role plays - Cold call/disco call game tape - Tweak chatGPT prompting for pmails/account research/etc - Prospect into your Canadian/EMEA/global accounts Also use the time to breath. Go slow today so you can go fast the rest of July. Food for thought. #sdr #salesdevelopment #sales

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Why is 60-70% of SDRs missing quota? It's because their leadership is failing them. I had the pleasure of interviewing Sara Storm on the SDR Hire Podcast - a tenured SDR and Revenue leader with multiple successful teams behind her, countless lectures and trainings delivered. Sara has a very unique, no BS approach to sales and SDR leadership. In this episode she shared: • What's the current state of the SDR/BDR role • Why sales leaders are failing their sales teams AND their customers • How can SDRs take ownership of their careers?! • Should you even be in an SDR role? • How she used to close 7/10 cold calls she'd make Here's the full episode: https://lnkd.in/eCANhKGu Sara thank you for sharing your expertise and holding sales leaders everywhere accountable! Hope you all enjoy and subscribe! #sdr #bdr #salesdevelopment #techsales #career

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Working remotely has incredible perks, but sales teams face some real hurdles, too. With fewer in-person check-ins, keeping everyone aligned can be challenging. That’s where tools like the HubSpot-Aircalls integration come in. For instance, SmartFlows allows remote teams to route calls to the right rep every time, regardless of location, language, or time zone. Imagine a VIP client always reaching their account manager or getting top-priority routing. That’s the type of precision remote teams need. How is your team handling communication gaps? Comment below. 👇 #RemoteWork #CustomerSuccess #SalesTools #Hubspot #Aircall

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In a year marked by economic uncertainty and shifting market dynamics, Lightspeed’s 2nd annual Sales Benchmark Report dives deep into the data to uncover how startups are navigating sales challenges in 2024. Surveying 154 companies across its portfolio and network, Lightspeed identified critical trends from rising revenue attainment and the rebound in sales quotas to the challenges of deal slippage and AI adoption. This year’s report provides actionable takeaways for startup founders and sales leaders looking to refine their strategies and stay competitive. #business #techstartups #aistartups #softwarecompanies #enterprisesales #organizationalleadership #salesleadership #salesmanagement #salesstrategies #saasstartups #saasbusiness #saassales #saascompany #saasproduct #saasgrowth #productmanagement #businessstrategy #growthstrategies #gtm #gtmstrategy #gotomarket #saasbenchmark #productmanagement #monetization #growthstrategy #growthhacks #saas #benchmarkreport #salesbenchmark #researchreport #sales2024 #2025outlook #2024trends #2025vision #salesmetrics #saasmetrics #marketresearch #growthstage #expansion #growthmetrics #annualreport #keymetrics #futuretrends #startupfounders #founders #entrepreneurs #scalingup #marketanalysis #stateofindustry #growthrate #b2bsales #businessvaluation #revops #revenueleadership #gtmleadership #revenueenablement #revenueoperations #salescycle #revenuestrategy #revenueperformance #revenueintelligence #scalingup #scalingbusiness #scaleyourbusiness #salessuccess #saleseffectiveness #salesperformance #researchreport #startupchallenge #startupgrowth #startupstrategies #startupsuccess #earlystagestartups #startupjourney #startup #freereport #ai #artificialintelligence #genai #aitools #aiadoption #aideployment #salestrends #startupecosystem #vc #venture

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Most sales people who try cold calling are unsuccessful - fact Messaging is a key part of being successful with cold calling - fact Most sales people are equipped with bad messaging - my opinion It’s like using bad tires and expecting to win a nascar race. Bad messaging looks like this: -We are the best in this category. -We have 10 megatons of data or any quantity of anything. -CROs come to us when they need help with growth. -What’s top of mind for you in 2025? If companies want to be successful with cold calling they need to bring their A game with every aspect. That begins with messaging. Did you like the messaging they gave you? #sales #coldcalling #messaging

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Quick visual you can plop into your BDR Slack channel this morning ⤵️ Super simple process in Sales Nav to build a quick "referral ask" list. 1. Populate your target companies in the "current company" or "account" field. 2. Filter this list through a pre-made list of happy current customers. See what you get. See how you can network with that list, and if your current customers wouldn't mind making an intro/giving some great feedback to your prospects that they know!

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Outsourcing SDRs? Don’t fall for: - A promise of X amount of meetings/month - X amount of dials and emails they promise to send out - Their email + call messaging skill Outsourcing has a bad stigma because there are so many companies looking to get quick money from clients with weak results. What to look for instead: - A team who understands they need to test messaging and help you make pivots to your ICP - Shares their sequence strategy - Shares their email and call messaging - Shares the tech they use - What they do to avoid ending up in a spam inbox and hurting your domain health - Builds your target/ICP lead list with you - Sends weekly reports on progress - Gives you access to their SDRs so they feel like they’re part of your internal team This is when outsourcing is worth it ⬆️ #outsourcing #sales

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Is Your SaaS Business Leaving Money on the Table by Ignoring Rate Limits? When scaling your service, rate limits aren’t just an afterthought—they’re a must. Too many businesses miss this step early on, and it costs them. Why should you care? Without rate limits, you’re paying for extra calls, whether they’re to internal systems or external APIs. Each unchecked call eats into your bottom line. Plus, storing frequently fetched data in a table can cut redundant calls and save time, budget, and server load. stories of fractional CTO. #SaaS #TechStrategy #RateLimits #CostEfficiency

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Each month I highlight the Lightspeed DMS release documents. These outline new features and fixes. Here is what is going on in November. LightspeedDMS 2024.11 R2 Release Notes: - Lightspeed has partnered with Paystand to provide more flexible electronic payment options for managing monthly Lightspeed invoices. - Google authentication is now available for communication accounts, allowing users to authenticate their email accounts. - Several mobile app enhancements were made, including the ability for technicians to add miscellaneous parts to repair orders and send click-to-pay links from the sales module. - Improvements were made to the speed of finalizing sales deals with a large number of major units. - New functionality was added to attach documents to vendor records and invoices in the accounts payable module. - Various bug fixes and minor enhancements were made across the Lightspeed DMS system. Overall, this release focuses on improving payment flexibility, mobile functionality, sales workflows, and accounting capabilities within the Lightspeed DMS platform. Full documentation attached. Click on through... #Powersports #Marine #RV #Lighspeed #LightspeedDMS

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Master the “Law of Averages” and see your sales outcome improve drastically! Lets take an example: For every 45 attempts, she gets 15 conversations, 5 presentations, and lands 1 sale. This data-driven approach helps her identify unlikely leads FAST, boosting her conversion rate. The takeaway for SaaS (and beyond): Numbers matter: Track your calls, presentations, and conversions. Persistence pays: Rejection is a stepping stone, not a dead end. Quality & Quantity: Both are key! High interactions + focused effort = success. This will help you to: ➡ Predict sales performance ➡ Target qualified leads ➡ Refine your sales training ➡ Sales isn't just a numbers game, but data empowers your human touch! How do you use data in your sales approach ?

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Sales leaders don’t need more processes, tools, and teams—they need agentic AI to unlock insights they’ve been sitting on. We see it every day, as teams use Landbase. Improve your Go-To-Market Efficiency with Landbase.

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How to source, and hire top SDR candidates: Here are my 3 takeaways from my conversation with Chris Ritson on how to build a High-Performing SDR Team (Part 2) on the SDR Game podcast: 1. Take Full Ownership of Hiring SDR leaders should manage the hiring process themselves, not just rely on talent acquisition teams. Be deeply involved in defining roles, interviewing, and decision-making. Regularly communicate with your recruitment team to keep candidate profiles and efforts aligned. 2. Use Strategic Sourcing Use both inbound and outbound strategies to gather a diverse and qualified candidate pool. Combine HR-optimized job postings with personal outreach to potential candidates from similar industries. Also, encourage referrals and network to connect with potential hires proactively. 3. Maintain a Strong Talent Pipeline Treat recruitment as an ongoing process, similar to a sales pipeline. Regularly interact with potential candidates, keep them informed about your company, and maintain a "hot list" of top prospects. Work closely with recruitment agencies to ensure they understand your needs and can attract high-quality candidates. --- Support and watch the episode: 1) Like this post! 2) Watch here: https://lnkd.in/dXnQPH_8

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Sales at an early stage startup is a grind. I'm building sales motions at both Savio Technology Inc and SalesMVP Lab right now. Prospecting every day. Testing out new messaging. Testing out new segments. Creating targeting lists. Scaling up our email infrastructure so we can reach out to enough folks without getting caught in spam. Figuring out which infrastructure is worth it. Testing different sending tools. Figuring out when to use AI for scale vs not. Running sales cycles. Figuring out the sales process. Testing out pitches. Structuring demos. Deciding whether we need a managed trial step or not. Kareem Mayan is doing a ton of marketing and SEO at Savio. Running cycles. Onboarding new customers. Working on product. Ryan Stocker is running cycles. Working on product and engineering. And it made me realize that I don't think many technical founders really understand what it takes to get a sales motion off the ground. You are fighting inertia. Nobody knows you. You constantly have to put yourself out there every day. Most founders I've talked to are waiting to be found... It's hard for only 3 people to pull the bus. The hardest part is getting it to move. Once it starts moving, you can pick up pace. But you need to expend a ton of energy at the start to get that bus moving. Probably 10x more than what you are doing now. -- 👋 I'm Dan, Founder @ SalesMPV Lab. 🔔 Hit "Follow" for more on sales & startup-building. ⚙️ I help technical founders learn sales.

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