Andrés Angulo

You achieved product-market-fit...congrats!  Diving into the growth stage of your ScaleUp means facing a new set of challenges critical for growth and scale. One of the most significant decisions you will likely face is entering a new market or segment. Join us June 18th as our GTM experts 🦄Pablo Dominguez, Hilary Headlee, and Travis Kassay share a step-by-step guide on how to approach this seismic decision. They will discuss the essential elements to evaluate and adjust when entering a new market or segment, including: 💡 Market intelligence: Understand the competitive landscape and customer evolution ❗ Customer intelligence: Explore customer needs and behaviors across different segments ✉ Messaging and positioning: Tailor your communication to resonate in new markets 💰 Sales, product, and marketing strategies: Sync your go-to-market strategies with market needs 📈 Demand generation: Implement tactics to generate demand and build a strong lead pipeline Learn more about the upcoming session here: https://lnkd.in/eEKV5VDT

68

3 comentarios

Ready to take your revenue management to new heights? 🎤🏠 Join Becca Madigan from PriceLabs, Alberto Fernández Rodríguez from Lodgify, and John An from TechTape as they share insights on boosting your revenue. The key points: 🧑‍💻 Leverage data-driven pricing: Maximize revenue by analyzing market trends and adjusting rates dynamically. 💰 Optimize pricing: Stay competitive with optimized pricing strategies tailored to market conditions. 📈 Boost profitability: Enhance revenue management skills with actionable insights and advanced tools. Sounds interesting? Secure your spot here: https://lnkd.in/gtgWhnjg #Lodgify #PriceLabs #TechTape #Webinar #DataDriven #Pricing #Profit #PriceLabsforEveryone

54

7 comentarios

🗞️ Weekly #RevOps newsletter just shipped with all the job openings and trends you need to know, here's the 🔥 you'll find inside this week 👇 💼 Jobs 💼 Marketing Operations Manager, Vortexa (Hybrid, London) Senior Digital Marketing Manager, Passport (Remote, Latam) Manager, GTM Systems & Process, Chime (NewYork, US) Marketing Technology Administrator, Justworks (New York, US) Sales System Manager, Gong (Chicago, US) And a lot more where that came from! 🎷🗣️ Featured Event 🗣️🎷 What Is the Future of RevOps? | Oct 29 @ 1pm EST 🤖 🔥 Get it While It's Hot 🔥 How should RevOps scale with your company?🤨  | RevOps AF Podcast with Camela Thompson and Sarabeth Scott Unlock Key Revenue Insights with Revcast’s “Big Book of Great Revcasting, Vol. 2”🤑 | Download the Big Book of Great Revcasting, Vol 2 😍 Anniversary Alert 💐 Celebrating 1 year with RevenueHero. We 💗 u 🎟️ Why should I buy my RevOps AF Ticket RN? 🎟️ It's going to be an incredible event with amazing minds in the RevOps community. (Plus prices increase on November 10th by 28%) 😱 🎙️ RevOps Reflections 🎙️ Top RevOps tools in 2024 to avoid bloat in your tech stack🛠️ | RevenueHero 7 Salesforce Territory Management Best Practices to Get Ahead🌎 | Traction Complete 7 Guiding Principles for Effective Account Planning in B2B Sales🥸 | BoostUp.ai Damn . . . 7 was a popular number this week. 🧵 Top Threads 🧵 Connector to Hubspot Data💰 (28 replies) Expansion ARR vs maintaining GRR 🤝 (16 replies) Preferred Dialer? 🧐 (16 replies) 😔 Feeling glum? 😔 Because you didn't see this marvelous piece of content in your inbox this morning? Fear not, as there's a simple fix to turn that frown upside down 👇🏻 Join the community for * FREE * at www(dot)revopscoop(dot)com 🔗 #revops #revenueoperations #salesops #salesoperations #marketingops #marketingoperations #mops #sops #csops #cxops #gtmops #alltheops

9

2 comentarios

I had the pleasure of hosting Nitya Fajardo Vila for our DealHub.io INBOUND keynote session The Quote-to-Revenue Revolution: Optimizing Your Sales Stack, and here are a few key insights if you were not one of the 400+ attendees in the room: 1️⃣ Streamline Your Sales Process for Maximum Efficiency An optimized sales stack can revolutionize the entire quote-to-revenue process, highlighting the importance of removing friction points to enhance speed and accuracy. Every stage, from proposal generation to closing, can be supercharged with the right tools. 2️⃣ Customization is Key Tailoring your tech stack to fit your unique business needs is a major theme. There’s no one-size-fits-all solution, and the right combination of tools can significantly impact the way your sales teams engage and close deals. 3️⃣ Data-Driven Decisions A critical point in fine-tuning your sales strategy. Leveraging real-time insights can help teams stay agile, adjusting tactics to drive better outcomes. 4️⃣ Seamless Integration is Essential The future of sales is all about integration. The more seamlessly your tools work together, the more visibility and control you’ll have across the sales process—leading to better outcomes for your business. 🌟 The key takeaway? A well-optimized sales stack isn't just about efficiency—it's about empowering your teams to close deals faster and more effectively, while providing a better customer experience. Thank you Nitya for sharing your knowledge and experience with us! We are big fans of Factorial and love working with you. And a thank you to HubSpot for giving us the stage and being part of this great partnership. #INBOUND24 #SalesStack #RevOps #SalesOptimization #QuoteToRevenue #SalesEfficiency #TechStack #DealHub

365

32 comentarios

Your tech stack should impact your KPI’s In #RevOps, the tools we choose have a direct impact on our KPIs, yet, too often, there’s a gap between the tools we invest in and the results they’re meant to deliver. Recently, I had a conversation with Rouel Agustin about Cybrary's decision to implement Sweep as their lead routing tool. Initially, cost was a significant factor – understandably a key KPI for any RevOps team. However, what truly stood out was Rouel’s revelation: they hadn’t realized the potential for such a dramatic improvement in #speedtolead. The impact on their business was immediate and far beyond the savings of a cheaper tool. We all understand the importance of responding to leads quickly to increase conversion. Yet, it’s easy to believe this is about technical debt or human factors, overlooking the role our tech stack plays in enabling processes. Measuring the effectiveness of RevOps isn’t straightforward. What defines "good" RevOps can be elusive. Invest in your tech stack buying process, understand what the impact is- and keep your vendors accountable for that- be Rouel ❤️ The full case study is linked in the comments.

25

1 comentario

Delay any upselling tactics until the user has gotten their initial value from the product. In this clip from our latest GTM Spotlight podcast episode, catch this and many more tips on onboarding users for PLG and self-serve products with Clara de Lima, Growth Product Lead, PLG and GTM Strategy at Carta. Key Takeaways: - Personalizing onboarding journeys with the user’s jobs-to-be-done - Leveraging your product for upselling strategies - Building trust with customers and driving value - The importance of analytics in growth marketing - The skills to-be growth marketers need Explore even more of Clara’s growth marketing toolkit through the link in the comments below. #growthmarketing #revenueenablement #productledgrowth

8

1 comentario

Nativo makes it effortless to connect your content strategy with measurable results. From planning to execution, scaling, and measurement, we've got you covered. Ready to elevate your content game? Click here 👉 https://bit.ly/4373uWz

13

Ep. 129 - Scaling SaaS: Shifting from PLG to Enterprise The transition from product-led growth (PLG) to an enterprise sales motion is a strategic shift that many SaaS companies are making in order to accelerate growth and enhance profitability. This transition is driven by a variety of factors, including the need to scale, reach new markets, and meet the evolving needs of customers. In this episode of the SaaS Backwards Podcast, we had the pleasure of hosting Juan Jaysingh, founder and CEO of Zingtree, an AI-enabled customer experience automation platform. Juan provided insights into why and how his company made the shift from a PLG model to an enterprise sales motion, emphasizing the need to focus on large enterprise customers who benefit the most from Zingtree's complex, no-code workflow solutions. In our conversation, Juan detailed the challenges and organizational changes required to make this transition, including adjustments in personnel, product development, and customer service. Juan's experience and insights provide valuable lessons for CEOs, CMOs, and other professionals in the SaaS industry looking to understand the challenges and strategies involved in transitioning from a product-led growth model to an enterprise sales motion. Key takeaways from this episode: ◾ Challenges and considerations for SaaS companies transitioning from PLG to enterprise sales ◾ How to improve customer experience by providing SaaS solutions that can be implemented quickly and show immediate impact ◾ How Zingtree incorporates AI into its platform to enhance customer support workflows and provide relevant information to agents https://lnkd.in/gMDqy7zg

1

Day 2: Define the Right Metrics for Each Funnel Stage Daily GTM Tip #2: Tailor Metrics to Each Stage of Your Funnel This is the second tip in our 5-part series on GTM metrics for SaaS startup founders and marketers. Today, we’re diving into how to define metrics based on each stage of your funnel to optimize your GTM efforts. In SaaS GTM, one-size-fits-all metrics don’t exist. You need to define specific KPIs for each stage of your funnel: • Top of Funnel (TOFU): Focus on awareness metrics like website traffic and content engagement. • Middle of Funnel (MOFU): Track lead conversion rates and demo requests. • Bottom of Funnel (BOFU): Measure sales velocity and close rates. Aligning your metrics with the funnel stage helps you understand where prospects drop off and where to focus your efforts. Pro Tip: Don’t ignore the middle of the funnel—it’s where the most valuable insights often lie. #GTMStrategy #SaaSMarketing #FunnelMetrics

1

A comprehensive Sales Enablement Playbook should contain at least three sections: ✔️ Your value proposition ✔️ Your target buyers ✔️ Your plays Are you a founder who needs to build out your sales playbook? Use Next47’s Go-To-Market Partner, Wikings Marcelo Machado’s guide, and follow the step-by-step breakdown. There’s also a downloadable template to get you started. This playbook will be your sales team’s compass. Start building it here: https://bit.ly/3UeK5ij

16

📢 Newsletter 28 is live! Dive into our latest insights on creating messaging your sales team will use, featuring Sheena Vega, our Director of PMM at Olivine. 🚀 In this edition, Sheena draws from her extensive sales and B2B SaaS background to tackle a persistent challenge: crafting effective messaging that resonates with sales teams. Having walked in the shoes of sales professionals, she understands firsthand the frustrations of receiving marketing materials that miss the mark. Key Highlights: 🎯 Prioritize building strong relationships with your sales org—it's foundational. 🎯 Understand your sales team as deeply as your customer personas. 🎯 Develop core value propositions rooted in real customer pain points. 🎯 Invite top-sellers into your messaging development process for invaluable insights. 🎯 Use customer testimonials to inform and inspire your messaging. 🎯 Keep it simple! Clear, concise messaging cuts through the noise. 🎯 Collaborate closely with sales leadership for effective messaging training. 🎯 Measure, optimize, and share results to drive continuous improvement. Click the link in the comments to read the full newsletter and subscribe for more actionable insights on product marketing and growth! Join the conversation below with your own tips on creating sales-friendly messaging. We’d love to hear from you! #ProductMarketing #Sales #OlivineMarketing

16

1 comentario

Are your partnerships truly aligned with your B2B SaaS sales funnel? One element to creating a robust sales funnel for your brand is to make sure that you are diversifying the partnerships types that you're working with. In today’s B2B SaaS affiliate marketing landscape, publishers can engage your target audience at every stage of their buying journey. A well planed partnership recruitment strategy should give you a road map to diversify partnership types to effectively reach new customers whether they’re researching to buy soon or ready to buy now. The Partner Agency Matt Frary Jessica Spear Patricia Kotchick Jones Erin Beckstein Brandon Melton, LC Orlando -OG- Guerrero Petit #B2BSaaS #Partnerships #SalesFunnel #GrowthStrategy #LeadGeneration #growth #business #B2B #success

2

Ep. 131 - Scaling SaaS Companies: SEO Strategies, ICP Expansion & Product Marketing Listen, assess, plan, execute, iterate. This week’s podcast guest Janet Jaiswal outlines these as the essential steps in developing and implementing successful marketing strategies in the SaaS industry. Janet Jaiswal is Blueshift's Global VP of Marketing and has 20 years of experience in B2B SaaS marketing, working with companies like IBM, eBay, and PayPal. In this episode of SaaS Backwards, she discusses her expertise in scaling companies through effective go-to-market strategies and the importance of process, technology, and skill sets at different stages of a company's growth. In our conversation, Janet provides insights into the relationship between SEO and content marketing, the importance of identifying and refining the Ideal Customer Profile, and the critical role of product marketing in driving alignment between marketing and product management. Overall, this episode provides a comprehensive look at the strategies and tactics that SaaS marketing leaders can use to drive growth and enhance profitability for their organizations. Key takeaways from this episode: ◆ The changing landscape of search engine algorithms and the importance of prioritizing content that conveys value quickly ◆ The challenges and opportunities of ICP expansion and insights into the process ◆ Why product marketing is crucial when scaling a SaaS company https://lnkd.in/gQa32PJR

15

15 comentarios

Ready to dive into the 2024 B2B SaaS Benchmark Report? Join Benchmarkit, Maxio, and Mosaic this Wednesday for our deep dive webinar! 📅 Date: Wednesday, August 7th 🕒 Time: 9am PT | 12pm ET 🔗 Register with the link in the comments In this webinar, we'll deep dive into our recently published benchmark report and surface key industry benchmarks, actionable insights, and trends that will help you drive growth and stay ahead of the competition. Whether you're a finance leader, founder, or part of a SaaS team, this session is packed with valuable data and strategies tailored just for you. What you'll learn: 🔍 Critical SaaS metrics and how they compare across the industry 📈 Aggregate benchmarks from 1,000+ peers in the B2B SaaS space 🚀 Proven strategies to optimize your financial performance Don't miss out on this opportunity to gain competitive intel from our experts. Secure your spot today! #B2BSaaS #SaaSBenchmkarks

15

3 comentarios

GTM teams struggle to understand how teams use their products. They don't know which features they're using, where they're struggling, or when they're ready to upgrade. That’s where Amplitude & HubSpot come in. Learn how we're helping teams prioritize leads and close more deals:

4

The best companies find a way to grow very fast. When an org has terrific PMF today they can get to $100M in ARR very quickly. We've seen a number of examples of this over the last few years. Ramp, Deel, Wiz, Slack. They basically combined PMF with some form of a PLG motion. That created this idea that the way to grow quickly was to develop a PLG motion. But it doesn't work for most companies because they don't have strong PMF. Winning by design introduced this concept in their recent paper called AILG. Or AI led Growth. Will it help the best companies with PMF - sure. Will it be a silver bullet for everyone - unlikely. It'll probably just create more problems than it solves. When you're trying to figure out positioning, targeting etc you probably want a human in the mix. Once this is dialed maybe then AI helps you to scale exponentially.

1

There’s a way to approach HubSpot when it comes to getting your RevOps strategy “revved up”, and there’s a certain science behind it – it’s not just flipping a switch. Take a closer look at the practicalities of implementing RevOps within the HubSpot ecosystem. #RevOps, #revenueoperations, #RevOpsHubSpot, #HubSpotRevOps https://hubs.ly/Q02vNzkR0

6

Outbound, Inbound, or ABM: What's the best strategy for your B2B SaaS company? 🤔 Let's break it down - Outbound: ➡️ Casts a wide net via cold outreach ➡️ High volume, lower personalization ➡️ Shorter sales cycles ➡️ Better for companies with broader appeal Inbound: ➡️ Attract prospects through valuable content ➡️ Builds brand authority and trust ➡️ Long-term strategy with compounding results ➡️ Cost-effective for generating qualified leads Account-Based Marketing (ABM): ➡️ Laser-focused on high-value accounts ➡️ Highly personalized, lower volume ➡️ Longer sales cycles but potentially bigger deals ➡️ Ideal for complex, high-ticket SaaS solutions So, how would they work together? Consider these factors: 1️⃣ Your average deal size: Higher value = ABM advantage 2️⃣ Sales cycle length: Longer cycles benefit from ABM & inbound 3️⃣ Target market size: Smaller, more defined = ABM. Larger, diverse = Inbound/Outbound 4️⃣ Resources available: ABM requires more upfront investment 5️⃣ Customer lifetime value: Higher CLV justifies more focused approaches It also doesn't have to be either/or! Many successful SaaS companies use a hybrid approach to supplement any inbound marketing efforts, applying ABM to their highest-value prospects while using traditional outbound for broader reach. How are you balancing these strategies is your SaaS marketing mix? Share your approach with us! ⬇️ #ABM #OutboundMarketing #B2BSaaS #SalesStrategy

7