Ricardo Saltz Gulko

The LAST and BEST installment of our #ABMEFFECTIVENESS study. Key Area No. 4 - Revenue Productivity, THE MOST IMPORTANT METRIC, and the main reason why #CROs embrace and support #ABM. In our study, we found that accounts with an ABM treatment showed higher revenue productivity. They had more opportunities, booked more revenue, had a higher closed opportunity value (bigger deals), and had a higher opportunity value conversion percentage (they closed more of the deals) versus accounts with no ABM treatment. During the study, on average: The ABM accounts had 172 opportunities created, versus the non-ABM accounts at 63. Nearly 3X!!! The ABM accounts Avg. Total Opportunity Value was $7.75M versus the non-ABM accounts at $2.46M. Over 3X!! The ABM accounts had 69 Closed/Won deals versus the non-ABM accounts had 13. Over 5X! The ABM accounts had $3.49M in closed revenue versus the non-ABM accounts at $774K. Over 4X!! How did we get these results? We invested ~$10K per ABM account and created highly custom value propositions and messaging based on the company and the target audience(s) within the company. We pushed this messaging to the targets via custom social/digital ads, email, direct mail, webinars, and events. Want more details? Reach out to me. I'm happy to share how we designed our ABM Program to deliver these amazing results. Thanks to all the partners who have helped over the years. HUT 3 Draup Salesforce Folloze Uberflip | A PathFactory Company LinkedIn Adobe Marketo Sendoso Momentum ITSMA PipelineIQ Reachdesk 6sense Demandbase and for the amazing Marketing Leaders who have empowered me, especially Kathi Kaplan.

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I am drafting the strategic goals for Y2025, which aim to deliver even more value to our enterprise customers. Every day, I am grateful that they trust us and prefer to be together in this life transformation journey. It's a huge responsibility to provide a service that not just meets the requirements but exceeds the value-for-money expectations. While meditating on the goals, I think about an expression my friend once told me. It was very useful advice. "Never set goals in terms of money, only in terms of what they should do. Money is just a result that shows whether you have the right goals." Money shouldn't be a goal for the value-for-money concept. The key word is value—so simple but true.

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Cost-Effective Outsourcing Models for DACH Enterprises Rising labor costs and increased competition are pushing DACH businesses to adopt outsourcing as a key strategy for efficiency and scalability. In this article, we cover: ✅ The three outsourcing models ✅ The benefits of each outsourcing models ✅ Key challenges and practical solutions Discover how outsourcing can help your business stay competitive without compromising your standards. 👉 Read the full article here: https://lnkd.in/gq5eidgN #OutsourcingStrategies #DACHBusiness #TheAmihanWay #PhilippinesOutsourcing

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🌟 Proud to share our recent article on the Sphera Customer Summit in Frankfurt! This event was a fantastic showcase of our strong presence and commitment to the European market. It was inspiring to see the energy, innovation, and connections that emerged as we engaged with industry leaders and customers. Read more about the summit highlights and our vision for the future in Europe! #SpheraCustomerSummit #Europe #supplychain

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Digital transformation is more than just a buzzword—it’s the foundation for driving growth and staying competitive in today’s rapidly evolving landscape. At Docusign, we’ve been exploring what this means for businesses across Europe, and the insights are clear: the UK and Ireland are stepping up to the challenge. Our recent Digital Maturity Report 2024 highlights some interesting trends. The UK and Ireland are leading the way in cybersecurity, with 40% of businesses planning to boost their investments over the next year. This focus on security isn’t just about protection; it’s about creating a foundation that allows innovation to thrive. When teams feel secure, they’re more likely to experiment with new technologies, driving the kind of progress that keeps businesses competitive. However, there’s still a gap between recognising the potential of AI and actually capitalising on it. Despite 52% of companies feeling prepared to embrace AI, only 32% are planning to increase their investment. This hesitation is understandable—security and data privacy concerns are top of mind—but it also signals a missed opportunity. Overall, 66% of employers believe there's a skills gap in their organisation, yet only 41% of businesses say they are empowering current staff to upskill in an attempt to combat this. For leaders in the UK and Ireland, this is a call to action. We need to ensure that our teams have the resources and confidence to explore new technologies, while also addressing the very real concerns that come with them. The journey to digital maturity is ongoing, and it requires us to lead with confidence, embrace change, and empower our teams. Explore the detailed findings and guidance in our Digital Maturity Report 2024 ➡ https://lnkd.in/emXsmhqz #DigitalTransformation #AI #Cybersecurity #EMEA #Leadership

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Through conversations with #ProfessionalServices CEOs around the world, we’ve compiled five key learnings for first-time CEOs. Discover them in this article for The CEO Magazine Global, written by our own Puneet Kalra, Daniel Cullen, and Nicolas Schwartz. https://lnkd.in/eeBHS5ge

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TEI Study findings and implications featuring Forrester on May 21st featuring Steve Siegel and Dr. Bernhard Schaffrik and Jan ten Sythoff - This will a great one with some meaningful takeaways in terms of the ROI of automation and strategic value when combined with orchestration: https://lnkd.in/gNNSntjs #intelligentautomation #genai

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"Fundamentally, it's very important to get engaged... Companies that invest are more likely to reap the benefits and become more mature leaders in digital transformation," says German Soto, our Chief Strategy Officer, on Digital CxO's podcast. German discusses how digital transformation can augment the customer experience, and why engaging doesn't just mean investing huge sums of dollars, but creating an entire ecosystem of digital support for businesses. Listen to the episode. http://spklr.io/6046SVKA #DigitalTransformation #CX

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Companies need to integrate #AIapplications into internal processes in order to remain competitive. Many teams fear that this technology could also have a negative impact on the world of work. How can managers boost confidence in #AI? German Managing Director Ann-Kathrin Sauthoff-Bloch spoke to Industry of Things about this. Read more in German here >> https://lnkd.in/dhk3ehkv

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Journey-centric companies see higher revenue, lower costs, and happier customers and employees. How do you get started? VP and Principal Analyst Joana de Quintanilha explains on this week’s #ForresterPodcast.

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Our CEO Georg Ell recently joined Florian Faes, MD Slator for an interesting conversation about the changing dynamics of language technology. Tune in to SlatorPod episode #213 to hear Georg’s thoughts on the accelerating adoption of generative technologies and AI and how they are reshaping business models and commercialization strategies. "I think that multilingual generation of source actually creates a bigger imperative for solutions like ours rather than a lesser one." - Georg Ell 🎧 Listen to the full podcast: https://lnkd.in/eNjbxTaR Key Takeaways: - Generative AI & Hyperautomation: The adoption of generative AI technologies is not just enhancing translation quality, it's crucial for enabling hyperautomation, hyperpersonalization, and hyperscale. - Enterprise-Grade Solutions: The demand for robust technology to generate multilingual content at scale remains strong. Phrase’s latest innovations are tailored to meet these needs effectively. - Next GenMT: Introducing Phrase Next GenMT, combining OpenAI's GPT-4o with Phrase’s MT engine to boost translation quality and efficiency. - Quality Assessment: Phrase’s AI-driven Language Quality Assessment capability assists linguists in significantly reducing costs and time spent on quality checks. - Platform-Centric Approach: Evolving into a platform-centric business, Phrase offers a comprehensive suite of capabilities and a flexible subscription model. - Strategic Partnerships: Phrase continues to foster strategic partnerships with major LSPs and technology partners to deliver comprehensive solutions and reinforce its ecosystem-first approach. #ai #automation #partnerships

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Automation is also reaching sales teams - and not only the sales world has been moving from transaction (now mostly automated) to solutions (a good target for GenAI) for the last few years, now we are going to the Value Capture Sales. By listening the forecast, I recognize in them the best sales people I interacted with - a 360 view of sales bring not only results, but long-term value for all involved. Great podcast! #INSEADKnowledge #INSEAD #leadership #strategy

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𝗥𝗲𝗰𝗼𝗴𝗻𝗶𝘇𝗲𝗱 𝗯𝘆 𝗔𝗻𝗮𝗹𝘆𝘀𝘁𝘀, 𝗧𝗿𝘂𝘀𝘁𝗲𝗱 𝗯𝘆 𝗢𝘂𝗿 𝗣𝗮𝗿𝘁𝗻𝗲𝗿𝘀 𝗮𝗻𝗱 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀! In an era where customer expectations constantly evolve, businesses need agility and innovation to stay ahead. Choosing a partner that equips you with the right tools to scale is crucial for navigating market changes. We are thrilled to announce that 𝗦𝗽𝗿𝘆𝗸𝗲𝗿 𝗵𝗮𝘀 𝗯𝗲𝗲𝗻 𝗿𝗲𝗰𝗼𝗴𝗻𝗶𝘇𝗲𝗱 𝗮𝘀 𝗮 𝗟𝗲𝗮𝗱𝗲𝗿 in the 𝟮𝟬𝟮𝟰 𝗚𝗮𝗿𝘁𝗻𝗲𝗿® 𝗠𝗮𝗴𝗶𝗰 𝗤𝘂𝗮𝗱𝗿𝗮𝗻𝘁𝗧𝗠 𝗳𝗼𝗿 𝗗𝗶𝗴𝗶𝘁𝗮𝗹 𝗖𝗼𝗺𝗺𝗲𝗿𝗰𝗲, 𝗽𝗼𝘀𝗶𝘁𝗶𝗼𝗻𝗲𝗱 𝗳𝘂𝗿𝘁𝗵𝗲𝘀𝘁 𝗼𝗻 𝘁𝗵𝗲 𝗖𝗼𝗺𝗽𝗹𝗲𝘁𝗲𝗻𝗲𝘀𝘀 𝗼𝗳 𝗩𝗶𝘀𝗶𝗼𝗻 𝗮𝘅𝗶𝘀! With Spryker, businesses can respond swiftly to changing needs, deploy solutions seamlessly, and capitalize on new opportunities, all while navigating today's fast-paced digital landscape. Let's discuss how we can be the right fit to support your goals - reach out to learn more! Download the 2024 Gartner Magic Quadrant™ here: https://hubs.li/Q02XNtyM0

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🌟 Transforming Work with Generative AI: Insights from Phocuswright Europe 2024 🌟 At this year's Phocuswright Europe conference, the focus on #GenerativeAI shifted from speculation to tangible benefits. Panelists Adrian Lopez Villa from Flight Centre Travel Group and Rob Francis from Booking.com. highlighted how AI revolutionizes productivity. 🌐 ✈ Instead of replacing jobs, AI is enhancing them. Workshops at Flight Centre revealed employees' relief and excitement as AI took over mundane tasks, freeing them for more valuable work. 🎯 At Booking. com, democratizing access to #AI has driven innovation, showing the power of putting tools directly in the hands of those facing the problems. 🗝 Key takeaways? AI isn't just a future concept; it's a present-day game-changer. It's about saving time, boosting efficiency, and enhancing customer experiences. As AI continues to evolve, staying updated is crucial, but the rewards are immense. 👌 #Phocuswright #GenerativeAI #BookingCom #FlightCenter #TravelIndustry #Travel 🌐✈️

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#Sales struggles? Uncertain economy, increased competition, higher targets... AI has your back!     There is still time to join our webcast where you´ll hear how #AI can supercharge your sales processes and accelerate end-of-quarter deals.  Join John Heald from SAP, Guillaume Dupont from Pricefx and me for a fruitful discussion to stop struggling & start winning! ➡️ Join us on August 8: https://url.sap/kfvq44 #CustomerExperience #RevenueEnablement

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Such an important topic today with many countries in Europe having negative population growth! We need to leverage and value older people much more in the workforce. And as highlighted, older workers being “experience, stability, loyalty” and I would add wisdom. #ageism #workforce #strategy

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