Nishit Shah

I see so many SaaS companies lose millions in APAC! 🌏 Why? Because they choose the wrong sales model. It’s a common mistake, but one that sales and marketing leaders can avoid with the right approach. Here’s what you need to remember: ➡️ APAC isn’t one market - it’s 40+ unique ones. What works in Singapore may fail in Thailand. Direct sales might close enterprise deals in markets like Singapore and Australia, but for medium-sized businesses or markets like Indonesia, Thailand, the Philippines, or Korea, you need channel partners. Here’s why local partners are essential: ☑️ Deep cultural understanding 🌏 ☑️ Language expertise 🗣️ ☑️ Existing relationships 🤝 ☑️ On-the-ground support at scale 🚀 ☑️ Compliance and legal know-how 🏛️ ☑️ Streamlined delivery and implementation ⚙️ I’ve seen companies burn millions by taking a one-size-fits-all approach-focusing only on direct sales. Without local partners, they lose time, money, and deals. 💡 Want to win in APAC? Don’t copy and paste your strategy. Take the time to understand each market. Align your sales model to what works in specific regions. The key is adaptability. The APAC region is a massive growth opportunity, but only if you approach it with the nuance and strategy it deserves. #saasmarketing #APAC #strategy #channelpartners #b2b #marketing #globalgrowth #gotomarket

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Between September 2023 and January 2024 I spent hours with leaders in APAC in different roles, different industries to try and learn where the biggest gaps where and this is what I learnt. 1️⃣ AE leaders DO NOT think your SDRs are ready to be in the AE seat but you as an SDR leader do 🔋 2️⃣ Leaders who aren’t ready to be leaders. Businesses lost a lot of senior leaders through all the redundancies and now we have a huge skill gap where we promoted junior leaders into senior roles too soon. The result? Churn, employeee satifaction goes down and burnt out leaders not knowing what they did wrong. 💣 3️⃣ Metrics / Cross Functional Allignement .This may sound obvious but from enablement to CSM to AE to SDR if we do not have a metric that matters to us all, it will always be a combination of competing priorities, lacks of alignment and it doesn’t matter how many operating principles your business has, you need to be clear about what you want from your teams and it needs to be aligned. 📈 🎦 Tomorrow I’ll do a video about a fix to these 3 points! #leadership #saas #talkingpoints

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🚀 The State of App Marketing in APAC 2024 is LIVE! 📈 This is big. AppsFlyer just dropped the most comprehensive app marketing report for APAC. Trends. Data. Strategies. It’s all here. 🔥 What’s inside? • Massive insights: User acquisition + retention like never before • Benchmarks that matter: Compare, adapt, win • Game-changing strategies: ROI? Maximized. • Country-specific breakdowns: Precision marketing unlocked 📥 Scan the QR. Download it. Dominate. 2024 isn’t for the timid. Let’s build smarter, grow faster, and redefine app marketing. #AppsFlyer #AppMarketing #Innovation #LevelUp

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The No.1 thing I learnt from talking to Maven Club leaders: The next big wave in B2B sales is here, but many APAC teams are missing the boat. Social Selling, not AI SDR. It's not just another buzzword. It's a game-changer that can set you apart from the competition. Here's why it matters: 1. Differentiation in a crowded market 2. Empowers buyer-led journeys 3. Creates collaborative dynamics with prospects 4. Provides multiple touchpoints for relationship building But here's the catch: If you're treating social selling like another email platform, you're doing it wrong. The secret sauce? Warmth. Social selling is about making your outreach feel personal, genuine, and tailored to each prospect. It's about building relationships, not just sending messages. Think of it as the digital equivalent of a warm introduction at a networking event, rather than a cold call. The clock is ticking. Your competitors are already dipping their toes in these waters. Don't let them get too far ahead. Embrace social selling now, or risk being left behind in the rapidly evolving B2B landscape. Remember: In the world of B2B sales, the early bird doesn't just get the worm. It gets the whole garden. 🔷 Join 300+ founders/ GTM leaders to receive exclusive insights Maven Club! - https://lnkd.in/g9fDrV5R

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Are you starting to grow your team? Check out the latest GTMnow article on the 17 Learnings on Scaling a GTM Team. (Or as my cheery Midwestern upbringing would reframe it: "things I've screwed up before in my job") I'm always excited to join these conversations with experts like Joe Goldberg, Nipul Chokshi, Daniel Gesser, Kyle Norton, Richard Harris™, 🏄‍♂️ Scott Leese, Chuck Brotman in GTMfund -- and feel guilty about how much I learn in these conversations. Check out the 17 Learning and sign up for the free newsletter here: https://lnkd.in/gCSJsbid #GTMscaling #bestpractices

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Confluent spent $553,000 on sales and marketing for every net new customer added in Q3. That's actually a big improvement on Q3 of last year where they spent $1.5M per customer add. Some other highlights from Q3 for Confluent: - ARR growth of 27% (slowed from 37% ARR growth last year) - Reduced operating loss by 31% (loss of $94M for the quarter) - Magic number improved from 0.40 to 0.45 -CAC payback improved from 39 months down to 33 - NRR dropped from 130% to 117% Trading at about 8X ARR right now

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For RevOps & GTM Systems Pros: Why Normal Forms Are Your Secret Weapon You didn’t need a CS degree or IT certification to get where you are. You got here by building systems, untangling integrations, and owning the SaaS stack when no one else would. But as your org scales, so does the complexity of your systems—and your data. That’s where Normal Forms come in. They’re not just for database admins; they’re a framework to structure data, avoid duplication, reduce errors, and build workflows that won’t break. 1NF: Each field should hold one value, and every row should be unique. Example: Split a field like “Regions Covered” with values like “North, East” into separate records or fields. Why? Filtering becomes impossible when you cram multiple values into one field. 2NF: Every field should depend on the full primary key. Example: If you’re tracking “Deals” with a key like “Account + Deal Name,” don’t include unrelated data like “Rep Hire Date.” Keep that in its own table to avoid bloated data. 3NF: Fields should depend only on the primary key—nothing else. Example: If “Pricing Tier” determines “Discount Percentage,” pull Pricing Tier into its own table rather than calculating downstream. Keeps dependencies clean and reduces unexpected errors. 4NF: Don’t store multiple, independent sets of data in the same record. Example: If a customer has multiple “Preferred Products” and operates in multiple “Regions,” split these into related tables. Keeps relationships consistent and scalable. 5NF: Break down tables into the smallest meaningful pieces while keeping relationships intact. Example: Use a junction table to track reps managing multiple accounts across multiple territories. Makes data modular and easier to maintain. You’re already making these decisions every day—whether something should be a custom object, a related table, or a simple field. Normal Forms give you a framework to get it right, helping you build cleaner systems that scale with your business. How are you handling data structure challenges today? Let’s compare notes in the comments 👇

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Introducing GTM Mentors APAC, a new series by talking tenets. Episode #1 Nathan Schubert: The new SaaS economics of Go To Market - Implications for Sellers & Sales Leaders A GTM and RevOps expert with a unique background, he's also been an AE. Most recently he was Head of GTM - New Products with Go1. He believes that unit economics are broken in many SaaS orgs. Lean is better to combat the challenges of unit economics and the importance of optimizing CAC payback time. The way in which SaaS companies achieve this can have far-reaching implications for AEs. If done well, AEs could find greater support from a unified sales, marketing and RevOps team, be laser focused and intentional on a the right customers, at the right time. Done poorly, AEs will face more pressure to do much more, with less support. 🔗 Listen or Watch now (Links in comments).

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Zapier and the Evolution of GTM Ops: Over the past decade, GTM Ops (Go-To-Market Operations) has evolved from a niche role into a critical function that connects multiple operational disciplines. What began as Sales Ops—focused on managing sales pipelines—has grown to include RevOps, Marketing Ops, CS Ops, and BizOps, all working together to support the entire customer journey. This transformation reflects the increasing complexity of business growth, where teams need to be more aligned and data-driven than ever. The initial shift came as companies recognized the importance of integrating sales and marketing. Early on, Sales Ops optimized lead generation, territories, and sales performance. With the rise of renewals and upsells, RevOps was born to unify sales, marketing, and customer success in managing revenue holistically. Marketing Ops soon followed, automating demand generation and nurturing leads, while CS Ops focused on post-sale processes like onboarding and retention. BizOps then emerged to drive cross-functional alignment and operational excellence at a strategic level, ensuring every team contributed to business objectives. Together, these functions formed the GTM Ops ecosystem, where operations professionals automate tasks, break down silos, and drive efficiency. Throughout this journey, Zapier has played a pivotal role. Since its early days, Zapier has empowered ops teams to connect systems and automate workflows without coding. It was the first no-code tool many ops professionals used to scale processes, eliminate manual work, and drive efficiency across the business. As GTM Ops continues to grow, Zapier remains central to helping teams automate increasingly complex workflows across sales, marketing, customer support, and more. In RevOps, Zapier ensures data flows seamlessly between systems, while in Marketing Ops, it powers lead handoffs and campaign automations. For CS Ops, it helps streamline onboarding, retention, and customer feedback loops. Zapier continues to support GTM Ops’ evolution by enabling operations professionals to build automations, connect platforms, and scale their efforts. As the role of GTM Ops expands, Zapier remains essential in helping businesses execute efficiently and drive growth. As Head of Enterprise Innovation at Zapier, I’m excited to get even closer with GTM professionals to ensure we continue powering their growth in this new age of AI. With larger enterprises recognizing the critical role of GTM Ops, we’re committed to delivering the tools and innovations they need to thrive. Stay tuned for more as we work together to push boundaries and evolve what’s possible in the GTM landscape!

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Some GTM leaders have been beating the “outbound is dead drum” for 18 months: B2B will look quite different if this prediction becomes true ⬇ In 5 yrs from now, top SDRs will spend the majority of their day on 1 activity: → Content creation / social selling Everything else? Delegated to AI. The Predictable Revenue model is dead. Response rates have plummeted 50% and are still falling. But this doesn't mean the death of BDRs. Instead, the BDR content creator: → Building audiences around unique ideas → Creating authentic, amplified content → Becoming the face and voice prospects trust A day in the life of a 2029 BDR: → Engage with comments and posts → Generate ideas with the team → Create longform content and videos → Follow up on positive replies The future of pipeline creation? Look at top YouTubers. That's where some think we're headed. BUT: This isn't just for sales. One of the world's largest companies is already all-in on personal branding. They're training EVERY employee - from entry-level to CEO - on building an online audience. Do you think 2029 will look this way?

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GTM Executive hiring has been on a tear to start off 2024 Already placed 12+ senior leaders and counting in just the first 4 months with various B2B SaaS Scale ups CROs, CMOs, VPs of Product, VPs of Growth, Head of Sales Ops, etc Lot of team build outs underneath those leaders already well underway General plans seem to be preparing the foundations for larger commercial growth in 2024, supporting a massive investment into product innovation, and gearing up for what is looking like a strong M&A/IPO market in 2025-2026 If you're a rep that's starting to itch for something new... H2 is looking like it is going to be quiet the time for you But as opportunity goes up, competition goes up substantially The race has already started for hiring the top 10% of GTM pros... and you're behind if you haven't started #GTMjobs #GTMSearch #SaaSSales

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80% of companies consistently miss their sales forecasts. How come? We all track basic metrics like deal amount, stage, and close date. But these metrics alone don't reveal the full story of where the opportunities in the pipeline are at. Integrating qualification frameworks like BANT and MEDDICC into your CRMs and urging sales reps to input additional data such as Budget, Authority, Need, and Timeline is something companies try as a solution. However, you still rely on: 1) reps interpretation of the conversations  2) reps manual input into CRMs like Salesforce, Hubspot, MS Dynamics. Any manual interaction with information is prone to errors and misinterpretations. To help, Epicbrief automatically fills in your CRM fields from customer conversations, increasing data quality and forecasting accuracy using latest AI technology. Epicbrief is live. Contact me if you want to see how it can help your forecasting accuracy and enable your sales team with AI. Would you prefer making business decisions based on your CRM "before Epicbrief" or "after Epicbrief" ? #b2b #sales #crm #ai

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As G2 has started partnering with Attribution Software providers (and especially with Factors.ai here in Asia Pacific & globally), we are seeing some really interesting data around how G2 performs and how we perform with other complimentary platforms like LinkedIn. Here is some data on what Chameleon saw by measuring their attribution from G2: With Dreamdata, Chameleon can determine more than 1/3 of their pipeline, has a first touch on G2 and is the most significant source of awareness for their brand/product. Deals with G2 as a first touch close 33% quicker than the average (from meeting booked to closed/won). Thanks to Dreamdata’s multi-touch attribution, Chameleon saw that 14% of closed/won deals were impacted by G2 activity this year. Optimizations to paid ad budgets and targeting using Dreamdata Paid Performance increased return on ad spend (ROAS) by 2X and a 50% reduction in cost per acquisition (CPA) between Q1 and Q2 of 2024. 

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🚀 RevOps Friends: Automate Sales Follow-Ups with This Simple Zap! Are your sales reps spending too much time agonizing over the perfect follow-up email after every call? Let’s fix that. With this Zap, your RevOps team can save time, ensure consistency, and help reps focus on what matters—closing deals. 💥 Here’s how it works: 1️⃣ Trigger: A new call is logged (via Gong, Chorus, or your tool of choice). 2️⃣ AI Analysis: Zapier analyzes the call data to identify the follow-up type (warm lead, pricing request, objection handling, etc.). 3️⃣ Draft Creation: A tailored email draft is generated automatically based on the call’s context and tone. 4️⃣ Slack Notification: The rep gets the draft in a Slack DM—ready to review. 5️⃣ Edit & Send: Reps can make quick edits (if needed) and hit send. Done and done. Why It’s a Game-Changer: 🔄 Consistency: Every follow-up is on-brand and follows best practices. ⏳ Time Saved: Reps can skip the writing and spend more time closing. ⚡ Effortless Personalization: AI ensures drafts are context-aware and relevant. How to Make It Happen: Connect Gong for call tracking. Use Zapier's AI + Gmail integration to draft emails. Add Slack notifications to keep the workflow seamless. 💬 Want the exact AI prompt I’m using to make this work? Drop a 🤖 in the comments, and I’ll DM you all the details. Let’s level up your follow-ups! #RevOps #SalesAutomation #Zapier #NoCode #EfficiencyMatters #AIForSales

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Hi Marketers - wanna see my process for running mini ABM campaigns through Aligned? We released content analytics and have seen a lot of intent from marketers managing BD teams and also needing more data/signals from content that’s impacting deals. Lmk :) #sales #khantent #marketing ;)

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🚀 Go-To-Market: How Do You Actually Nail It? 🚀 If you’re in SaaS B2B, you probably know the standard playbook: 1️⃣ Marketing (Paid, Inbound, Events) 2️⃣ Outbound (AEs, BDRs) 3️⃣ Partnerships & Alliances But let’s be real—how do you actually decide where to put your time, energy, and money? Is it about win rates? Revenue? After 10+ years in the GTM game, here’s what I’ve learned: 💡 1. Look at your ecosystem Find out what’s working for others in your space. Networking is 🔑—building the right relationships will give you a huge advantage. 💡 2. A/B test everything Don’t make decisions off just one test or one person’s experience (e.g., one BDR, one event, one ad channel). Test, iterate, and then scale what works. 💡 3. Be patient Building a solid GTM strategy takes time. Don’t kill a channel too early—it takes time to see results and adjust. Play the long game. ⚠️ For a startup with limited runway, accurate visibility into spend and results becomes life or death. Tracking every dollar and knowing what’s moving the needle is crucial to survival.

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85% of deals are won by the seller who engages first 🏎️ 🏁 ZoomInfo Copilot’s sophisticated AI delivers real first-mover advantage. It identifies prospective buyers in your ICP who are also ready to speak with you — before your competitors know about it. Get real-time recommendations that connect you with motivated buyers at the optimum time. Learn more on the blog 🔗: bit.ly/3XWIaCH

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Lean RevOps: 9 steps to increase sales velocity and close more deals…starting now 🚀 Most technical founders are perplexed with growth - how it works, why so few leads, why such long cycles… For seed-stage B2B SaaS, there’s usually budget constraints leaving you to figure it out. Here’s a quick start guide on how to implement lean RevOps using a straightforward approach to get and close more deals: 1/ Find/fix inefficiencies   → Map out your sales, marketing, and customer success workflows. Done right, bottlenecks and inefficiencies will jump off the page. Fix it. 2/ Set goals  → Align all teams around one objective: increasing revenue. Make every decision and action contribute to this goal. 3/ Automate   → Use tools to automate lead capture and routing, allowing sales to, well, sell more. 4/ Get the data   → Ensure sales, marketing, and success teams share the same tools and data so your analytics is useful. 5/ Lead scoring   → Prioritize high-value leads with a simple lead-scoring system - spend the time to boost conversions and velocity. 6/ Standardize playbooks   → Create sales playbooks to make sure your team follows the same [proven] steps at every stage of the funnel. 7/ Make onboarding easy → Map it, scrub it, optimize. improve satisfaction and retention right from the start. 8/ Everyone on the same page → Hold regular huddles with all growth-lever teams/people for accountability and decision making 9/ iterate fast → Track progress and use data to optimizes, ensuring continuous improvement as you scale. Implementing RevOps basics doesn’t have to be so hard, or expensive. Follow the above to boost efficiency, speed up growth, and help scale revenue faster. Hope this helps. _________________________________ Working with technical founders to close more deals at scale and accelerate the business. 

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The PLG vs SLG debate? Yawn. Customers don't care about your go-to-market strategy — they just want a seamless experience. Enter scaled CX: the missing link between PLG and SLG Scaled CX = the experimentation of PLG + the high-touch engagement of SLG Scaled CX works with… ▶ 𝗣𝗟𝗚 𝗰𝗼𝗻𝗰𝗲𝗽𝘁𝘀 like continuous experimentation by using data from user interactions to refine the product. Utilize A/B testing, user feedback, and usage analytics to understand what drives user engagement and satisfaction. ▶ 𝗦𝗟𝗚 𝗰𝗼𝗻𝗰𝗲𝗽𝘁𝘀 like personalized customer interactions through direct sales and support efforts. Leverage customized onboarding sessions and ongoing engagement strategies tailored to individual customer needs. Here’s how we put scaled CX into action: Marketers need engaging content. Sales teams need engaged and qualified leads. Both require insightful data to perform at their best. So we built involve.me as a platform where they can: ✔ Build and personalize interactive forms ✔ Quickly move leads through the funnel ✔ Acquire data directly from leads ✔ Use it to personalize further The best part? No coding required! With involve.me you just drag, drop, and let our AI work its magic. Interested in building your own scaled CX motion? Read Kyle Poyar and Miro’s Deepina (Dee) Kapila’s guide here: https://lnkd.in/gtYBG55W #startups #marketing #digitalmarketing #artificialintelligence

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