Nicki Soffe

🚀 Leandro Grew Unity 3x in APAC within Two Years: Here is His Approach to GTM 🚀 We're thrilled to feature Leandro, a seasoned SaaS sales leader with over 15 years of experience in the APAC region, in our latest Maven Club newsletter! 🌟 Leandro’s journey is a masterclass in strategic GTM execution, collaboration, and customer-centric growth. From architecting scalable go-to-market strategies to driving significant revenue growth in complex markets like APAC, Leandro’s insights are invaluable for any sales leader. 🌟 Key Highlights: - Leandro’s approach to GTM as a continuous, iterative process - Challenges in scaling Unity in APAC and how Leandro solved them - Lessons learned from scaling Unity’s APAC operations - His strategies for prioritizing revenue-impacting issues - Advice for early-stage founders on achieving product-market fit Curious to dive deeper into Leandro’s strategies? Explore his full journey here: https://lnkd.in/df7DfTcR 💡 We hope Leandro’s insights offer valuable takeaways to enhance your own GTM strategies and leadership approach! For more exclusive content from industry leaders, subscribe to Maven Club: https://lnkd.in/g_SzSSAD

6

3 Comments

🔑 Could a subtle shift in strategy be the key to unlocking the APJ markets? Sometimes, the barrier to success isn’t where you're going, but how you get there. If your APJ market entry hasn’t been as smooth as expected, maybe it's not about pushing harder, but pivoting smarter. At EnterAPJ, we specialize in fine-tuning market entry strategies to resonate with the unique dynamics of the APJ region. We believe in making small, strategic shifts that have a big impact on your success rate. 💡 Wondering what subtle changes could accelerate your market entry? Let’s explore EAPJ's unique approaches. Contact us: https://lnkd.in/gmcFXuPw #APJExpansion #AsiaPacificJapanMarket #APJMarket #APJ #MarketEntry #BusinessGrowth #Innovation #LocalExpertise #EAPJ #EnterAPJ

5

This week's article: The Asian Century of SaaS: Don't Sleep on APJ Expansion 🌏 Joe Nash, Executive Director at Sales Innovation, breaks down why APJ expansion should be a priority—and what’s at stake if it’s not. From the rapid rise of local SaaS competitors to proven strategies for entering new markets, this article is a must-read for leaders looking to grow globally and increase revenue. Read the full article to discover actionable insights for capturing the APJ market. https://lnkd.in/g4vY5VVm #SaaS #OutsourcedSales #APJExpansion #SalesInnovation

10

Your quota is a G6. Your training is... Well, nothing. 📌 A tale as old as time in sales: First-class targets. On a Spirit Airlines budget. Enter Andrew Raymond, Uber's APAC Head of Sales Enablement His 3-step framework to train GTM teams (Taking 15 years of learning into 2-3) 👇   1️⃣ "Know thyself" → Understand what sales enablement means specifically within Uber → Recognize personal and organizational biases → Fill the team with complementary skills to balance out biases → Be willing to seek outside help when needed, putting ego aside 2️⃣ "Curiosity is the engine of achievement" → Focus on asking the right questions at the right time → Build trust and psychological safety within the team → Always follow through on commitments and follow up on discussions → Encourage genuine interest and curiosity in team development 3️⃣ "Clear is kind" → Provide a clear growth path for every team member → Link performance coaching directly to the team members' development journey → Set clear deliverables and timelines that are both realistic and aggressive → Include projects in priorities that commercial teams might not know they need yet, but will help develop the team's skills for the future 💡 Pro tip: Create opportunities for stretch assignments Example: Sending a team member to lead a project in a new country, dealing with different languages and cultures.

616

30 Comments

GenAI is the iPhone moment of this decade. But for GTM teams, it's not just any GenAI, it's MIKI - the GenAI Chief of Staff by Aviso. Here's why: 👉 MIKI talks to you in a digital human avatar to give you a weekly overview of your sales, key metrics, pipeline health, priorities, and deals at risk, closing the gap between insight and action. 👉 Allows leaders to inspect revenue execution with just voice or text commands, eliminating the need to dive deep into spreadsheets, CRM, or disjointed datasets.  👉 Analyzes all customer interactions and researches accounts to craft emails addressing objections or personalizing outreach.  👉 Frees up reps from the administrative work. It can roll up forecasts, update CRM, and more, empowering your team to spend more time selling. Intrigued? Discover what MIKI can do for your business: https://lnkd.in/dAJ2tDfG #RevenueManagement #RevenueIntelligence #CEO #CRO #RevenueOperations #SalesTech #CRM #B2BSales

27

Successful ABM Starts with a KISS Account Based Marketing (ABM) can be complex and consuming. Yet, the most successful ABM programs are often defined by simplicity. In this instance, the teams at Chenega Systems and Chronos Operations align content #marketing with ABM by asking their subject matter experts to identify and discuss customer priorities. Can you guess the account target? #ContentMarketing #ContentSyndication #AccountBasedMarketing #PublicSectorMarketing #IndustryMarketing https://lnkd.in/gBtCnVQv

2

Tired of generic marketing strategies? It's time to revolutionize your Go-To-Market approach with Account-Based Marketing. Here are 4 game-changing ways to leverage ABM for GTM success: Hyper-Personalization → ↳ Tailor your messaging to specific accounts ↳ Create custom content that speaks directly to their pain points Multi-Channel Orchestration → ↳ Synchronize your efforts across all platforms ↳ Deliver a cohesive brand experience at every touchpoint AI-Powered Insights → ↳ Leverage predictive analytics to identify high-value accounts ↳ Use real-time data to optimize your targeting strategy Sales and Marketing Alignment → ↳ Break down silos between teams ↳ Create a unified approach for seamless customer journeys 🔥 Exciting News! 🔥 We're launching an exclusive GTM community this September, and you're invited to be a founding member! 👉 Ready to level up your GTM game? Click the link below for early access and join a network of visionary marketers who are redefining B2B success. Don't miss out on this opportunity to shape the future of GTM strategies! [Early Access Link in comments] #ABM #GTM #B2BMarketing #MarketingInnovation

32

1 Comment

Martech’s True Value is in Playing the Long Game By Hetarth Patel, Vice President – Growth Markets (MEA, Americas, APAC), WebEngage Businesses today are increasingly turning to marketings technology (Martech) solutions to engage customers, streamline processes, and boost revenue. But while the promises of AI-driven insights and automated marketing strategies are compelling, expecting instant results from Martech is a common misstep - one that often leads to disappointment. Read More: https://lnkd.in/dkHDcMxK #webengage #martech #technologyintegrator

20

Companies with large direct and indirect selling channels that invest in sales enablement tools and technologies will deliver high-quality, and consistent buyer engagement experiences.   We jotted down a few key recommendations. What do you think? #salespanda #channelpartners #digitalenablement #sales #marketing #engagement #partnerenablement

7

A nice breakdown from HG Insights around the 4 pillars of a GTM plan and how we help at the operationalisation stage... 👤 Profile - Profile each customer based on your company’s offerings and the customer’s fit vs. need vs. intent. ✍ Prioritise - Prioritise accounts to maximise yield. Even if it’s a small account, prioritise the accounts with the highest probability of converting. 📊 Segment - Segment your accounts in terms of resource trade-offs. Focus on the accounts with the highest potential to convert, because that’s where the money is. ⚙ Operationalise – with shoulder-to-shoulder help from SGT, we help you turn this data into new revenue using our tried and tested mix of consultation, program design, and execution to help your sellers drive more value from your GTM plan. https://lnkd.in/eFMAUH5u

8

1 Comment

“It's important to build good relationships with sales teams. This allows for open conversations about strategy and planned activities.” Neha Garg (Marketing Lead for APJ at Contentsquare) strongly advocates for involving sales teams early in all aspects of marketing strategies. This early involvement should encompass not only day-to-day activities but also extend to high-level strategy development and planning processes. By doing so, we can leverage the unique insights and perspectives that sales teams bring to the table. Their on-the-ground experience and direct contact with customers provide them with a unique perspective on market needs and trends. Read the full conversation: — Link the comments.

3

1 Comment

Your GTM strategy and sales forecasts need to better adapt to unpredictability. But how should you rethink your approach? Clari's Elizabeth Temples recently interviewed Seth Marrs, Principal Analyst at Forrester for key insights on the trends shaping the future of #SalesForecasting and their session was packed with takeaways. Here one that stood out to us: 👉 Churn is at all time highs, particularly in tech. But to improve net dollar retention, you can't just introduce dozens of add-on features or products for sellers. ▶️ Instead, Seth recommends you focus relentlessly on (just) your *biggest* opportunity. ▶️ As he noted, high-performing teams don't overwhelm their audience or sellers, and instead guide prospects through a cohesive, linear narrative that paints a clear value journey. ▶️ Focus on identifying your core product's value narrative and ensure each product up-sell or cross-sell is stacked on in the right succession, framed from the lens of customer value and *building upon* that initial value in a logical way. ☝️ Our POV? The need for a consistent, successive sales narrative also highlights the importance of targeted & specific sales incentives that align to these long-term customer needs, too. Explore all the session's insights linked in the comment below 👇

20

2 Comments

Great article from MarTech Cube that goes into detail about Marketing Technology and how this sector is helping accelerate growth for small to medium-sized businesses. "Martech provides MSMEs with easy, cost-effective, and powerful tools, helping them compete with big companies. As technology progresses and expands its reach, it will bring more opportunities for MSMEs to innovate and grow, making sure they are an integral part of the worldwide economy." Link to full article here: https://lnkd.in/e_qj5Hm2 #MarketingTechnology #MarTech #SaaS #SME #growth

6

Did you know 66% of companies say they are running a Partner-Led Growth strategy? Three quarters of companies plan to get more than 25% of their revenue from partnerships, while 20% will get half their revenue from the partner channel. This is according to the latest GTM benchmark from GTM Partners. https://hubs.ly/Q02yvS6q0 Viva la partners!

18

1 Comment

Here’s why going solo in the APJ market can feel like a train wreck: 🚂💥 You’ve got the right product, and you’re confident in your team... so why isn’t it working in APJ? 🤔 Without local expertise, a single rep struggles to: 👉 Navigate different languages and cultural nuances 👉 Adapt your strategy to varied markets across the region 👉 Generate those first few crucial wins to build momentum Meanwhile, opportunities slip through the cracks, and growth just doesn’t take off. We’ve seen it before—and we’ve fixed it before. With EnterAPJ, you get a team that knows the market inside and out, making sure your strategy aligns with local needs. No more “going it alone” and hoping for the best. Let’s skip the struggle and build a real plan for success together. ✨ Let EnterAPJ guide you through the complexities of the APJ market.  👉 Learn More About EnterAPJ: https://lnkd.in/gmcFXuPw #APJExpansion #ANZExpansion #AsiaPacificJapanMarket #APJMarket #APJ #SalesTeam #LeadGeneration #MarketEntry #BusinessGrowth #Innovation #LocalExpertise #EAPJ #EnterAPJ

3

Marketers know that agility is everything in ABM. Yet, they face an ongoing challenge: how do you keep ABM campaigns effective when decision-makers are constantly changing? Read it here: https://bit.ly/3zT0Idi https://lnkd.in/dytUEkhq orgkonnect.bizkonnect.com #accountbasedmarketing #accountmaps #abm #actionableorgcharts #orgcharts #abmaccountmaps #orgcharts #organizationalcharts #actionableorgcharts #salessuccess #GenAI #Bizkonnect 

13

The rise of go-to-market (GTM) strategies in B2B tech mirrors the early surge of account-based marketing (ABM) over a decade ago. With platform vendors, service providers, and even search trends all pivoting towards GTM, the market is seeing a strategic shift. But while this repositioning offers exciting new opportunities for aligning sales, marketing, and product teams, there are significant risks. GTM, much like ABM before it, lacks clear definition. With various interpretations flooding the market, we could be on the cusp of a familiar narrative: buzz without best practices, which ultimately undermines the potential of the strategy. For B2B tech marketers, the challenge lies in executing GTM with precision and purpose, rather than chasing another shiny object. As the industry continues to evolve, it’s crucial to avoid the pitfalls ABM encountered—such as diluted focus and misalignment between strategy and execution. GTM, when executed with clear objectives and strong cross-functional collaboration, has the power to drive growth and transformation. But the question remains: Will GTM be a strategic advantage, or will it become another buzzword lost in the noise? Time, and execution, will tell. Forrester | Nicky Briggs | #GoToMarket #B2BMarketing #MarketingStrategy #GTMAlignment #TechMarketing #Activate_ms

22

2 Comments