Roshan Karunaratne, MBA

Before diagnosing missed revenue targets Many B2B SaaS companies only look at: - Overall CAC - General LTV - Surface-level metrics To dig deeper, here's what you should track: • Time to impact • Pipeline velocity • LTV by segment • Sales cycle length • Lead quality score • Expansion revenue • Net revenue retention • Feature adoption rates • CAC by customer segment • Customer acquisition cost payback period These metrics reveal hidden insights. Combining these metrics give you the deeper meaning.

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What’s the secret behind sky-high valuations in vertical SaaS? - It's not about the Total Addressable Market (TAM)—surprising, right? - In this case, it’s the unique market with so much friction that the usual TAM arguments don’t even apply. - Investors are looking past the traditional metrics and seeing something truly special. (Talk about thinking outside the box!) Do you think friction in the market can sometimes be a better indicator of potential than TAM? How have you seen market challenges drive innovation in your industry? Listen to the full episode: https://lnkd.in/g-wpabVw Background Soundtrack: Away From You – Mauro Somm #ServiceTitan #ERP #WBSRocks

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What’s the secret behind sky-high valuations in vertical SaaS? - It's not about the Total Addressable Market (TAM)—surprising, right? - In this case, it’s the unique market with so much friction that the usual TAM arguments don’t even apply. - Investors are looking past the traditional metrics and seeing something truly special. (Talk about thinking outside the box!) Do you think friction in the market can sometimes be a better indicator of potential than TAM? How have you seen market challenges drive innovation in your industry? Listen to the full episode: https://lnkd.in/g-wpabVw Background Soundtrack: Away From You – Mauro Somm #ServiceTitan #ERP #WBSRocks

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Early stage revenue leaders (founders) How well do you know these 3 revenue levers? ☑ Identify and Mitigate Risks ☑ Clarify the Problem’s Cost ☑ Streamline the Buying Committee Why these 3? It helps you close deals faster by: → Assessing and mitigating risks → Quantifying the problem’s cost → Engaging key decision-makers Knowing this will: • Speed up your sales process • Increase your win rate • Improve your cash Whether you're a revenue leader, A founder trying to go from 0 to 1 Or an investor trying to minimize 0's These are the areas that make or break you. Because these tactics also: → Build trust early → Highlight urgency → Create collaboration As you go into launching pilots, these are the areas you have to nail today. Tomorrow, you might be closing deals faster than ever.

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Revenue Leaders - More than 58% of sellers are missing their quota targets in 2024. (Forrester) The average salesperson only spends 36% of their time actually selling. (CSO Insights) < 50% of B2B SaaS companies have a defined ICP (GrowthMentor) 𝐓𝐇𝐄𝐒𝐄 𝐒𝐓𝐀𝐓𝐒 𝐒𝐇𝐎𝐔𝐋𝐃 𝐇𝐀𝐕𝐄 𝐘𝐎𝐔 𝐖𝐀𝐈𝐕𝐈𝐍𝐆 𝐀 𝐑𝐄𝐃 𝐅𝐋𝐀𝐆...this is problematic! There are many reasons for the above statistics - but it's critical you look ahead at solving them vs looking behind to figure out where you went wrong. We're finding with genAI that there are so many optics within the sales process that can be automated and contextualized. In the revenue world, that takes the form of a Virtual SDR. 👀 These automations offer deep analysis of your historical data, ICP, behavioral trends, wins/losses, and real-time analysis of buying signals that your sales people need to convert 1:1 conversations. We're halfway through the year - so if you're behind your revenue targets, something needs to drastically change. Otherwise, you can't expect different results in H2. Need help knowing what buyers are in market for your services? Looking for an ICP analysis? Let us know. Our Virtual SDR can 😉 #gtm #gtmstrategy #autonomousgtm

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🌟 75% of quota-exceeding salespeople are embracing AI - are you one of them? Disruption comes quick! With REV UP's AI and Sales Intelligence masterclass led by Abbie White, your team will learn how AI can give you the extra boost needed to smash your targets. Gain actionable insights and strategies that you can apply right away to navigate the changing landscape of B2B sales in the age of AI. Join us and discover how you can revolutionise your approach to sales and achieve sustainable success, starting at just $175 per person per month. Earlybirds who register their teams until 12th July get 10% off their entire membership with code EarlyBirdFY25. 🚀 Get started at: https://lnkd.in/gaccJnWr #REVUP #SalesPerformance #AI #FutureofSales #RevenueEnablement #DigitalSales #ContinuousLearning #Hypergrowth

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Who is in? Pavilion GTM EMEA Summit – 10th-11th July 2024 – London When Pavilion asked me to host the sales stage at their event, I grabbed the opportunity with both hands. Introducing the world’s best sales leaders to the stage is something I’m privileged to do at Sales Confidence. And now I can’t wait to do it for at GTM EMEA. Here are four of the speakers you can catch on my stage at the event: Rob Cook – VP Enterprise Sales EMEA, Salesloft Rob’s going to talk about ‘The 2080 Problem’. You get 2080 hours every year that you can spend selling, but we only spend 1/3rd of that time with customers. How can we use sales analytics to make that time count? 🧭Zachary Gropper – CEO & Co-Founder, Insight Revenue Zach’s going to share his ‘4 Keys To Overcome Buyer Indecision’. You’ve heard about the JOLT Effect? Join Zach as he brings it to life with real-life data and actionable insights to accelerate pipeline. Guy Rubin – Founder & CEO, Ebsta Join Guy as he shares exclusive sales insights from more than 500 high-growth organisations. How do the best reps drive results? And how can you do what they do to increase pipeline, shorten sales cycles and close more deals? Werner Schmidt – CEO & Co-Founder, Lative Werner will tell us about his ‘Building Blocks to Profitable Efficient Growth’. In a world where investors demand profit rather than growth at all costs, this insight will be absolutely invaluable. I’m looking forward to introducing these sales leadership titans at Pavilion GTM EMEA – and I hope you’ll be there. To join me, the Pavilion team and 200 of the best GTM leaders on the planet on July 10th and 11th in London, click this link and grab your spot. https://lnkd.in/evXp2Abi

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🎭 Account Handover within the CS Team - it's like replacing the lead actor in a show, ensuring the audience experiences the same flawless performance! When transitioning between CSMs, several scenarios may trigger a handover: - CSM Attrition - CSM Promotion - CSM Underperforming - Account Reallocation - Changing Customer Mix - Customer Segment Changes Our latest infographic breaks down key objectives and activities to ensure a seamless transition with ZERO impact on your customers. 🔍 Curious about more? Download the infographic with the link in the comments to unlock all the details! Special thanks to Guy Galon, VP for Customer Success at Obrela, for sharing this valuable resource with our community. #CustomerSuccess #CSM #AccountHandover #SeamlessTransition #CustomerExperience #Infographic

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Are your team struggling to consistently hit their targets? Sales teams with consistent coaching see 28% higher win rates. Yet, for many SaaS sales leaders, coaching often takes a back seat. Time constraints, competing priorities, and the pressure to hit immediate quotas make it feel impossible to coach effectively. But skipping coaching has consequences—skill gaps, disengaged reps, and missed revenue targets. In our latest blog, we break down: 📊 The true cost of inconsistent coaching 🎯 Practical tips to deliver impactful coaching even when time is tight 🚀 How to boost team performance with quick, actionable strategies 💡 Imagine what 28% more wins would mean for your team. Ready to make it happen? Question: How are you addressing coaching challenges with your team? Let’s start a conversation! #SaaSSales #SalesCoaching #LeadershipTips #SalesLeadership #SaaS

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Cold calls not closing deals as quickly anymore? Times change. Customers change. Behaviors change. As a SaaS founder, you need to keep evolving with what works and drop what doesn’t. Cold calls can still close deals faster if you use the new approach… 'Cold-calling 2.0.' Catch your prospects while they’re browsing your site or lead magnet, and cold call them right there. The cold call is you video-calling them face-to-face as soon as they visit your site. No scraping emails. No scraping phone numbers. Just right there, at the right time, you can talk to them. This is the value Face2Face.io can bring to your company’s growth. And you can get access to this tool right now. #thefutureisfacetoface Nick Tomic Sam Svestka Miracle Okonkwo

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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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Excited to share a new blog post from the team! ✍ As B2B companies navigate some of the roughest terrain we've ever seen, the need for efficient and scalable go-to-market (GTM) strategies has never been more critical. The old playbook - reliant on large business development teams, repetitive email sequences, and manual processes - is giving way to a new, innovative, and invigorating approach that has revenue leaders excited. ‍ The new model combines powerful tools that are designed to streamline and automate significant aspects of the GTM process and amplify your team’s abilities. To read more and learn how this tech stack is making teams more efficient, click the link below. ⬇ #b2b #gtm #automation

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Exciting session announcement! Martin Garvey, Director, EMEA Enterprise Sales at Gong will be delivering a session on: Supercharge Sales with AI Learn how best-in-class GTM leaders rev up their revenue org with AI and uncover their strategies for increased productivity, predictability and growth. Join this insightful discussion about the practicality of leveraging AI and how it can play a pivotal role in navigating the evolving landscape of sales. Key Takeaway: The practicality of leveraging AI across GTM teams to generate greater productivity, predictability and growth. Get tickets: https://lnkd.in/ge2VxsEg #B2BMarketingEx24

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Check out blog post 2 in the GTM framework series. An interesting story that will resonate with any start-up aiming to achieve scalable growth. You can sign-up to the series here - https://lnkd.in/euxzGHyc

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POV: "We need more pipeline" Revenue teams are under unsustainable pressure, asked to hit targets increasing faster than the traditional remedies can show results. Is it time for a new solution to the age-old pipeline problem? Our hot take: PreSales is a critical lever to increase both sales process effectiveness and the market readiness and responsiveness of products. 

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🚀 AI in SaaS Sales: Game-Changer or Just More Noise? 🤔 Ready for an unfiltered, no-nonsense approach to scaling your SaaS business with AI? 🌟 Join us for a practical dive into AI for sustainable growth—no shortcuts, no fluff. Here’s what we’ll cover: 🔍 Harnessing AI without derailing your sales process ⚠️ The hidden costs and risks no one talks about ✅ AI tools that work (and the ones to avoid) Walk away with actionable frameworks and a clear roadmap to leverage AI effectively in your sales strategy! 📈 📅 Nov 21st, 2024 | 2 pm CT 👉 Register now:

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Are you tired of the same old sales scripts and automated messages? 🥱 It's time to step out of the automation rut and bring back the human touch to your sales outreach 💥 Join us for an virtual webinar aimed at SDRs hearing insights from Mike Hamberg, Head of Pipeline at YuLife and Emma Ward 🌜, SDR Manager at Lunio as they'll be unpacking... 🚀Innovative Outreach Techniques: Discover new, creative strategies to connect with prospects that go beyond the typical automated messages 💪 Enhanced Autonomy: Learn how to take control of your sales process, making decisions that reflect your unique personality and style 🤝 Building Authentic Relationships: Master the art of building genuine connections with prospects that lead to lasting professional relationships 🔥 Boosted Engagement and Conversion: Understand how personalized, creative outreach can significantly increase your response rates and conversion metrics Secure your spot now: https://lnkd.in/eJDrxKBk #steppingoutsideofautomation  #SDRswebinar  #salestips

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