Adam Janjigian

Quarter-end crunch is here—how confident are you in your pipeline? See how Sigma’s Pipeline Forecasting Workbook makes accurate forecasting simpler, so you can close with confidence. 🚀 #SalesLeadership #DataCulture"

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Wish you could look inside the minds of top CROs to understand how they run revenue? You need Clari’s CRO Playbook, packed with insights from Fortune 500 companies and high-growth enterprises. With real-world examples from companies like Databricks, Nutanix, and Globalization Partners, this playbook shows you how to: -> Set bold Revenue Objectives that drive results -> Keep teams aligned and on track with disciplined Revenue Cadences -> Identify and capture revenue at risk Ready to run revenue with precision? Download your copy of the CRO Playbook today: https://lnkd.in/gAXV5TgU #RunRevenueProgram

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“Lack of visibility is the enemy of revenue.” Joe Vitalone (Strategic Advisor, Extreme Networks) said this on a recent Clari webinar. And I couldn’t agree more. Without visibility, CROs and revenue leaders: - Miss critical deal insights that could help prevent slippage or loss. - Struggle to set accurate forecasts because they don’t have a full view of the pipeline. - Lose alignment as marketing, sales, and customer success aren’t operating from the same data. - Fail to spot revenue leaks early, allowing problems to grow unnoticed. Visibility isn’t optional for revenue professionals — it's a must-have.

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AI innovation is moving at the speed of light. Can your enterprise keep up? Yes! As a new, Select Technology Partner in Databricks' Partner Program, our deepened integration with Databricks means fast-tracked AI for your organization. Learn more about what this means for your organization and how to take advantage of our expanded integration with the Databricks Data Intelligence Platform. Read: https://ow.ly/U11T30sBSSI #DatabricksPartner #AI #AiDIN

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ZoomInfo + Snowflake = ❤️ Hear from Travis Henry below on how Snowflake used ZoomInfo to build their own predictive lead scoring and account scoring model—showcasing that the right tech stack can be SO much more than the sum of its parts. Read Snowflake's full success story 👉 bit.ly/4ayq1OM

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Spreems Partners with Alation and Snowflake to Accelerate Data Modernization Excited to announce a solution that Alation has partnered with. Peak Performance is a new Snowflake Native App built to help organizations optimize their Snowflake usage. Developed with Alation, Peak Performance offers a set of ready-to-use dashboards with reporting features, making it easy for leaders to track cloud data consumption and costs at scale. Leaders have visibility into the consumption data they need to optimize workloads, decommission legacy silos faster, and scale Snowflake usage post-migration. You can’t optimize what you can’t see. That’s why the first step in any successful data modernization initiative is to evaluate the current state of your data comprehensively. It is vital to understand where your data is stored, its format, and how (and by whom) it is used. This initial assessment lays the foundation for developing a robust strategy that aligns with your business needs, ensuring that the migration to Snowflake aligns with your overall business objectives and data governance policies. With Peak Performance integrated seamlessly into Snowflake through the Native App Marketplace, anyone can easily spin up an environment and begin their data modernization journey. Starting this month, Snowflake customers can draw down their current commitment with help from this tool, which offers database-level analytical insights out of the box. With Snowflake’s elasticity on the back end, teams can scale Peak Performance to meet their growing needs and use fully interactive data visualizations delivered through Streamlit. Curious to learn more? Check out the press release for details.

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Sales managers, good chance you’re making this silent killer mistake: Asking your reps “what happened” in their meeting. When you ask a rep what happened, it tends to be the beginning of a 10-20 minute exchange recapping what the rep thinks is important. Your follow-ups include questions like: - What are the objections? - Did you identify the economic buyer? - What is their decision criteria? Three big problems with this. 1. Even great reps get the answers wrong, because human memory is a buggy system. Plus, plenty of reps under-communicate the bad news because they don’t even want to admit it to themselves, let alone their scary manager. 2. It’s a massive time suck. 20-minute “what happened” conversations snowball into 10s of hours per week. 3. The real killer: Given that the information is incomplete, and or wrong, it usually leads to flawed and rushed deal strategy advice (you have to get to your next meeting!). What do you do instead? In 2024, you have, or should have, access to generativeAI to answer these questions before talking to the rep. Before I ask a rep what happened, I use Revenue.io's trained generativeAI assistant to interrogate the deal in question, or the conversation in question, every question I can think of. Then, I talk to the rep. Don’t start with “what happened.” Start with: “Sounds like the buyer is concerned about timelines, because they need to make a change, but IT resources are sucked into a competing project. I saw that your followup suggested a meeting with our Implementation lead - what else are you thinking we do next?” Then, you spend the 10-20 minutes only on strategy. Use the generativeAI tools around you, or obsess over bringing them to your team. PS - no AI was used in drafting of this post 🤣

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Speed to lead might sound simple, but the architecture behind it is anything but. ZoomInfo's demo routing is powered by Zoominfo Enrich, which we used to create a system of models and workflows for SDRs to connect prospects with closers (AEs). As always, our goal is to optimize outcomes while maintaining equitability for reps. Let's break it down: ⚖️ Balancing Model: Designed within Salesforce, this system prioritizes demo allocation by evaluating the number of eligible events over their event quota over a rolling period to ensure a fair distribution of leads among AE cohorts. 📏 5 Tier Prospect Scoring Model: Dynamically assesses and assigns prospects to a tier based on channel, segment, win rate model, and title department rating collected and enriched at the time a prospect fills out a form via ZI form complete.. 🏆 Win Rate Model: Leveraging ZI enriched data points, this model refines demo allocation by categorizing prospects and accounts into win rate cohorts based on thousands of ZoomInfo’s industry-specific and title data points, such as # of sales employees and recent funding activity all help pinpoint the best meeting. ✅ AE Tiering Eligibility: Based on segment and ACV quota, AEs are eligible from anywhere from 1 to 4 tiers of demos. The demo router matches eligible AEs to a prospect tier to determine whether or not an AE is best suited for this particular meeting. 🗓️ Availability Integration: Through direct integration with Google Free/Busy API, we prioritize speed to lead by matching AE availability with the time the SDR coordinated with the prospect. This way we can book more same-day and next day meetings. The magic is that an SDR simply has to hit a button to initiate this process and schedule a meeting, making the handoff and tracking practically seamless We're continuously refining our model to adapt to nuances like PTO, market changes, and shifting demands to keep our leads flowing as quickly and smoothly as possible. See what Steven Bryerton, our SVP of New Sales has to say about Speed to Lead 👉 https://lnkd.in/gSQ5JyrD 

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Databricks Clean Rooms, powered by Delta Sharing, enables organizations across industries to collaborate with partners in a privacy-safe manner without relinquishing control over sensitive data. Key features: ✔️ Any language, any workload ✔️ Any cloud, no replication ✔️ Any scale, any trust level Learn how it works👇

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🚨 Free Virtual Event on September 12th: Snowflake Industry Day 🚨 The event will be kicked off by Snowflake CEO Sridhar Ramaswamy and Vice President of Industry Go-to-Market Adam Kaufman as they share how Snowflake is uniquely positioned to help your organization achieve your AI vision. Then we will take a deep dive into use cases for the following industries: - #Advertising, #Media and #Entertainment - #Healthcare and #LifeSciences - #Retail and Consumer Goods - #FinancialServices - #Manufacturing - #PublicSector - #Telecom Sign up below or DM me with any questions you have!

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Our customers asked for automation in tuning, with less need for user guessing..."less knobs, please" -My largest customer...so I'm pleased to announce it's here! That same client has shown massive performance gains in testing - by example, jobs that took over 10 min to run are now finishing in single digit seconds! DatabricksIQ-powered Liquid Clustering intelligently self-tunes and determines the right data layout for you, ensuring your data is always optimized for both read and write performance. It eliminates the headaches of Hive-style partitioning, scales automatically, and reduces table maintenance overhead. #DeltaLake #LiquidClustering

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One small step for managing strategic portfolios, one giant leap for accelerating your business outcomes! Forrester has just published The Forrester Wave™: Strategic Portfolio Management Tools, Q2 2024. The report analyzes 12 top SPM vendors and evaluates each on 22 criteria. Download the full report to learn more about the evolving SPM market and how to drive success in strategy execution. https://okt.to/ZMgCml

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Want to transform the way your channel partners quote? Join Eran Gross (VP of Customer Success America) and Mohammed Fadel (Customer Success Manager) on Thursday, September 12, and discover game-changing strategies to streamline your process and fuel growth. Here's what’s coming your way: ✅ Channel Partner Playbooks: Watch how easily your channel partners can create complex quotes with DealHub’s custom playbooks. ✅ Salesforce Community + PRMs: See DealHub in action on Salesforce and other partner platforms. ✅ Success Story: Hear how one of our customers is crushing it by integrating DealHub with their PRM system. 🔜 Sneak Peek: Get a first look at our upcoming "Headless Quote" feature from Alon Lubin, CTO. This is one webinar you don't want to miss 🎉 Register here > https://lnkd.in/d3f4jvVK #ChannelPartnerSuccess #DealHubWebinar #SalesInnovation #NextLevelQuoting

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Hospitals are increasing the size of their #cybersecurity teams by 30% this year in response to increased threats and recent high-profile attacks in #healthcare. #Snowflake as a security data lake gives those experts easy and affordable access to track threats and correlate information from across logs and business data rather than being limited to "the last 90-days" or a "subset of critical log entries." Make sure you're looking at the people, the tools, and the data you're giving them to protect your patients - https://lnkd.in/gk433FNi https://lnkd.in/ea4uqbzr

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Cloud #marketplaces offer unparalleled access to customers, GTM scalability, and increased deal speed. For any ISV, SI, or company touching GenAI, your cloud sales partnership should be a significant part of your revenue plan. But despite its potential, it can be difficult to get company buy-in. What are the keys to gaining traction internally and gaining more investment in cloud sales? Organization and impact. Partnership teams that can clearly illustrate the benefits of their partnerships will secure more investment. More investment means more resources to further scale their cloud sales efforts. Learn how your team can demonstrate the revenue impact from cloud sales at our virtual Cloud Sales Readiness Tour on June 26th (registration link in the comments below). Join in, lets plan and then work the plan. #cloudsales #partnerships #GTMstrategy

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Save time and money with Snowflake ❄️ In this 2024 study, Forrester Consulting conducted a commissioned Total Economic Impact™ (TEI) study on behalf of Snowflake and found that our easy-to-use platform not only reduces manual management expenses but also lets teams focus on launching products and completing data projects faster—unlocking more value from their data. Learn more in the full report: https://okt.to/b2rVe4

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Aiming to build an AI-powered sales tech stack? Look no further than this comprehensive guide by eWeek, which recommends an AI-powered enablement platform like Seismic. "[Seismic] automatically recommends the most effective content to sales reps based on specific deals, ensuring that they are always equipped with the most relevant and impactful sales materials." Learn more in eWeek:

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The integration of Ray and Databricks offers a uniquely powerful solution to your #AI development needs. Now in GA, see how this collaboration creates a cohesive ecosystem where logical and data parallelism thrive together👇

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