Andrew Traba

What are the root causes of poor GTM team alignment? Our recent survey sheds some light on what your revenue team Ops peers are saying. These comprehensive reports provide all the information. https://gag.gl/4YHwRD #RevOps #DataQuality #RevTeamAlignment

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Katie Viehbeck digs into the metrics that matter from the Drips 2024 AEP Performance Report - Check out her blog https://ow.ly/mkiN30sEjC1 Katie's Top Insights from the 2024 AEP Performance Report:​ 1. DQs Down: Disqualification (DQ) rates dropped by a remarkable 14.4% compared to 2023. 2. Opt-Outs Managed Smartly: Outbound dialing often leads to opt-outs. Luckily, Drips can redirect potential global opt-outs into partial opt-outs through our Disqualified by Drips rules. 3. 48-Hour SOA Rule: CMS reinstated the 48-hour Scope of Appointment (SOA) rule. Drips leverages SMS to keep consumers engaged during this crucial window. 4. Engagement Surge: In 2024, engagement rates rose by 22.8%! Consumers are embracing conversational outbound approaches. Get ready to dive deeper. How much can conversational outbound boost conversion rates? #Healthcare #CustomerExperience #MarketingInsights #Medicare #conversationalAI #ItsAllAboutHowYouSayIt

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WE DON’T WANT TO REPLACE SDRS Agent Frank was never meant to replace your sales team. Sure, it can help you reduce some costs - for example, instead of hiring 2 new reps, you can just hire one and onboard Agent Frank - https://lnkd.in/e69mGgBG But the goal was always for Agent Frank to work WITH your team and enable them to focus on the best part of being an SDR: Closing deals 🚀

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At Mahdlo Executive Advisors we approach revenue as a 1-2 punch with sales and marketing alignment. RevOps metrics are foundational to driving sustainable growth, revenue, and a cohesive brand experience. When marketing and RevOps metrics are aligned, we better understand customer needs and adapt strategies to deliver the experiences that strengthen brand loyalty. #revops #marketingstrategy #revenuegrowth #cmo #csuite #cro #growthmarketing

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🔍 How can you evaluate objectives, strategies, and tactics in distribution? 🎙️ Our podcast with Travel In Motion provides insights into this fundamental question. Jonathan Newman and Thibaud Rohmer explore how airlines evaluate their distribution strategies, specifically focusing on NDC investments. 🎧 You can listen on Spotify! https://ow.ly/U9c650S370s

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Great discussion with Mike Hofman!

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The second installment of my 3-part Crunchbase series on navigating the post-ZIRP SaaS landscape is here! After exploring the market dynamics driving #SaaS commoditization in part 1, this article focuses on actionable ways to build stronger customer relationships—and boost expansion and retention revenue. Discover why aligning #product, #customersuccess, and #sales teams around shared #customerexperience goals is critical to profitability. Learn how to deliver value at every stage of the customer journey, from onboarding to expansion, to ensure your customers are truly ‘bought in.’ Check out the full article in the comments 👇 and stay tuned for part 3! #nrr #postzirp #gtmstrategy

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Great dinner and discussion on the cutting edge of outbound automation and signals. Two nuggets from the discussion: 1) Email deliverability is especially critical for GTM motions with large scale outbound automation (usually selling to SMBs and wide TAM). There doesn’t seem to be a silver bullet, and banking on one deliverability vendor / approach is risky. 2) Bulllish on signals and automation for up-market GTM motions, but needs to be done thoughtfully. Likely keeping reps in the driver’s seat and less end-to-end automation.

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⏰ ICYMI: Our Book is Coming Soon! Accelerating Revenue: Your Definitive Guide to the Theory and Practice of Go-To-Market Enablement is designed for those looking to master the core of GTM Enablement. Whether you're new to the field or a revenue leader aiming to boost team productivity, this book offers practical insights and proven strategies. Curious to learn more about transforming your approach to Enablement? 👉 Head to the Level213 website for more details! www.level213.com/services #book #revenue #enablement #GTM

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𝐌𝐚𝐫𝐓𝐞𝐜𝐡𝟑𝟔𝟎 Exclusive Conversation with Ed King, 𝐅𝐨𝐮𝐧𝐝𝐞𝐫 𝐀𝐧𝐝 𝐂𝐄𝐎 of Openprise In the past decade, what were considered best practices for GTM strategies might not hold true today. Leaders must critically evaluate their approaches, understanding that success formulas from a time of economic boom and abundant capital might not suffice under current market conditions. Full Interview Here: https://gag.gl/Mfpnc2 #martech360 #marketingtechnology #artificialintelligence #Salesenablement #Openprise #Revenuegrowth #RevenueOperationsDataAutomation

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Ready to elevate your CRM game? Dive into our newest blog by Zeta's Donna Morton, VP of Strategic Consulting. 📈 "The Art of Measuring Customer Relationship Management Programs" reveals how to move past basic metrics and truly understand your customer base. Don't miss out on these expert insights!

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Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/eeVWViQz  

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Rest In Peace IVR ☠️ 🪦 Pitchit unveiled its AI IVR to replace the old systems that Fortune 500s, call centers, and BPOs have been using for the last two decades. If you're rolling your eyes thinking, "Why fix something that isn't broken?" then move aside tech hater. Here's just a few reasons why our clients were desperate to get rid of their IVR systems: 1) IVR provided horrible customer experiences. period! 2) More people than ever were "zeroing out" meaning that they just press "0" to skip IVR and speak with a human 3) IVR can't active listen and extract insights throughout the conversation 4) IVR couldn't be trained on your company's data and have agency over the conversation 5) IVR couldn't help a customer. It just routed them (usually to the wrong human) 6) IVR can't qualify customers. You still need a human offshore to pre-qualify the lead before transferring to a closer onshore or nearshore 7) IVR wouldn't LISTEN to the customer Let's double-click on #6 and #7 Scenario A: IVR answers an inbound caller who says, "I'd like to know if I qualify for the $30/mo internet plan that I saw promoted on Facebook" Scenario B: IVR answers an inbound caller who says, "Quiero hablar con alguien en español. Necesito un plan de internet para mi hogar" An IVR would default to the same script and decision tree for both parties, wouldn't have an easy way to help the Spanish speaker who forgot to press "1" for Spanish, and wouldn't extract any information from the conversation at all, nor could it do anything if the call got disconnected. A bilingual human would read both of these conversations as "Hot" leads, engage in active listening to build a rapport, then extract key pieces of intel from the conversation to manually document in their CRM. If disconnected, they'd likely fail to follow up since they'd be in a call center separated from the organization offshore. Pitchit would one-up the bilingual human by taking it a step further. All key pieces of intel would be extracted in real-time, posted into the CRM in real-time, shared with other systems of record, used to fetch data on the back end to produce cross-sell/upsell opportunities, pull from interdepartmental training material to intelligently answer every potential question that comes up without having to put anyone on hold. If the call gets disconnected, it can engage in multichannel callback workflows to reconnect. Like I said before, rest in peace IVR. Watch the full video here > https://lnkd.in/gTQmhDvJ #LQaaS #Pitchit #AIIVR #LeadQualification

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Data was once considered a cost center, but now it's one of the most coveted business assets! With AI technology on the rise, it's essential to unlearn and relearn data management strategies to create an intelligent data ecosystem. I'm thrilled to share my thoughts and experiences on the enterprise approach for AI-driven data management at TDWI. Join me to learn more about navigating this new landscape. #DataManagement #AI #Analytics #TDWI https://lnkd.in/g4imv6Hi

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I did a bunch of research on marketing automation before joining Ortto and found some interesting insights I wrote about in MarTech. Legacy platforms are struggling to keep up, burdened with outdated architecture and limitations. The user experience is suffering, limiting the impact of AI. Innovators from 15+ years ago are now at the bottom of the S Curve in the Innovator's Dilemma. The second wave of vendors is successful but not delivering on promised value. Many are primarily used for email sending, struggling with complex buyer journeys and fragile data components. Churn challenges arise when customers realize they're overpaying for email capabilities. The third wave of vendors, built on modern technology, is fulfilling the original vision of marketing automation and the new AI vision. These vendors ship capabilities rapidly, offer native access to various channels, and boast smart data structures. A notable capability is a native CDP inside the marketing automation platform, enabling a seamless customer journey experience. For those exploring modern vendors, consider checking out Ortto and also discover six key areas to prioritize your evaluation in this article: [link to the article] #MarketingAutomation #Innovation #Ortto #CustomerExperience

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There is often considerable overlap between Revenue Operations (RevOps) leadership and the Chief Revenue Officer (CRO) roles due to the interconnected nature of strategy and execution in driving revenue growth. This signifies a move toward a transformation in Revenue executives where decision-makers combine strategic foresight with operational expertise that drives sustainable revenue growth. The opportunity for senior RevOps professionals to take on these executive roles is more relevant than ever. Here is my advice on considering this move: https://lnkd.in/eEp263QR

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Amplitude has been ranked a Leader in The Forrester Wave™: Feature Management and Experimentation Solutions, Q3 2024! Now, THAT'S what I like to hear. Even better... we were the only company to secure a Leader ranking! This just goes to show the strength of our integrated platform. Learn more about the value our customers get from combining the power of analytics and experimentation!

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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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GTM efficiency has become a key topic in 2024 and will be front and center for CRO’s and CMO’s as planning begins for 2025. SDR effectiveness and productivity is a significant problem. At The Pipeline Group we built ground up the right talent, data quality, best practices and tech stack to break through the massive digital noise and to not just CREATE pipeline but to help PROGRESS it. Get ahead of the brutal 2025 plan and let us show you how we can take out costs and drive efficiency. I know you have all had a bad experience with outside agencies but we are proven and different! You have nothing to lose, I won’t waste your time and if we can’t help it will be stated in the first 15 mins. DM me or Ken Jisser

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