Brian O'Reilly

Super excited to be teaming up with Mollie B., VP of Ops at Sound, for our upcoming webinar! Join us on Tuesday, September 10 at 11 AM EST / 8 AM PST for “RevOps Playbook for High-Growth Companies." We’ll cover … 🤔 What is #RevOps anyway and modern RevOps maturity models 🔥 RevOps Hot Topics: 1️⃣ Why do RevOps job descriptions vary so much?  2️⃣ RevOps vs SalesOps vs GTMOps: Is there a difference? 3️⃣ Who should RevOps report to? 📊 How do you measure if your RevOps team is actually making an impact? Huge thanks to RevGenius for hosting! 🙌 Register here 👉 https://lnkd.in/d5tp_7Vf 

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🎙️ I had a great time with Alex Mislan during Spekit 🐙's first 'Enablement Therapy' webinar series last week! 💡 We covered so many great topics like the clip below about how Enablement balances the art of pushing down to Reps AND pushing up to leadership to be that strategic partner and advocate to and for both groups. 👇🏼 Definitely give the full chat a listen - link in the comments! #salesenablement #enablement #revenueenablement

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Leaders: it can feel like everybody has their own priority and their own metrics... Do you relate? 😕 We asked Rashida Goryawala, a Lead RevOps Strategist at RevPartners, how to ensure your entire C-Suite is on the same page ahead of 2025 planning. Her answer? You **have** to start with alignment on shared values and principles. That way, if things get out of hand, you can go back and remind people where you started. At RevPartners, we stand out in the HubSpot ecosystem because of the RevOps principles that we bring to your team to help you scale and drive growth. 🚀

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With quota attainment at 42.7% in Q2-24 (RepVue data), your comp plans matter more than ever. We hosted Gabe Rothman on #RevOps Lab to chat about about comp planning for complex scenarios. CONTEXT Background on Rescale: - Consumption pricing - Margin on deals fluctuate - Customer buy credits over time - Spend fluctuate The context above can create very complicated comp plans. Instead, Gabe and his team choose to what he refers to 1st principles: - Limit complexity - Be outcome oriented - Don’t overcommit - Bend reality to your will The outcome 1. Comp on bookings (new logo, expansion, renewals) - Easy to understand - Transparent 2. Hedge P&L risk for company - Compensation isn't a contract - Opt-out clause for deals where margin creates business risks 3. Excellence in Ops & Finance - Finance & Ops predict margin via Deal Desk - Commission is based on key business fundamentals - Reduces complexity for AEs Any tips on comp plans worth sharing? Comment 👇 -- 🔊 Listen to the full episode - link to RevOps Lab in my profile ♻ Share with your friends Thanks for sharing those invaluable lessons w/ our audience, Gabe! #revops #saas

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Top H1 takeaway from QBR's about our Rev Org: "We're an ecosystem, not a hierarchy." (h/t Alexandra B.) We collaborate, everyone's voice matters, and we strive to put people in roles they love so they can be madly successful. Hearing this statement was validation that what we are building in the Revenue Org at LibraryPass is unique, and scalable, and contagious. And we have roles coming soon! So if you're interested in being part of an ecosystem, let's chat. Here's to an even better H2!

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There is a strong need to move away from a theoretical understanding of buyer journeys and adopt a data driven and learning based approach to understand these journeys. With RevSure AI , Marketers now don't need to do any guesswork, just need to apply creativity at the right places to make the customer journey seamless! #marketing #ai #customerjourney

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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Amplitude Announces Second Quarter 2024 Financial Results: - Second quarter revenue of $73.3 million, up 8% year over year - Annual Recurring Revenue of $290 million, up 8% year over year - Number of customers representing $100,000 or more of ARR in Q2 grew to 547, an increase of 10% year over year This quarter was all about meeting our customers where they are. In Q2 we took our Snowflake Native offering GA, doubled down on our open ecosystem, and unveiled a self-serve portal that makes it easier than ever to integrate with Amplitude. To our customers, partners, and Ampliteers, thank you! Your trust, partnership, and hard work is invaluable! #PLG #ProductLedGrowth #DigitalAnalytics #ProductAnalytics #Retention #Acquisition #Monetization

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We just dropped a new episode of SaaS Expert Voices, featuring Dan Balcauski, Founder and Chief Pricing Officer at Product Tranquility and a true pricing guru. If you’re in the B2B SaaS space and looking to optimize your pricing strategy, this episode is a must-listen! Why you should tune in: 📊 𝐀𝐥𝐢𝐠𝐧𝐢𝐧𝐠 𝐏𝐫𝐢𝐜𝐢𝐧𝐠 𝐰𝐢𝐭𝐡 𝐁𝐮𝐬𝐢𝐧𝐞𝐬𝐬 𝐎𝐛𝐣𝐞𝐜𝐭𝐢𝐯𝐞𝐬: We discussed the importance of aligning your pricing strategy with clear business objectives. Whether you're aiming to maximize revenue or profit, understanding the metric you're optimizing for is key. Dan shared how companies can avoid the trap of trying to do everything at once, which often leads to suboptimal outcomes. 🔍 𝐃𝐞𝐛𝐮𝐧𝐤𝐢𝐧𝐠 𝐁𝟐𝐁 𝐏𝐫𝐢𝐜𝐢𝐧𝐠 𝐌𝐲𝐭𝐡𝐬: Dan kicked off by busting a major myth: pricing isn’t just about the amount you charge. It's about who you charge and how you structure those charges. This mindset shift is crucial for any SaaS leader looking to optimize their revenue. 🤝 𝐄𝐧𝐠𝐚𝐠𝐢𝐧𝐠 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬 𝐢𝐧 𝐏𝐫𝐢𝐜𝐢𝐧𝐠 𝐂𝐨𝐧𝐯𝐞𝐫𝐬𝐚𝐭𝐢𝐨𝐧𝐬: Afraid to discuss pricing with your customers? These pricing conversations are much like those tough talks you have with your kids about certain life topics–inevitable and crucial. Dan emphasizes the importance of discussing pricing with customers early and strategically, instead of waiting until the final stages of their decision-making process. 💡 𝐀𝐈 𝐢𝐧 𝐏𝐫𝐢𝐜𝐢𝐧𝐠 𝐈𝐧𝐧𝐨𝐯𝐚𝐭𝐢𝐨𝐧𝐬: Dan shares how companies like Intercom are revolutionizing their pricing models with AI capabilities. They differentiate between tools that enhance human performance and fully autonomous solutions, each with distinct pricing strategies. If you're looking to refine your pricing strategy and drive growth in 2024, this episode is packed with actionable insights. Share your thoughts and let’s keep the conversation going. 🎧 Listen to the full episode here: https://lnkd.in/gVw94gVB

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We're thrilled to introduce Real-Time Integrations with top CRMs like Affinity.co, Attio, Salesforce, HubSpot, Airtable, and many more! 🎉 These integrations will transform your workflow by: 🔄 Syncing Companies and Contacts in Real-Time 🎛️ Offering Fully Customizable Settings 🧠 Automating Data Updates And, with our Push and Pull features, you can enrich your CRM data with Specter's unique growth signals and insights, making your decision-making process faster and more efficient ⚡ Read more in the first comment below 👇

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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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💡 Great insight from Rob Rebholz and Superglue on the current state of sales tech. 😯 Sales teams today are overwhelmed by a flood of tools—from AI-powered analytics to data integrations with partners. 🛠️ Instead of layering on more tech and new workflows, let’s consider meeting Account Executives where they are. 💻 How about tech that seamlessly integrates into their daily routines, adding genuine value without complicating the process? 💰 Sales thrive on agility and seizing opportunities, while partnerships depend on steady, reliable connections. The magic lies in balancing innovation with simplicity, empowering teams without creating overload. #salestech #partnerships #salesenablement

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Great RevOps Council meeting at the Scale Venture Partners Summit last week led by the talented Ben L. with great contributions from several RevOps champions including 💌Andy Mowat, Somrat Niyogi, Michael Hargis and David Brock. We discussed today’s #RevOps mission, team functions, the attributes of a modern RevOps leader and the future of RevOps, workshopping a framework for the ‘RevOps Hierarchy of Needs’. Great RevOps teams: - Represent more than just a glorified rebranding of Sales Ops or a consolidation of Ops functions - Support the customer journey and customer outcomes vs. myopic focus on supporting teams and individuals - Understand what the numbers mean rather than just managing to the number

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we're making progress with a Slack app that automates driving more & better practice / outputs / behaviors with your AEs & other sellers… goal: make role-playing practice more manageable, realistic, & consistent while applying it to actual deals during prep ofc we're plugging into AI for some fun feedback loops too 😊 our next phase is seeing how more teams react to decide what to build for early customers. we can focus on anything you're looking to improve right now: outbounding, cold calling, disco, negotiation, storytelling, improv, forecasting, testing champs, etc... let me know if you want to test it out with your team, or it's easy to get started with the link below. thx!

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So your company has decided to add a partnerships department (*sigh*) ✅ Hires one partner person ✅ Shares data to get partner overlaps ✅ Assigns partner person a quarterly revenue number ❌ Does not create cross functional partnership strategy ❌ Does not assign partner focused KPIs to the sales org ❌ Does not engage in a partner enablement strategy 🤯 Cannot understand how partner referrals aren’t just rolling in the door. Partnerships is a strategy, not a department. Having a solid partnership strategy that envelops the entire GTM process is the quickest way to partnership success. And it’s still a long game. Best be getting started.

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This just in.....It's Tomorrow Tuesday. Where we try to accurately predict where SDR leadership will go.....in the world of Tomorrow! RevOps - Ensuring your system is set up to collect data to optimize the revenue cycle, designing territories, streamlining lead to close conversion, and ensure data driven focus as you grow and expand your business. Congrats SDR leaders, we're going play an important part in this day to day. Less and less will you work with an ops partner, you will more and more likely be that ops partner. This can only come as teams operate on a leaner model, fewer, but more productive SDRs. Ideal ratios will start to look like 4-5 to one manager, as opposed to 7-10 per manager. Something to think about. Any prediction you'd like to add?

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Why is top-line growth the holy grail for SaaS success? Because it implies everything else is functioning well: product/market fit, retention, customer acquisition. Plus, it drives the highest equity value. And yet, it’s not the only important metric:

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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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#Sales and #CustomerSuccess aren’t just deal-makers... They’re relationship-builders. But often, they’re chasing different goals, which leaves real revenue potential untapped. What happens when both teams are actually in sync? 🤝 In this episode: Daisy Chung from Orum 🥇 and I discuss how Sales and CS can align their strategies to: a. Drive #SustainableGrowth. b. Foster long-term partnerships. c. Eliminate the finger-pointing when times get tough.

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