Brian Birkett

Gong's GTM teams love DealHub! We're geeking out over how Gong, the Revenue Intelligence leaders, are using DealHub.io to, well, rock their sales world! Their Deal Desk, RevOps, and Sales teams are all raving about the platform. Here's why DealHub is a hit at Gong: * Less Busywork, More High Fives: DealHub slashed manual work by 50%, freeing up time for what matters – closing those deals. * Crystal Clear Visibility: Say goodbye to pipeline mysteries! Everyone at Gong has a bird's eye view of the sales process. * Faster Sales Cycles: DealHub helped Gong accelerate their deal cycles, meaning quicker wins and happier customers. * Teamwork Makes the Dream Work: Collaboration is key! DealHub fosters seamless communication between all of Gong's awesome teams. Curious how DealHub can boost your RevOps magic? Check out the full story! https://okt.to/WeHlgw #RevOpsLife #SalesTeamWins #DealHubLove #CustomerSpotlight

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In the wake of the California Minimum Wage Act, many businesses are grappling with the added pressure of increased payroll expenses. To adapt to these changes, it's important to explore sustainable solutions. Businesses can choose to reduce labor, increase prices, automate operations, or a combination of the three. However, cutting labor hours may have negative consequences for revenue and customer experience. Investing in technology offers a practical solution to mitigate labor costs. Automation and AI can streamline operations and increase efficiency. GRUBBRR®'s technology can make a substantial impact on automated customer service, operational efficiency, and data analytics. Check out the self-ordering platform and digital innovation that GRUBBRR® offers to help your business adapt. #GRUBBRR #BusinessAdaptation #MinimumWage #TechSolutions #CaliforniaBusiness #selforderingplatform #retail #qsr #digitalinnovation #kiosk Samsung Electronics America https://lnkd.in/ekbqXRQY

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I am very excited to host a speaking panel at RevOpsAF in San Diego on May 30th. If you're a RevOps leader charged with moving your GTM execution faster -- this thought-leadership session is for you. In "Blood, Sweat & Sales People: Confessions from the Rev Ops Frontline", we dive deep into the trenches with RevOps experts Ayelet Germanski (PlexTrac) and Amie Weizer (Zensai), revealing their battle-tested strategies for success. Gain 3 crucial insights: 1. Scale with Speed: Master the art of GTM scaling – launching AND maintaining growth momentum. Discover how to thrive in a resource-constrained market through smart process streamlining and efficient workflows. 2. Adapt to Conquer: Learn how to react quickly to market shifts and build resilience for the unexpected. Uncover expert tactics for achieving growth even with limited resources. 3. RevOps Revolution: Optimize your RevOps journey. Identify the signs that you need a reboot, foster seamless collaboration across departments, and ensure your entire RevOps process aligns perfectly with your organization's goals. Big thanks to Matthew Volm, Camela Thompson and the RevOps Co-op team for organizing this wonderful event and inviting me to speak. Let's meet in person if you are attending - secure a time to chat here >>> https://lnkd.in/dmU7JY6K Use the discount code 'RAFDealHub10' to get 10% off your event ticket!

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Prospecting just got a whole lot easier. ✨ ZoomInfo Copilot connects you to the right buyers at the right time, so you don't have to spend hours searching for your next lead. Request a demo to see Copilot in action: bit.ly/3Vj9RCS #ZoomInfoCopilot

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Our latest survey offers a comprehensive look at the current state of selling, featuring insights from 800 front-line sellers. A standout finding: 3 out of 4 respondents believe they could save at least an hour by eliminating the task of creating personalized emails for prospects. While personalization is essential for connecting with prospects, it’s also incredibly time-consuming. Sellers understand its importance, but those hours quickly add up. We know time is money, and we’re dedicated to providing today’s sellers with the tools they need to personalize efficiently and effectively. Additionally, we asked sellers, “What specific tasks in your role do you think would benefit most from AI and automation?” The top three responses were: 1. Follow-up and engagement tracking 2. Reporting and performance analytics 3. Data entry and CRM updating Our survey uncovers valuable insights into the future of sales. Discover how AI can revolutionize your sales process: https://lnkd.in/gMr_3UNA

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RevOps under the CFO? PROBLEM: RevOps should be solving for seamless alignment across Sales, Marketing, and Customer Success to optimize rev generation, drive efficiency, and deliver predictable, scalable growth. BACKGROUND: I've seen RevOps under both Sales and Marketing. Neither seemed optimal (as both have a functional bias), so at Base64 we placed RevOps under the CFO / Head of Finance. WHY THE CFO: 1) COMPANY HEALTH & ALIGNMENT: Modern AI / SaaS CFO’s have evolved from accounting leaders to strategic architects of company health. I work very closely with my CFO to optimize the entire revenue lifecycle...balancing growth with efficiency...unlike Sales, where I primarily focus on quarterly new license bookings and renewal targets, or Marketing where I primarily focus on top-of-funnel demand gen, positioning and brand equity. 2) DATA-DRIVEN OPTIMIZATION: RevOps thrives on cross-departmental data, and I work with my CFO to integrate insights to minimize inefficiencies and maximize ROI for the company and within each function. 3) LONG-TERM VALUE CREATION FOCUS: While Sales and Marketing prioritize short-term wins (absolutely critical), the CFO aligns RevOps with the company’s broader financial strategy for scalable, sustainable growth (i.e. preparing the business for funding rounds, identifying levers to hit annual growth targets). By placing RevOps under the CFO, I believe companies unlock a metrics-driven approach where every dollar fuels Profitable Efficient Growth (PEG). In AI-SaaS where commercial models are being disrupted (i.e. usage vs. consumption)...having a modern CFO that owns RevOps is proving to be a game-changer at Base64. The primary risk leaders need to look out for is 1) if you have a risk-averse or fixed mindset CFO that prioritizes expense mgmt over PEG 2) they do not value CX (1st class product experience is table-stakes, but the overall experience with your company needs to be 1st class...from buying to servicing to renewing). Thoughts? #CFO #RevOps #StrategicLeadership #RevenueOptimization #SaaSLeadership

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More incredible companies on the hunt for talent! Here's who's currently hiring for Senior GTM roles: ✱ Fleetio — Director, GTM Systems ✱ Kontakt.io — Vice President, Marketing ✱ Mercury — Head of Marketing ✱ Gong — Director, Services GTM Strategy ✱ Walnut — Head of Marketing ✱ Census — Director of Marketing ✱ Zendesk — Director, Sales Operations ✱ Harness — Director, Commercial & Mid-Market Sales ✱ Klaviyo — Director, Sales Operations ✱ Podium — Director of Sales Development ✱ Rippling — Director, Mid-Market Sales You know the deal: 💚If you know someone looking for a new opportunity, tag them. 💚If you're hiring, tag your company and mention any open roles! #hiringnow #jobalert #recruiting #tech #networking #saas #revops #GTM #GoToMarket #marketing #sales #hiring #jobpostings #jobhunting #openroles

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2025 suddenly feels like it's moments away. Fortunately, in less than a week Forrester's Seth Marrs and Clari's Elizabeth Heuett Temples will team up to talk about the future of #forecasting for enterprise sales. #RevOps leaders, get ready to beat your 2025 objectives - register here: https://lnkd.in/eD9Y6i3b

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"There was a time when buyers were less incredulous about the decisions that they were making. Buying committees weren’t as large as they are now. Now sales and transactions are under a microscope." - Chris Turner, Sales Engineering Manager at @Salesloft On this episode of RevTalks, Chris and Rebby John, discuss changes to the sales and presales professionals’ roles, the keys to multithreading ever-expanding buying groups, getting to ROI faster in conversations, the story of “how” in sales, AI, and more. Full episode here: https://lnkd.in/ggc9wR3K

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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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1 RevOps team or separate CX, Sales, and Marketing Ops teams? I spoke with 4 RevOps leaders this month who all had the same painful story about this decision. Here’s how it usually goes: ✅ Start with separate teams: Sales Ops, Marketing Ops, CX Ops. It makes sense early on: - Processes and reporting are function-specific. - Each exec gets their go-to ops person to execute more quickly. But then the cracks appear: ❌ Siloed data and processes. ❌ Finger-pointing due to misalignment. ❌ No clear view of the customer journey. ❌ Ops becomes order takers and firefighters instead of strategic partners. In the worst cases? Ops teams are stuck defending execs instead of being the truth tellers your business needs. What happens next? Painful consolidation. All 4 leaders shared how they had to merge their ops teams into one RevOps function, rebuilding processes and data foundations from scratch to match the customer journey. The results? Functions work together seamlessly: Marketing generates leads that Sales actually works. Pipeline forecasting gets easier. Sales focuses on customers that retain. RevOps becomes a strategic, empowered truth-teller, and finally gets a seat at the table. My takeaway is that it’s much easier to launch RevOps with this foundation upfront than fix it later. But it takes discipline and alignment, which is more challenging in high growth environments. How has your org thought about this decision?

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There is a murder scene happening in your GTM org right now. 🎃 But not with people (phew). But with FY2025 budgets getting dished out, many GTM leaders are slashing and redlining their current expenses to adapt to the change in budget or getting rid of things that didn’t work. 🔪 Now, if you are a new CMO/CRO, be careful not to just slash for slashing sake. Especially on operations support. Take the time to dig into what is useful for the team and better yet, lean on your operational support to give you the insights to make these “cost-saving” slashes. And on that topic of “cost-saving” here are places I would look into “slashing” first to save money instead of reducing on brand programs, operations, and consultants that provide value. 😊 • The full GTM tech stack  This is the very first place I would look to find tech bloat. It’s likely you might have tools that do similar things, tools no one has touched in ages, and tools that you could easily replace by building functionality within existing tools. • “Lead acquisition” data vendors Buying lists of “verified buyers” or buying “meetings” is not the way to go. Trust me. • Syndicated Content Maybe you don’t need to completely get rid of this channel (although I would think about it based on all the data I have seen). But the better thing is to invest in building your own content program that your team can consistently stick to and that resonates with buyers. • “Silver-bullet” reporting tools This kinda relates to point #1 but just letting you know - there isn’t one. • Any channel that you have invested a lot of time into but see little pipeline $ Use your data to the best of your ability when making cost changes. But know that marketing takes time and pipeline attribution is a lagging indicator. But if a certain channel or program is just not working - then make the case to stop and invest in an experiment instead. Any others you would add? Would love to hear it!

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At the Gainsight conference last week, I had several folks ask me some version of "everyone used to talk about adoption....now everyone says that it's just about outcomes and ROI. What's your take?" It is and has always been about both. Can you get ROI without adoption? No. Is adoption by itself sufficient to guarantee value realization? Also no. You have to have adoption of the right capabilities that tie to customer business priorities with attached measurable outcomes. That is and has always been the formula. This is easy to say, really hard to implement and manage at scale. Which is why very few companies do it.

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Pierson Krass and I hosted a subscription workshop yesterday with some strong and growing brands in Utah. A few takeaways: 1. This format was more intimate, allowed for more questions, and a deeper understanding of how to better acquire and retain subscribers. 2. No matter the subscription platform you're using, brands are trying to figure out how to get more of them and enable the right sales funnels and retention motions. 3. In awe of Pierson talking to brands under $1m and over $10m in the exact same way. Whenever he recommended a tool it was completely sincere. Disclosed if he's invested in the app (or not). Recommended an app that wasn't his because it would work better for the brand that needed it. I love that. We will definitely be doing more of these! Thanks to those who came out and to our wonderful Utah ecommerce ecosystem. (Yes that's my food on the seat I was taking the pic!)

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Gong has been named a leader in the new report, The Forrester Wave™: Revenue Orchestration Platforms, Q3 2024. In this report, Forrester analyzed and scored 12 top vendors in the market. Gong received the highest scores possible for more criteria than any other vendor, including:   ⭐ Innovation ⭐ AI and automation differentiators ⭐ Range of analytics insights ⭐ Platform UX and integration “Gong’s AI reveals unique buyer and seller insights to improve deal outcomes. One of the few companies founded with AI at its core, Gong has used its nine-year AI résumé to create transformative insights for revenue organization." Check out the full report here: https://lnkd.in/gNNFMaSi

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This is a really interesting interview with the Toast CRO discussing how they evolved their GTM to drive hyper-growth. The focus of adding field reps based on "geographic density" vs. "geographic breadth" is a great distinction. Staying disciplined enough to do that is the hardest part, but for highly local industries like the restaurant industry, it makes so much sense. Their viral growth is really amazing to watch--taking the US by storm, 1 street at a time. https://lnkd.in/ek3_ic6S

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A wave of consolidation is sweeping through the sales tech industry. I recently listened to a brilliant episode from the Topline podcast, featuring Salesloft CEO David Obrand, that shed light on the current state of the GTM tech landscape. As highlighted in the episode, key players like Clari, Gong and Outreach are expanding their offering to boost their TAM and offer more comprehensive solutions. Whilst the trend is understandable, the danger is long-standing partnerships start to fray as overlapping functionalities emerge - partnerships that were once the lifeblood of the sales tech ecosystem. For us, it begs the question. In a world of all-encompassing GTM suites, is there still a place for specialized, best-in-breed solutions? I believe the answer is a resounding yes - but only if they can offer extraordinary value. To thrive in this new era, point solutions must not only deliver great results but also seamlessly integrate into a company’s core tech stack and existing workflows. At MultiplyGTM, we’re laser-focused on providing planning intelligence that complements rather than competes with the everyday solutions revenue teams rely on, and goes deep in addressing a critical need - empowering revenue leaders with the confidence and clarity to achieve their goals. Whilst we may lack the resources of larger players, our goal is to provide unparalleled planning intelligence and insights that drive revenue, while growing sustainably and delivering immense value to our customers with our domain expertise. We're on the cusp of announcing some game-changing partnerships too that will extend our reach and impact, while maintaining our focus on delivering the revenue planning capabilities that drive profitable efficient growth. Stay tuned! 🚀

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As Hugh Hopkins and I are building 42ai, we're acutely aware that up until recently the trajectory in GTM tech has been veering exclusively to "market consolidation". Acquisitions like Hubspot -> Clearbit, Clari -> Groove or companies like Gong going full DIY are aimed at winning more wallet share and 'proving' market leadership... But more wallet share + market leadership for vendors doesn't always translate into whats good for the end customer and there are a lot of things we're not so keen on about this approach: 🔴 These companies want to own as much of their particular GTM Activity/Process as possible making them incredibly sticky 🔴 They roll out/acquire more functionality to achieve this and let's face it, it's rarely as good as the initial product 🔴 This not only locks you into their way of working, but is likely wrapped up in expensive per seat billing 🔴 And for a long time after implementation the data and insight these platforms capture only benefits the target persona in their own "walled garden" 🔴 Quickly these tools become inflexible and adapting them to the nuance of your business requires data and ops resources or manual workarounds 🔴 And maximising results is often about adding more headcount and functionality/features For post-sale productivity software in particular (gainsight, catalyst et al) these problems are particularly challenging because by this stage of the customer lifecycle, every company operates very different internally. That's why there are a gazillion top of funnel software tools out there today and just a few post-sale platforms. But there is another way... 🤠 There are a growing number of companies who believe in a different approach (Clay, Attio, 42ai as examples). A way where low cost of ownership gives access to highly adaptable workflows (AI or otherwise), leverages real-time data, and integrates with best in class tools so you can make the most out of your existing stack. All without tying you in to paying for seats or functionality you don't need. For the next phase of GTM Tech, more consolidation is not the default way forward - it has many downsides. While change may be slow initially, for some use-cases and segments of the market, value will shift away from these platforms into usage-billed workflows that address a wider number of vertically integrated problems - at a fraction of the cost of traditional saas. Try as they may, incumbents will struggle to go there...

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