Caedmon Patalano

Enablement just got personal. Generic doesn’t cut it anymore when it comes to winning your buyers’ attention (or their trust). If you want to leave a lasting impression with content, meetings, and training that gets you up close and personal with your buyers’ most pressing concerns – let’s talk. Just stop by booth #417 at the Forrester B2B Summit in Austin today through this Wednesday or set your preferred time to talk with Bigtincan team members using the scheduler in the link. #ForrB2BSummit #enablement #buyingexperienceofthefuture

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Become an expert on any account in under 5 minutes! ⏰ ZoomInfo Copilot's AI Account Summaries tell you everything you need to know about a given account — including pain points, upcoming deals, important contacts, and more. Ready to optimize your sales strategy? Request a demo to see ZoomInfo Copilot in action: bit.ly/3VRm9E0 #ZoomInfoCopilot

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The Forrester Wave: Revenue Orchestration Platforms was published today and...drum roll 🥁...Gong was named a leader and received the highest score in the Current Offering category of any vendor assessed. My fav quote: 🔥 “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 organizations.” 🔥 Congrats, Gongsters!

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In 2023, 61% of companies did not achieve their revenue targets. Clari surveyed 400+ revenue teams & professionals to find out why: - Hidden breakdowns in your ability to create, convert, and close new deals - Lack of visibility in forecasting capabilities - Bad, missing, and stale data AKA Revenue Leak. The good news: Revenue Leak doesn’t have to stay hidden. Now we’ve got insights, tools, and resources for you to spot and eliminate. Download the report to find out where you’re losing dollars and how to fix it: https://lnkd.in/gDWrxAKB 

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I’m so excited to be leading a session as part of the CMAweekly Masterminds 2024 series all about my two favorite topics — onboarding and adoption! Join me next Thursday, August 1 to talk about all things in these critical parts of the customer lifecycle! I’ll share my experiences (good, bad, and ugly), the guiding principles around onboarding and adoption that I live by, and hopefully leave you with some ideas of ways you can get your customers excited to get started and grow with you. https://lu.ma/1bsb96a2

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One of the perks of being at the helm of a unified RevOps team is having a seat at the boardroom table. It’s where that ‘alignment’ piece really stands out, and becomes so integral. Having that firsthand experience shapes the strategic direction of our organization. RevOps works closely with finance to build the board deck, using metrics and insight data to populate and craft the narratives. It gives us a chance to create alignment, and have context into decisions, making it easier to execute (and effectively.) And to feed this back to the team to operationalize. It helps when you have a world class board who help shape your strategy and thinking 😎 RevOps deserves a seat at the table. Agree? #unifiedops

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Enablement is all about empathy — for both reps and for customers. It’s crucial to coach this into reps so they can bring the best into their deals, but it’s just as important for managers to bring empathy into their meetings with reps to offer them concrete guidance and advice. That’s what I loved about this success story from Nick Lewis, Global Head of Revenue Enablement at Uber for Business. AI-backed revenue intelligence gave them data-driven insight into what high performers who are great at building pipeline, but struggle to close are doing. This empowered leaders with the data they needed to provide solid coaching to help these reps outperform. Those are the kinds of wins that makes enablement successful and I’m so proud that Gong is offering this intelligence to amazing revenue orgs like Uber. Read more about Uber for Business’ incredible story here:

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🎤 RevOps friends! Delegate will be joining Sweep's webinar on (How to own your GTM Tech stack without becoming an "Accidental Admin") 🔊 Our VP of Platform, Ernest Wong will be speaking alongside Daniel Cohen, MBA, Stefan Klotzbuecher, and Aviv Bergman about strategies to manage your GTM systems. Link in comments! #RevOps #Delegate #gtm

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Cloudinary's CRO Allison Metcalfe brings a wealth of experience in revenue operations for SaaS companies, which she discusses extensively in a recent episode of The GTM Podcast by GTMnow. Listen in to discover: - Her unique path from customer success to CRO - Why establishing a robust post-sales function is crucial from the start - How to balance product-led growth with an enterprise sales strategy - Traits that define an effective modern CRO - Using customer stories as a significant growth driver - Insights gained from LiveRamp's remarkable growth and its acquisition by Acxiom - And more https://okt.to/y4RqAP

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🤩 Yeah, baby. Go-to-Market going mainstream! 🤩 🏆 Finally, getting the attention it deserves. GTM is evolving from a one-time new product launch to how a company operates every day - essentially becoming the company's operating system, unifying the X-functional teams working as "one team" focused on revenue growth and a great connected user experience— no more finger-pointing. 👉 👈 Yep, Marketing and Sales, we have all been guilty of this when the going got rough. 🥺 It has been a long road in Product Marketing, with many bumps and bruises along the way. 🤕 GTM is definitely "BetterTogether"! ☮️ ☮️ 🩷 🩷 🥂 Sangram Vajre, @Bryanbrown, and Lindsay Cordell have led the charge at  GTM Partners for the last 3 years 🔥 🔥 , redefining the future of GTM, making it simpler with Sangram's new book "Move" the 4-question GTM framework and a repeatable system with its innovative GTM OS (Operating System) that connects strategy and execution. Congratulations to all the 2024 GTM OS all-stars !!! 🤩 🏆 💪 I am excited to be part of the GTM OS movement as a GTM Partners certified advisor helping B2B CEOs, Founders, CMOs, CROs, Revops, and CS transform their GTM and align 🎯 their teams to accelerate growth. And yes, all of it sprinkled with a bit of "Better Together" good vibes. ☮️ Are you ready for 2025? Up your GTM game: 🔍 Take the free MOVE 4-question GTM assessment online (takes 5 minutes) https://lnkd.in/gCRw6fXm 📕 Buy the book https://a.co/d/iGXlOXk 💪 Consider getting your team GTM OS certified https://lnkd.in/gERTCj3x 🔥 Want to know more - feel free to book a time with me https://lnkd.in/g7MipHP7 Join a CXO roundtable on Nov 21st at 10 PST on GTM challenges for 2025 - DM me if you are interested in participating. Claude #GTM #GTM Better #ProductMarketing #2025planning

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Great Place To Work® and Fortune magazine have honored Five9 as one of this year's Best Workplaces in the Bay Area. 🌟 This is Five9's second time being named to this prestigious list, coming in at No. 17. Earning a spot means that Five9 has surpassed rigorous benchmarks, establishing itself as one of the best workplaces among companies headquartered in the San Francisco Bay region. Learn more: #Five9 #BestPlacesToWork #CustomerExperience

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📣 Come join us at the **Clay kickoff event** in Bellevue! Whether you're new to Clay or already using this powerful GTM tool, this is the perfect opportunity to network, watch demos, and learn more. Let’s chat about all things Clay and how it can help grow your business! Clay #cloudcompete #ClayEvent

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I had the privilege of joining Annie Turk and Adam Landsman to represent Sharebite at the Culture Summit in San Diego this past week. We heard from some incredible leaders in HR, People Ops, and Workplace Experience, who shared how they build strong cultures for their teams—whether they’re remote, hybrid, or in-office. A recurring challenge that came up was how to foster engagement across departments in a remote world. While employees often feel connected to their immediate team and manager, they struggle to build relationships with colleagues in other departments. At Sharebite, we’ve found a unique way to bridge this gap (shoutout to Arees Akhtar and William Pang!), and it wasn’t until this past week that I truly realized the value of it. We use a random generator to group employees into pods of 5-6 people for virtual lunches. Each person receives an allowance on their Sharebite Passport (our virtual meal benefits card) to grab lunch on the day of the meetup. The pod then comes together virtually to enjoy their meals and discuss a range of topics—sometimes prompted by fun conversation starters. For example, during my last lunch, we dove deep into the Travis Kelce and Taylor Swift buzz while I got to connect with colleagues from marketing and account management. Hearing how others struggle with cross-departmental engagement made me realize how simple and effective this approach really is. It’s an easy way to recreate those spontaneous breakroom conversations, even in a remote world. All you need is a Sharebite Passport, a random generator, and some lighthearted questions to spark conversation. I’m curious—how are other leaders driving cross-departmental collaboration in their teams? #WednesdayintheWorkplace

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If you're a RevOps leader charged with moving your GTM execution faster -- this thought-leadership session is for you. Join us on May 30th in San Diego at the RevOps Co-op conference. We are bringing a panel of top-notch speakers to share their insights and success playbooks. Here's the session line-up for "Blood, Sweat & Sales People: Confessions from the RevOps Frontline": Eyal Orgil, DealHub's CRO, dives deep into the heart of the action with RevOps experts Ayelet Germanski (PlexTrac) and Amie Weizer (Zensai), revealing their unfiltered secrets to GTM mastery. Gain 3 crucial insights: 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. 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. 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. Let's meet in person - secure a time to chat here >>> https://okt.to/Fb7rxE Use the discount code 'RAFDealHub10' to get 10% off your event ticket! #GTM #revops #thoughtleadership

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Had a lot of fun in NY this week - meetings, tech week, and… a dinner with RevOps leaders who are at the top of their crafts. Some common themes I heard over dinner: 1️⃣ There was near unanimous agreement that RevOps reporting to CROs creates a conflict but there was no clear consensus when it came to the ideal reporting structure. I heard CROs, CFOs, COOs, and CMOs mentioned. 2️⃣ There was a lot of discussion about investment levels in RevOps and how to best organize RevOps teams to support the business. Some cool ideas here. 3️⃣ And of course, there was some talk about AI. But not a lot. The general theme I picked up on was the interest to hear about tools in this space that are truly having an impact and then some discussion about what has staying power vs. ChatGPT. Thanks Simon Chan for hosting this event - and for securing an amazing venue! Until next time!!

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Looking forward to speaking at Product Marketing Summit San Francisco, this September 4 & 5. I’ll be discussing how to win the hearts and minds of buyers by defending "best" and "better" with tangible, concrete, and quantifiable differentiators. Check out what’s in store: https://lnkd.in/gi3BcKy2 Feel free to drop me a message or comment with any questions. 👇 Early pricing ends tomorrow. #productmarketing #productmarketingsummit @Beth Walker

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What does Optimizely CEO Alex Atzberger have to say about our recent milestone? Check him out on NYSE Floor Talk with Judy Shaw as he discusses hitting $400M in ARR! Want to learn more about Optimizely? Check out our offerings: https://ow.ly/5S0030sCtHl

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If you're a Success leader heading into annual planning - how are you mapping your ARR outcomes? If you want to stay ahead of the game, you need to understand: 1. Revenue expiring - how much revenue will be "available to renew" in each quarter next year? This is your most critical outcome - when $$ are up for grabs, do they leave, stay, or grow? 2. Retention targets - what NRR and GRR retention targets need to be hit for your growth targets? 3. Expansion targets - for Net New ARR, what is the Gross Expansion target that needs to come from existing customers to hit company growth targets? 4. Headcount and quota - based on the above, what goals do you need to sign your team up for and how does that get distributed based on your operating model? As a Success leader, when you understand the revenue outcomes needed to hit company growth targets, you can plan ahead to drive alignment with your exec team. By defining the high level revenue targets, you can analyze your customer segments, risk/growth opps, headcount plan, and initiatives for the year to meet the most important outcome - strong retention and growth in your existing customer base. Want a simple template to help you determine Net New ARR targets with your customer base? Link in comments. And if you're interested in more resources and tips, give me a follow or sign-up for my newsletter.

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