Hervé Danzelaud

Hot Take… RIP #PLG, Long Live #SLG But before you throw shade, let me explain… 🔹 There are undoubtedly exceptions, I’m sure many will highlight monday.com, Freshworks, etc. 🔹 PLG works well for low ACV deals with low CAC… think SMB and mid-market customers. Target CAC payback <12 months 🔹 PLG is a fantastic top of funnel marketing channel for enterprise sales ⭐ But for 6-figure enterprise sales, you need enterprise salespeople pressing the flesh with customers

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SaaS sales can be really hard, but it doesn't need to be 🥳 Quote-to-cash software helps make the entire final mile of your sales cycle better, faster, & stronger. (Especially when the QTC software is the easiest-to-use on the market — G2's words, not ours 😉) Learn more about the top 10 benefits of quote-to-cash software for SaaS startups in the link in the comments >>

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Why do outcomes matter so much? It’s because everyone wants to be part of a winning team. 🏆 This week on the SaaS Expert Voices podcast, Maxio CEO Randy Wootton chats with Michelle Valentine, CEO and Co-founder of Anrok. Michelle shares Anrok's practice of "Murphyjitsu"—a proactive approach to foresee potential pitfalls to ensure they never materialize, rooted in the wisdom of Murphy's Law. It's about strategically planning to counteract every conceivable challenge that could impede success. 🔗 Watch the full episode here: https://lnkd.in/gmJt5FUQ 

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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/LiA01k Use the discount code 'RAFDealHub10' to get 10% off your event ticket! #GTM #revops #thoughtleadership

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📊 RevOps Leaders: Maximize Your GTM Impact at GTM2024! 💼 Join us for an exclusive workshop at Pavilion's GTM2024 in Austin: "Optimize Your GTM Motions to Maximize Revenue" 📅 October 16, 10:15-11:00am CT 📍 Sage - 4th Floor 🎙️ Led by: Dave Boyce (Chairman at Winning by Design) and Rich Taylor (VP Marketing at Zenlytic) In this session, you'll learn to: - Fine-tune your GTM processes for peak performance - Leverage data to drive decision-making - Align RevOps with overall business strategy Don't miss this chance to elevate your RevOps game. See the link in the comments to save your seat! #GTM2024 #GTMStrategy #RevOps #RevenueArchitecture

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Can technology replace the human touch in business? 🤔 Tune in as our CEO, Doug Davidoff joins Luis Hernandez on The Wayfinder Show to tackle this burning question. Discover: 🖥️ How to leverage technology without losing the human element 💼 The strategic importance of RevOps for small to midsize companies 💡 Practical insights into fostering business growth through effective systems This is an episode you don’t want to miss if you’re serious about growth and innovation! 🎧🎙️https://hubs.ly/Q02NxY7k0 #BusinessSuccess #RevOps #RevenueAccleration #Technology

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Here's a model for SaaS CEOs and CROs working to build out sales incentive plans. Thanks to FLG Partner and CFO Eric Mersch (author of Hacking SaaS) for sharing this thoughtful article with specific examples. https://lnkd.in/exupCu5F #SaaS #SalesIncentivePlans #CEOInsights

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Not revamping your comp plans can make it difficult to achieve your revenue goals for 2025. ✨ Missed our webinar last week? No problem! Here’s the recap 👇 Key takeaways: ✅ Ensure that your comp plans are regularly updated to reflect changes in sales roles, market conditions, and company objectives. For instance, if your sales strategy shifts from new market selling to penetration selling, update the comp plan accordingly. ✅ Avoid creating comp plans with too many targets or performance measures. Streamline the plan so reps can prioritize key objectives that drive company growth and are within their control. ✅ Treat the comp plan rollout like a go-to-market initiative for your internal audience. Engage leadership early in the process, equip them with detailed resources, and provide clear communication to prevent resistance from the sales team. Watch the webinar recap for more insights 👉 https://lnkd.in/gfCDNuBi #uncappd #webinar #salescomp

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Meet Eric Boggs, CEO & Founder of RevBoss In his episode, Eric shares his expertise in how to amplify you're leads by strengthening your relationships. #Top3Tips by Eric: 1️⃣ Just Do It 2️⃣ Find Your Believers 3️⃣ Talk to Your Customers Tune in NOW: Ep. 132 on Biz/Dev Podcast ➡️ https://lnkd.in/etmP7Emv #businessgrowth #optimizeleads

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Surviving and thriving: ZoomInfo's Henry Schuck on leading through the 2023 SaaS recession and emerging stronger. Essential insights for tech leaders facing market challenges. Listen now on this episode of the Metrics that Measure Up Podcast at https://lnkd.in/eHDcsF5c #SaaSLeadership #MarketResilience #B2BSaaS

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Surviving and thriving: ZoomInfo's Henry Schuck on leading through the 2023 SaaS recession and emerging stronger. Essential insights for tech leaders facing market challenges. Listen now on this episode of the Metrics that Measure Up Podcast at https://lnkd.in/eHDcsF5c #SaaSLeadership #MarketResilience #B2BSaaS

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Surviving and thriving: ZoomInfo's Henry Schuck on leading through the 2023 SaaS recession and emerging stronger. Essential insights for tech leaders facing market challenges. Listen now on this episode of the Metrics that Measure Up Podcast at https://lnkd.in/eHDcsF5c #SaaSLeadership #MarketResilience #B2BSaaS

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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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Did you hear this week's announcement?📣 Thoma Bravo are set to buy a controlling share in USU, adding to their growing collection of SAM tooling solutions.   This is not only big news within the SAM tool industry, as this acquisition should also prompt customers to reflect on their SAM tool usage and whether its time to move to an alternative software optimisation method.   Check out our latest blog that explores the SAM tooling function and why they aren't necessarily always the best way to implement best practices⬇ https://lnkd.in/ehMSwQcC   #Software #SAMTool #Optimisation

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Scott Rankin, a seasoned PreSales and tech executive with experience at Matterport and Lifesize, highlights a game-changing reality: AI can serve as an executive assistant for every SE. By mastering the right tools and mechanisms, tasks like summarizing documents, reading emails, and composing memos are now effortlessly manageable. Consider the countless "How do I?" emails SEs answer daily. With AI handling 90% of this work, the time savings are immense. This efficiency allows SEs to focus on high-value, customer-facing, and revenue-generating activities. 👉 Follow Olto to hear practical anecdotes on #AI and succeeding in #PreSales from top SE leaders.

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Why #revops pros are excited about our San Diego Conference in May - #RevOpsAF? Hear from one of our speakers! More info on @Linsay Miller's session: Mastering Change Management It seems like the go-to-market team is in a perpetual state of charge, from purchasing new software to consistent process change and innovation. Buying and/or building something is easy. Turning it into something useful AND making sure end users adopt it is the tricky part. In this session you'll learn: - Who needs a change management plan and when - Find your champions and reel them in - How to create a communication & enablement cadence that rocks

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Average Contract Values for net new purchases jumped 35% from Q4 2023 to Q1 2024. So, what does that mean for SaaS? Tracking ACV helps us identify shifts in pricing and purchasing strategies. It’s important to keep in mind that when ACVs rise, another metric typically worsens. In Q1, net new buying cycles grew 17% longer, due to additional scrutiny from CFOs. If your team is analyzing software purchases more than ever, our SaaS Trends Report is a great way to understand what’s happening in SaaS and where teams are investing. Check out the full report here:  https://lnkd.in/gNnAAb-K

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Is SaaS Revenue Growth Slowing Down? Navigating the New Reality SaaS startups have faced significant headwinds in recent months, with revenue growth rates experiencing a noticeable slowdown. According to PitchBook, the median annual revenue growth for newly public US VC-backed SaaS companies fell from 35% in Q1 2022 to 19% in Q1 2023. This trend is attributed to a variety of factors: - Market Adjustments: Late-stage SaaS companies have seen their valuations drop, with the median valuation falling to $155 million in 2022, a 23% decline from the previous year. - Investor Expectations: Early-stage startups now encounter more stringent criteria from investors, who are looking for robust, sustainable growth. Many companies that previously would have secured Series A funding are struggling to meet these heightened benchmarks. - Economic Pressures: As corporate clients focus on cost-cutting, SaaS providers are finding it more challenging to drive significant revenue growth. This has led to a broader market recalibration, affecting startups' ability to scale at previous rates. Despite these challenges, there is a silver lining. Generative AI startups continue to attract high valuations and significant investments, demonstrating that innovation and potential can still captivate investors. However, for non-AI SaaS companies, the focus has shifted to achieving consistent, tangible revenue growth to secure funding and support. For entrepreneurs and investors in the SaaS space, it’s crucial to adapt to these changing dynamics, prioritize sustainable growth, and stay informed about market trends. #SaaS #Startups #RevenueGrowth #VentureCapital #TechTrends Magnus Burvall Kim Forsgren Lars Eriksson Henrik Nygren Jenny Hultdin Forslund Lars Ekström Adrian Iredahl Sebastian Toro Simon Bottomley MBA Mike Allen Mats Håkansson

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