Doug Regner

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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🛍️ How is your business minimizing returns on non-refundable goods? Some good options are: ✅ Implement a tiered return policy ✅ Offer smaller versions of products for trial ✅ Provide a 30-day refund policy for smaller products ✅ Enforce a non-refundable policy for larger products ✅ Charge for return labels ✅ Apply a return processing fee Great shopping experiences create post-purchase success. Discover how ARMRA, with insights from Sandy Sloan, transformed its returns policy to be more flexible and customer-friendly, effectively minimizing returns in the process.

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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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I’m returning to a topic I’ve spoken on in recent months, lead originators versus lead aggregators. On my travels to the different regions over the last few months folks have said, ‘you say that ProspectBase is a lead originator but everyone claims to be that in market. How can we tell who is a lead originator and who isn’t?’ Here has been my simple response. ‘Let’s say for round numbers purposes you have a campaign of 1000 leads. Say 20 of them were sub standard, ask for those leads to be replaced immediately. A lead originator will often be able to replace them in a matter of hours, 24 hours at worse. Why’s that? Because when striving to hit 1000 leads you’ll often go way past that number at say 1100 and then you can replace the 20 in question very quickly.’ ‘A lead aggregator though will need to identify which of their partners supplied the 20 sub standard leads, then ask that partner or partners to replace them and then actually get those leads back to you. That could take 48-72 hours.’ That for me shows who is an originator or aggregator. Don’t get me wrong there is an absolute need in our B2B content syndication ecosystem for aggregators. What there isn’t a need for is for companies and individuals to lie about it. #contentsyndication #leadoriginators #b2b

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How do you roll out a new comp plan? The amazing team at Square just rolled out a refreshed incentive plan for our Global AE team, and the feedback has been really positive. How did we get it right? We did a few things really well. 1) We foreshadowed the change. For months now, we have been communicating to the team that we are going to update our north star metric in 2025, so the team knew KPIs and incentive plans would need to change. Thank you Nick Molnar for providing clear guidance and crisp messaging on this point. 2) Our compensation partner Xun Wang ran twice weekly meetings to keep us on track and ensure that we were well ahead of every deadline despite the quick turnaround that I pushed for. She also took our business requirements and came back with a simple and elegant comp plan design that clearly messaged the change in behavior we wanted to see. 3) Our finance partners Daniel Sidorenko and Alysha Puducheri worked tirelessly on setting quotas on the new metrics that had the appropriate stretch to achieve our ambitious plan, but were allocated in a responsible way so each team feels that they can achieve. 4) Finally, Tom Hanrahan ran a master class on the roll out with crystal clear articulation of the why, an simple explanation of the plan, and making clear what change in behavior we are incentivizing with the change. I feel truly lucky to be part of this world class team, and am excited to see the impact that this change will have.

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This was a really interesting take from Ray Rike on the latest episode of The Transaction. As we moved the GTM toward upsell/cross-sell, expansion CAC rose significantly. Check out Ray's take below

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Why your primary metric matters in a/b testing: It’s not always about transaction rate; the metric should be closely tied to the specific change you're testing. For example, if you're tweaking a product detail page (PDP), "adds to cart" would be a more relevant primary metric than transactions. At surefoot, we determine our primary metric based on the change we're implementing. This focus ensures that our tests are targeted and the results are actionable. By aligning our primary metrics with business goals, we make informed decisions that drive growth. How do you choose your primary metrics for A/B tests?

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🎉 Exciting things are happening at Tilt! 🎉 If you're curious about how to collaborate with us, check out our new video series: Partnership Pulse 📽️ https://lnkd.in/gEb59R2B Designed for our brokerage partners, consultants, and HR advisors, these quick videos offer valuable insights on how to stay ahead in leave management discussions with your clients. 😄 Stay tuned for practical tips and engaging content from Bailey Harr and myself! #giveleavesomelove #partnershippulse

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I am seeing agency acquirers value single service agencies much higher than full-service at 7-figure EBITDA ranges. Why? - It’s hard to be good at everything - full service = operational complexity - it’s more difficult to integrate multiple services into an existing platform agency Even better if it’s in a newer service (vs a FB or SEO agency)

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Thrilled to share that SaaS Sales Advisors launched their latest update to help with visualizing ICP data to take real action. Plus some positive feedback from nodaFi. Improving unit economics is critical for any growing business, and this new release takes a laser-focused approach to boosting Avg Rev Gen Per User (ARPA), optimizing profit margins, retaining more customers, and keeping acquisition costs down. The key? Making sure your sales team is selling to customers who truly match your Ideal Customer Profile, across every region and segment of your business. This means not just your average firmographics teams mostly utilize today and say 'we're good'. If you're looking to level up your unit economics, definitely check out the details on this latest release and snag one of the free assessments Brent Holloway is offering.

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Don’t make costly GTM mistakes. WealthTech and Technology companies alike cannot afford mistakes when it comes to GTM. Mistakes and mishaps create long and costly delays, and the disrupted workflows will slow revenue productivity. Learn how to overcome these potential challenges and consider partnering with a GTM expert like SDR Systems Group for a modernized approach. calendly.com/dmcclean https://lnkd.in/e2MetHZg #revenue #GTM #delays

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B2B buyers deserve better experiences. Elaine Zelby, CRO at Tofu, joined James Kaikis on The New GTM Playbook to discuss how CROs are playing a role in making this a reality. The CRO role has evolved into somewhat of a chief alignment officer, stitching together GTM teams and processes to create that seamless B2B buyer journey we've all been dreaming of. Get more of Elaine’s insights on what buyers really want in the comments.

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Big news hit the GTM and partnerships world last week with the announcement of the Crossbeam x Reveal merger. As a long-time customer of Reveal, I couldn’t be more excited about these two companies coming together. Not only does the merger create a powerful network of 25K+ companies, but it also brings significant advantages to the Glassbox team by streamlining our time and resources, eliminating the need to navigate between separate systems. As a result, we can focus more on strategic initiatives rather than platform management. This is powerful for our partners, too. Having all partner data and insights in one place ensures a seamless and consistent message to our partners, enhancing our collaboration and efficiency. Here’s how I foresee the merger enhancing the key Ecosystem-Led Strategies we’ve been running in Reveal: 📊 Data-Driven Decisions At Glassbox, data is the backbone of every decision we make. Reveal and Crossbeam are indispensable for qualifying every partner, ensuring we see the ICP fit and opportunity sizing clearly. The expanded network will provide even more data insights. 🎯 Strategic Partner Alignment Reveal helps us understand which verticals best align with our partner GTM and enablement strategies, making our partnerships more strategic and effective. The unified company could provide us opportunities in new verticals. 🗺️ Enhanced Account Mapping The excitement around account mapping and opportunity plays is palpable. Reveal allows our reps to collaborate with partners on target accounts and support partners on their targets, enhancing mutual success. The combination with Sales-focused features with Crossbeam will amplify these plays ten-fold. 💰 Unlocking New Opportunities and Revenue Reveal identifies accounts not on our radar and even closed lost accounts, providing immense value in generating net new revenue from technology relationships and opening doors in unexplored enterprise divisions or countries. And, you guessed it, more data = more new opps. 🌐 Holistic Partner Ecosystem We can bring technology partners from our program to assist our solution partners on deals when they face challenges, creating a holistic partner ecosystem that drives success. 🤝 Unified Network Advantage: The unified strategy/platform with Crossbeam's acquisition of Reveal amplifies our capabilities, offering a robust account mapping and opportunity play solution that is critical to the Glassbox Partner Network (GPN). 🚀 Driving Digital Transformation: With the launch of the Glassbox Partner Network, Reveal and Crossbeam are crucial in driving enterprise digital transformation with AI-powered CX solutions, empowering us to achieve new heights in partner collaboration and revenue generation. I personally can’t wait to see how this unified strategy and platform will enable us to drive more effective account mapping, opportunity plays, and ultimately, greater success in our partner GTM and enablement efforts.

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🔥 We just added a lot of awesome content and sessions for #Marketing and #Sales leaders to our upcoming #CASA24. If you know me, you know I'm not one for hyperbole: These sessions are ** must-attend ** if you are a revenue leader in the communications industry. We're showing first-hand how CPaaS Acceleration Alliance members and partners are connecting market insights to business strategy to solutions to marketing & sales magic. 👀 Want a preview? Check out this overview for revenue leaders: https://lnkd.in/gxh83RiA 😢 Can't make it to Amsterdam in September? Be sure to sign up for our preview webinar. We are showing how #CPaaSAA is putting the tools in your hands to create marketing and sales magic in the communications industry: https://lnkd.in/gC3iDkSm #CPaaS #Innovation #CX #CSPs #MNOs #MVNOs #UCaaS #CCaaS

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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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Analyzing Churn- do you know what metrics to look at? How often are you looking at this and being proactive to prevent it? What metrics should you be looking at if you do not have CS Ops? The Infinite Renewals team recommends looking at these first: % Churn # of accounts $$ churned % calculated churn (12 MONTH) $$ renewed # accounts renewed $$ upsold # accounts upsold $$ booked # account booked The above monthly and quarterly It would be best if you also had the ability to drill down on the numbers above to be able to see which accounts made up the $$, #, %

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