Esau Sanchez-Diaz

We LOVED the insights from Ashley Alebiosu, Manager CxO Experiences at Salesforce, about how to overcome some of the classic challenges to driving change. 1. Leverage the power of influence. 2. Knowing when to let go. Listen to more amazing insights from Ashley here: https://lnkd.in/gEYHKcWy

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Good 4 minute investment to watch if Revenue Intelligence is important to you.

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🙋‍♀️ How did I start an enablement program from scratch during a time of major organizational transformation at OneSource Virtual? ▶️ Check out #TheEnablementEdge podcast interview for the full scoop, including impact metrics and tips for stakeholder alignment! https://lnkd.in/gFMNiKGY ​

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🚀 Driving Customer Success Excellence: The Power of One 🎯 At Pulse 2024, I had the privilege of joining Dan Maimone from Harri and Mark Deegan to share how we’re redefining customer success by weaving the "red thread" through the post-sales lifecycle with Gainsight. Here’s the journey we shared: 💡 Harri’s Challenge: Balancing hyper-growth with operational efficiency, maintaining exceptional GDR (95%) and NDR (112%), all while scaling a high-touch customer success model. 🔎 Our Approach: - Through Project Lando, Wigmore IT partnered with Harri to: - Optimize Harri’s Gainsight tech stack (CS, PCX, CC and CE). - Define multi-product customer journey stages. - Prioritize customer outcomes with personalized success plans. - Foster cross-functional collaboration and implement change management. 📈 The Results Speak for Themselves: - Gross Dollar Retention: +4% - Net Dollar Retention: +9% - CSM Efficiency: +30% - Customer Health Score: 8.5 - eNPS (CS Team): +27 points 🔥 Key Takeaways: 1️⃣ Start small, think big—pilot programs drive scalable success. 2️⃣ Use data to guide strategy—CSQLs and financial insights were game-changers. 3️⃣ A unified approach integrating people, processes, and technology creates lasting impact. As we look to the future, Harri is investing in AI for predictive analytics and global scalability—setting new benchmarks for CS excellence. 🌎✨ Grateful to share this story and to help organizations turn customer success into a true growth engine. Let’s keep the conversation going! #CustomerSuccess #Gainsight #ThePowerOfOne #CSLeadership #GrowthStrategies

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Here's an excellent set of activities that should be standard for every enterprise account team. I'd maybe add that Renewals and Partner teams should be included as well. Powerful account team orchestration shouldn't be complicated. These small actions have positive compound effects when applied consistently.

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A new direction for PreSales Enablement 🚀 After consulting with 100+ presales leaders, one thing is clear: The status quo isn't cutting it anymore. Today's enablement systems are falling short, and one-off SKO sessions, while valuable, aren't enough to support teams year-round. That's why we're thrilled to introduce Enablement Unlimited – a comprehensive, flexible, and ongoing upskilling solution designed specifically for Presales teams. What sets Enablement Unlimited apart: Learn from world class trainers like Ron Whitson 🎾, Frank Tisellano Sr., Kevin Mefford, Penelope Thompson, Andrew Haynes, Tom Westwater, Tom Banton and many more! How is this different: • Continuous Learning: 135+ live training sessions throughout 2025 • Reinforcement Sessions: Practice concepts until they become second nature • Global Flexibility: Multiple time slots to accommodate teams worldwide • Personalized Learning Tracks: Tailored for every stage of the presales journey • Expert-Led Content: Learn from industry-leading presales experts • Proven Results: Our programs boast an industry-leading 70+ NPS Don't just take our word for it. Chris Schneider, P.G., VP of Solutions Engineering at Corva, says: "PreSales Collective has been an instrumental partner in building a high-performing Solutions Engineering team. I highly recommend them to any organization looking to empower their go-to-market organization." Ready to revolutionize your PreSales enablement? Let's schedule a call to discuss here: https://lnkd.in/eJjF8Tx3

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With Salesforce's new innovative SF Eval Framework, we're testing our limits (and our outputs) with the power of AI. Discover how this tool is transforming AI testing and enhancing performance for Einstein:

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📣Check out how our customers love using the most collaborative #salesforce #prm and how it’s transforming their partner ecosystem! Partner Connect is the easiest way to manage your PRM-CRM integration giving viz to both sides on shared data with point and click setup! 🫶

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Salesforce's crucible moment Salesforce is poised to enter uncharted territory. Q2 will be the slowest revenue growth quarter in their history, and crucially, their first ever single digit YoY revenue growth quarter. (They project a max revenue growth of 8% YoY in Q2). Durability of revenue growth has historically been the #1 driver of valuation for growth technology companies, and investors typically look for an enduring growth rate in the high teens, at the very least. Now that SFDC is entering sub-10% growth rate, they potentially morph into a free cash flow story, i.e. they need to target 30 – 40%+ FCF/EBITDA margins. But are Marc Benioff and his team ready to go down this path? Or are they going to push hard to capitalize on the Gen AI wave, continue to do big acquisitions and get growth back up again? At 10%-ish growth rate, they're basically in line with a lot of the PE-backed legacy software plays. And the question for investors becomes: why invest in Salesforce if some of these other companies can deliver mid – high single digits (or even 10%ish) growth but with much higher margins? So Salesforce has to choose a path: either reaccelerate growth back to at least 10%+ YoY (likely low teens) and still get credit for growth OR focus on making FCF margins much stronger and be valued on FCF. Just to be clear, I'm rooting for SFDC. I hope they can get growth back up. They have been an iconic technology company for decades and one should never count Marc Benioff out. But the grim reality facing them is that the longer they stay in the no man's land of low growth coupled with low FCF margins, the more challenging it will be to sustain investor interest.

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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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The possibilities for autonomous AI agents are endless. But, before humans hand over important tasks, orgs need to get their employees ready. Learn how @Salesforce is helping employees trust and work with the autonomous AI agents coming to their offices.

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Come to hear the insights or ask me for the TL/DR afterwards. Timely topic as we see increased utilization and coordination of DR and TOU programs to meet goals of grid resiliency, reduced costs and accelerated de carbonization.

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Knowledge is power

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The results are in! 👀 Gong has been named a leader in the new report, 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/eMADm38B Woohoo!!

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Catalyst24 is in the Books ⚡Kudos to Asher Mathew, Chris Samila, Tai Rattigan, and the #partnershipleaders team. Once again, #Catayst24 is where you listen, learn, and be inspired by partnership ecosystems and the scale of the possible. It's rare to find an event dedicated exclusively to people focused on the partner journey. With 700+ attendees, networking with friends, colleagues and new connections was the event's highlight. But wait, there's more... 🌡️ A common theme was the recognition that we are partnership practitioners need to evolve and become more organizationally integrated into our core business. Asher spoke about "getting a seat at the table", understanding the business needs of the c-suite, creating more sophisticated programs, imagining bolder initiatives, integrating operations, and using a common vernacular that peers and, more importantly, stakeholders can understand. Partnerships are still moving upward on the maturity bell curve. How far up, depends on the organization, the people and the program. 💡 Scott Brinker's perspective was refreshingly uncomplicated. A partnership should answer the question: "... how do you build great customer experiences together?".     📈 Brad Pace, COO at IMPARTNER, answered: "... what's the first thing you should do when setting up a partner program?". He discussed the importance of committed revenue plans (quota) by geo/BU/partner type, revenue governance, and attainment/attribution policy; this should be required reading. 📖 Mature partner programs that have gone through this discipline have gained credibility with unimpeachable performance metrics (KPIs) against goals. Too often, we as partner professionals rely on "PowerPoint math," leaving CFOs unconvinced of the partner's participation and impact. As Jay McBain pointed out in his keynote, partner professionals need to get better if we are going to realize the unprecedented market opportunity before us. 🔭 Speaking of Jay, his keynote on the future direction of technology provided the perspective with the widest aperture. If you haven't seen his research yet, I highly recommend it.   Despite overwhelming data demonstrating that ecosystem-led growth creates more opportunities that close faster and for larger contract values, we still face pockets of resistance that negatively impact partner program participation and adoption. Catalyst delivered an embarrassment of riches for strategy, tactics and best practices. It is incumbent on the community to make the most of these insights and continue to push the boundaries of the possible. Shout out to Bryan Williams Karen Chastain, Christiana Christenson, Crystal Chau, Elsa Chan, Pedro Gastal, Antonio Caridad, Rajat Sinha, Kenny Browne, Cody Sunkel Sherry Foster, James Hodgkinson, Diane Schmidt, Jeff Roth, Adam Hmielowski, Greg Portnoy, Chip Rodgers, Kristine Stewart, Rob Rebholz, Justin Zimmerman, Aaron Howerton, Dina Moskowitz, Frie Pétré

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Salesforce’s recent $2B acquisition of Own Company came with the promise of innovation and expansion - so why are layoffs the *first* order of business? While the corporate world celebrates "synergies," it's the employees who bear the brunt of post-acquisition cost-cutting. Here's the kicker: Salesforce just announced hiring 1,000 people for its generative AI product. So, does this mean layoffs at Own are about strategic realignment - or just an exercise in corporate optics? This trend isn't just a Salesforce problem; it’s symptomatic of tech’s obsession with headline-making growth at the expense of sustainability. As companies chase the next shiny object (AI, anyone?), they risk alienating the very people who make their successes possible. Is this the future of work? Brilliant acquisitions followed by brutal cuts? Or is it time for tech leaders to rethink what “prudent” truly means? 💬 Your thoughts? Should we accept layoffs as the cost of innovation, or demand a better way forward? #TechLeadership #Salesforce #Acquisitions #Layoffs #FutureOfWork

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Intel Corporation friends in Portland, OR, a few tips to navigate a job loss and/or prepare for the eventuality of one: 1. Engage with Skip Newberry (he, him) and the Technology Association of Oregon. This helps you understand the local tech landscape and network locally. 2. Subscribe to the Portland Business Journal. Seattle's version is useful too. This gives you a list of ALL the businesses in the Pacific Northwest, segmented by industry and size. 3. As you redo your resume', be critical of the language you're using. This is no longer an Intel resume'. It needs to be devoid of Intel jargon. This is tougher than you think. 4. Use the The 2-Hour Job Search method to organize your job search. 5. I found that serving others, especially those with less privilege than myself, helped me appreciate my privilege and luck even during the bad times. You can serve, literally, and give of yourself to help yourself at Blanchet House & Farm. I am happy to help with my network on LinkedIn, lend shoulders & ears, and provide practical advice from my experience making the journey out of Intel while retaining the best of what I learned in my long tenure there. All the best. #jobsearch #layoffs

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Ready for an agentive upgrade of your GTM? Check this out. #agentforce #salesai

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