Gabriel Gaspar

The latest ICONIQ Capital benchmark on "Marketing Budgets & Productivity" is a must read. One takeaway, that we heard echoed in the keynote from Sangram Vajre the SF GTM Partners event last week: "Despite the allure of bottoms-up and PLG models, we believe it is imperative that companies do not over-rely on these motions. While bottoms-up models will remain an important strategy, we believe maturing a direct sales motion is critical for long-term growth for most companies. We predict that SaaS marketing teams will be increasingly faced with the challenge of supporting multiple growth strategies across PLG and SLG, direct and channel, and top-down and bottoms-up approaches in the coming years" https://lnkd.in/ggk_ADgm

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“People do business with people. Not ideas, not products, not machines, not tactics, strategies, not even money. So you better get the people part right if you really want to succeed. Interpersonal competence is a determinant of both personal and professional success.” Powerful people tips from Carole Robin, Ph.D. in Lenny's Newsletter: ⭐️ In any exchange between two people, there are three realities:  1️⃣ My reality: my intent, how I see the world, my background, my history  2️⃣ My behavior (verbal or nonverbal): what I do or say or don’t do  3️⃣ The impact: whatever happens on your end, how you see things, your background When we don’t recognize that those three realities exist, we don’t understand that we are only privy to two out of the three. ⭐️ The art of inquiry in conversation Helps you better understand yourself + what the other person feels 1️⃣ Approach the conversation with the mindset: is there something for me to learn? (suspend judgement) 2️⃣ Ask questions that start with WHAT, WHEN, WHERE or HOW (don’t start with WHY, it makes people defensive) ⭐️ Know how to repair in conversations   1️⃣ One of the most powerful things you can do when somebody responds in a way that feels very unexpected and out of whack with what you just said is: “What did you hear me say?”  2️⃣ "Now that I understand that that’s what you heard, I understand why you reacted the way you did. Let me try it again."

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The HR and talent tech market often falls short, largely due to the complexities surrounding people related processes, diverse company procedures, and unique team hiring rituals. I’ve encountered very few products that truly address the biggest challenges in hiring. BrightHire is one of the few that solve meaningful customer problems! Their AI functionality is game-changing, revolutionizing traditional recruiting habits and bringing transparency to hiring. We're excited to partner with Brighthire and leveraging such innovative technology to enhance our hiring processes. #rollthetape #TalentTech #Innovation #HRTech Rokt are hiring; https://lnkd.in/e9-p2biE

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This time last year, we hosted the first-ever Ecosystem-Led Growth (#ELG) event in Europe alongside our friends and ELG Alliance member, Stripe. As the inaugural event of its kind, we were uncertain about the demand, so we kept it fairly small. 😳 Little did we know, it sold out shortly after we announced it. 🤝 Fast forward to today, and we are thrilled to be hosting another ELG event in London, once again in partnership with Stripe. A lot has changed since last year: 🔺ELG has exploded in popularity 🚀 Everyone is talking about it, and we see this reflected in the numbers every day—from the growth of the ELG Index to the fact that the banner in the picture below now reads "20k customers" (43% ⬆️). 🔺 In response to this growth, we've adjusted the format accordingly. What started as a couple of hours' meetup has evolved into a full-day conference, following our successful event in Austin, TX last month 🇺🇸 Don't miss out on this incredible opportunity to be part of the ELG movement. With only a few tickets left, now is the time to secure your spot and join other SaaS industry leaders and GTM operators for a day of insightful discussions, networking, and growth. Book your tickets today before they sell out 👉 https://bit.ly/3RKLGft

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As a product guy, Instacart's foray into restaurant delivery piqued my interest. While it echoes the "everything-to-your-door" playbook pioneered by Doordash and copied across globe, two key questions emerge: (a) Is MVP enough in a commoditized space? Do we need built-in differentiation for commoditized features, even at launch? Should we focus on launching MLP (Minimum Lovable Product) vs a MVP in first go itself assuming users may not give us a second chance (in terms of perception built for a standard experience) for a commoditized product or a feature? And if answer to that is yes for a MLP, next ques to answer is does your org have patience - Are your business leaders ready to wait / to invest in features that may take time to pay off but could become strategic differentiators? (b) When prioritizing inputs for our product and feature pipeline, should competitor analysis hold equal weight alongside problem discovery methodologies like 'Job-To-Be-Done' or an 'Opportunity Solution Tree'? Are these frameworks overly theoretical, suggesting a more pragmatic approach of mirroring competitors, or is there inherent value in diverging from the pack? While it's unlikely that Instacart's approach solely relied on competitor benchmarking, these questions remain interesting, for consideration. Would love to understand what have been your experiences in similar situations and what have worked for you as a Product Leader :) Happy to connect and learn! #ecommerce #productleadership #productmanagement

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Big day today. For the first time, Workday is part of the Fortune 500 list. We are in good company - 60% of the Fortune 500 use Workday. Fortune features our CEO Carl Eschenbach and other CEOs talking about what it means to be on the #Fortune500 list. #TeamWDAY

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#Remitly rapidly innovates on behalf of customers, creating unparalleled experiences using #GenAI. This is first of a series of articles we will share about how we are using #AI to make cross border money movement a seamless experience for customers. Excited to share the impact of Remitly's new AI-powered virtual support assistant since we launched it this summer! 🚀 ✅ Our virtual assistant has reduced the time customers spend waiting for support by 75%. ✅ Although customers always have the option to speak to a human representative, only 3% choose to. ✅ We’ve reached a first-contact resolution rate of 74%, ensuring millions of customers get the help they need the first time they reach out to support. A huge thank you to everyone who made this launch and the associated impact possible! To learn more, check out the full article on the Remitly Newsroom ➡️https://bit.ly/3OjGz3M Or visit our Careers site to join us in shaping the future of payments ➡️ https://bit.ly/490nWvn #Remitly #AIInnovation #GenAI #AgenticAI #WJGS

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The smartest companies are slimming workforces while outcompeting those fatter than a Thanksgiving turkey (RIP). How? By integrating AI across the business. In my world, a couple of years ago it was challenging to convince stakeholders content design and content strategy needed expert resources. Now it's impossible. Or should be. Because whether or not we recognise it, computers primed with data can do a consistently better job. Our role as product people has evolved from creating assets to stewardship. Researchers are more important than ever - because AI still (for now) needs humans to test its outputs with other humans. But the more we move into an agentic world, the more important AI becomes in bringing customers and companies closer together. Which means instead of moaning and creating opaque arguments about our worth, we need to be reskilling to embrace the inevitable future.

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Live from #ATSLondon2024 - Andrew Casale shared insight on the key drivers currently shaping the industry, from the magnitude of DOJ v Google, the unprecedented pace of growth in curation (ushering greater fee transparency and expanded use cases for marketplaces), and the significant opportunities for innovation that remain in all things streaming (‘live’ in particular). As an industry, we are in a major state of flux, adding complexity, but also presenting opportunity. “Call us ‘dumb pipes’… we don’t mind”

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Dovetail is the $1B insights hub helping companies decide what to build next. After one of my favorite interviews with founder/CEO Benjamin Humphrey, I've distilled 15 actionable product, growth, and strategy ideas you can borrow from their journey. Here are 5 quick ones: 👇 1️⃣ 𝐌𝐚𝐤𝐞 𝐬𝐮𝐫𝐞 𝐲𝐨𝐮𝐫 𝐮𝐧𝐢𝐪𝐮𝐞 𝐚𝐧𝐝 𝐜𝐚𝐭𝐞𝐠𝐨𝐫𝐲-𝐝𝐢𝐟𝐟𝐞𝐫𝐞𝐧𝐭𝐢𝐚𝐭𝐢𝐧𝐠 𝐟𝐞𝐚𝐭𝐮𝐫𝐞 𝐢𝐬 𝐚𝐭 𝐭𝐡𝐞 𝐟𝐨𝐫𝐞𝐟𝐫𝐨𝐧𝐭 𝐨𝐟 𝐲𝐨𝐮𝐫 𝐩𝐫𝐨𝐝𝐮𝐜𝐭, 𝐨𝐭𝐡𝐞𝐫𝐰𝐢𝐬𝐞, 𝐚𝐧𝐲 𝐠𝐫𝐨𝐰𝐭𝐡 𝐞𝐟𝐟𝐨𝐫𝐭 𝐢𝐬 𝐥𝐢𝐩𝐬𝐭𝐢𝐜𝐤 𝐨𝐧 𝐚 𝐩𝐢𝐠. Be careful of The Growth Team Trap, and don’t over-index on your neutralizer and table-stakes features in the UI. 2️⃣ 𝐓𝐡𝐞𝐫𝐞 𝐢𝐬 𝐚 𝐬𝐞𝐜𝐫𝐞𝐭 𝐭𝐨 𝐠𝐫𝐨𝐰𝐭𝐡—𝐢𝐭’𝐬 𝐭𝐡𝐚𝐭 𝐫𝐞𝐥𝐢𝐚𝐛𝐥𝐞 𝐠𝐫𝐨𝐰𝐭𝐡 𝐢𝐬𝐧’𝐭 𝐜𝐨𝐦𝐩𝐥𝐢𝐜𝐚𝐭𝐞𝐝, 𝐚𝐧𝐝 𝐢𝐭 𝐜𝐨𝐦𝐞𝐬 𝐟𝐫𝐨𝐦 𝐭𝐡𝐞 𝐥𝐞𝐬𝐬 𝐟𝐥𝐚𝐬𝐡𝐲 𝐬𝐭𝐮𝐟𝐟. If you want to grow, the best tactic is continuous compounding which results from tweaking and optimizing the little things—and doing that regularly and fast. 3️⃣ 𝐖𝐡𝐞𝐧 𝐭𝐡𝐞𝐫𝐞 𝐚𝐫𝐞 𝐧𝐨𝐭𝐢𝐜𝐞𝐚𝐛𝐥𝐞 𝐢𝐧𝐟𝐥𝐞𝐜𝐭𝐢𝐨𝐧𝐬 𝐢𝐧 𝐠𝐫𝐨𝐰𝐭𝐡—𝐭𝐡𝐞𝐲 𝐦𝐨𝐬𝐭𝐥𝐲 𝐜𝐨𝐦𝐞 𝐟𝐫𝐨𝐦 𝐬𝐡𝐢𝐩𝐩𝐢𝐧𝐠 𝐧𝐞𝐰 𝒅𝒊𝒇𝒇𝒆𝒓𝒆𝒏𝒕𝒊𝒂𝒕𝒊𝒏𝒈 𝐟𝐞𝐚𝐭𝐮𝐫𝐞𝐬. Benjamin emphasizes this key point: Don’t wait too long to add your second product. Dovetail has found one of their best sources of product ideas to be gap analysis with their pool of free users who meet their perfect customer profile criteria. AKA, the people who use Dovetail, should be paying, but for some reason are not. They simply ask them what’s holding them back, and then do those things. 4️⃣ 𝐘𝐨𝐮 𝐧𝐞𝐞𝐝 𝐭𝐨 𝐥𝐚𝐲𝐞𝐫 𝐨𝐧 𝐭𝐨𝐩-𝐨𝐟-𝐟𝐮𝐧𝐧𝐞𝐥 𝐦𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 𝐚𝐜𝐪𝐮𝐢𝐬𝐢𝐭𝐢𝐨𝐧 𝐜𝐡𝐚𝐧𝐧𝐞𝐥𝐬 𝐯𝐞𝐫𝐲 𝐩𝐫𝐨𝐚𝐜𝐭𝐢𝐯𝐞𝐥𝐲. 𝐃𝐨𝐧’𝐭 𝐠𝐞𝐭 𝐜𝐨𝐦𝐩𝐥𝐚𝐜𝐞𝐧𝐭 𝐰𝐢𝐭𝐡 𝐖𝐎𝐌 𝐚𝐧𝐝 𝐨𝐫𝐠𝐚𝐧𝐢𝐜 𝐠𝐫𝐨𝐰𝐭𝐡. Every single source of new users is a finite stream, and the flow of people coming in will always taper off. To keep increasing your traffic, start thinking right now about what the next stream is that you can test. You want to be adding your next acquisition channel while your current one still runs hot. 5️⃣ 𝐓𝐚𝐤𝐞 𝐜𝐚𝐮𝐭𝐢𝐨𝐧 𝐛𝐞𝐢𝐧𝐠 𝐭𝐡𝐞 𝐬𝐭𝐚𝐫𝐭𝐮𝐩 𝐭𝐡𝐚𝐭 𝐭𝐞𝐥𝐥𝐬 𝐨𝐧𝐥𝐲 𝐭𝐨 𝐨𝐭𝐡𝐞𝐫 𝐬𝐭𝐚𝐫𝐭𝐮𝐩𝐬. 𝐁𝐞 𝐚𝐧𝐭𝐢𝐟𝐫𝐚𝐠𝐢𝐥𝐞 𝐛𝐲 𝐬𝐞𝐥𝐥𝐢𝐧𝐠 𝐭𝐨 𝐡𝐚𝐫𝐝𝐞𝐫 𝐜𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬. You ensure growth throughout all types of macro conditions by not siloing yourself into selling to one type of customer. Also, by investing in being enterprise-ready sooner than you think. 𝐑𝐞𝐚𝐝 𝐭𝐡𝐞 𝐟𝐮𝐥𝐥 𝐝𝐞𝐞𝐩 𝐝𝐢𝐯𝐞 𝐡𝐞𝐫𝐞 𝐰𝐢𝐭𝐡 𝐚𝐥𝐥 15 𝐢𝐧𝐬𝐢𝐠𝐡𝐭𝐬: 👉 https://lnkd.in/eUbq3R8r --- 𝘱.𝘴 If you found this post insightful, consider giving it a Like and Repost.

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AI is fundamentally changing every aspect of the sales process, challenging us to reimagine every workflow to boost productivity and drive growth for enablement and sales. This past summer, we put our ideas into action at Seismic and announced the launch of new AI enhancements to help uplevel the end user experience for #GTM teams. Now, teams can experience some incredible updates including: ⭐ Aura Copilot, an AI assistant with powerful capabilities to Search & Discover content, automate generation of lessons, automate tasks, provide recommendations and much much more.  ⭐ Enhancements to Seismic for Meetings to help reps better prepare for client meetings, collaborate with teams and personalize engagements like never before.  ⭐ The integration of Seismic for Meetings with Microsoft Teams and Microsoft Outlook, enabling reps to seamlessly leverage the tools they need right in their daily work flows. As AI continues to be a fundamental part of the way we work and live, check out my recent conversation with Paroma Sen of @ MarTech Series to learn some of the biggest myths in MarTech surrounding AI and best practices for deploying AI in your organization.  #seismic #futureofenablement #aiinsales

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Follow me into the M(AI)trix and learn how brands are pioneering the use of #AI for product innovation, insights, availability, pricing and more. I will be joined by an incredible panel that includes Todd Hassenfelt (Colgate-Palmolve), Lauren Kedra (MikMak), Gautam Kanumuru (Yogi) and Chris Perry and Oskar Kaszubski of firstmovr. This is the first of series of webinars that will explore AI use cases across all the 4Ps of #retail and the #digitalshelf. - Part 1: Proposition (Product): Tues, Aug 13, 2024 / 12-1:30p ET  - Part 2: Presence (PDP): Tues, Sept 17, 2024 / 12-1:30p ET - Part 3: Promotion (Media): Thurs, Oct 24, 2024 / 12-1:30p ET - Part 4: Performance (Measurement): Tues, Nov19, 2024 / 12-1:30p ET Register for FREE using the link in the comments below 👇 #ecommerce

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Amandine Servain, VP Marketing at Wunderkind is more strategic and thoughtful than most when it comes to evaluating, implementing, and measuring AI tools for Marketing. I had the opportunity to speak with her in a recent AMA and here are some of the key takeaways: 1. AI tools are best adopted when solving specific pain points, not just for the sake of using AI. Start by identifying challenges, then find tools that address them. 2. The "pod" structure for sales and marketing alignment is highly effective. Bringing together an SDR, account executive, and ABM marketer creates transparency and improves collaboration. 3. Quarterly surveys are a great way to uncover pain points and potential AI solutions from your team. It gives space for people to voice opinions they may not share in regular meetings. 4. Brand authenticity is crucial when adopting AI tools for content creation. Ensure the platform can ingest your brand voice and tone. 5. Measure AI tool impact through improved engagement metrics like open rates and click-through rates. Always start small, test, and then scale. 6. AI is currently in the "co-pilot" phase but may evolve into autonomous marketing agents. Human oversight will remain critical for strategy, authenticity, and analytics interpretation. Check out more here - https://lnkd.in/gDDjrMNq #MarketingInsights #AIinMarketing #B2BMarketing

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Great chatting with Siddhartha Ahluwalia and Neon team on navigating your career in tech among other things. (Since you are here, if you want to work with me, check out https://lnkd.in/edib9qQW)

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If you only watch one thing today, let it be this. The announcements from INBOUND are always enlightening, but this one was truly special. Hubspot launched Agent.ai, a "professional network" (aka marketplace) for AI agents, built by Dharmesh Shah. It's the modern app store. 🌟 Takeaways 🌟 - Agents as Teammates, not Tools: in the future, AI agents won't just be tools to automate tasks--they'll be teammates helping us achieve more - AUI (Agent User Interface): Hubspot is developing a unified way for agents to interact with each other, similar to an API. This allows agents to collaborate, connect, and become more powerful - "AI cannot be more human than us": while AI may be faster, or even smarter, than us, we are more than the sum of the tasks that we can do. This means means that AI can help us be better, but it also cannot replace us. https://lnkd.in/grs4Wwy6 #AI #Innovation

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Check out the latest #TheGTMPack episode below 👇🏾 Al Sargent is a tenured #ProductMarketing leader who gives us leadership insights. It's never easy taking over an existing team as a new leader, figuring out how to measure PMM effectiveness, & creating an environment that gets the best out of your team. #gtm #b2b #pmm

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Big News 🎉 @Gong just dropped some MAJOR AI capabilities that deliver new levels of automation, deep customer insights, and standardized knowledge sharing across the entire revenue org. With Gong’s new capabilities, you can: ✨Create smoother collaboration workflows across teams ✨Make coaching more efficient and consistent  ✨Deploy ready-to-use Smart Trackers ✨Centralize process, systems, and data ✨Bring AI-powered context to your sellers   Game. Changer. Learn more about these exciting new capabilities here: https://lnkd.in/gE9Hu8N3

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Did you see the news? Excited to have TechCrunch announce that in addition to acquiring three new companies, Capacity is continuing our transformational growth with a Series D round. I sat down with TechCrunch to give a little more insight on our roadmap: “Our growth strategy reflects what our customers are asking for: an all-in-one AI platform that delivers across all communication channels.” As we keep pursuing our goals, we’ll keep expanding our AI offerings and growing our team to become a leading provider of AI-powered support solutions. Read the full interview with TechCrunch -> https://lnkd.in/gTWagawR #supportautomation #artificialintelligence #customersupport #automation

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