Greg Casale

MSPs, are you Cowboying your deals? George Sierchio, EVP at Cogent Growth Partners, LLC, breaks down the #1 mistake MSPs make during M&A—and how to avoid it. Whether you're buying or selling, his advice could save you from costly missteps. Watch the full M&A Unpacked episode to hear George's tips and a story about what happens when you don’t follow them: https://lnkd.in/gFA8n98U #MAMinute #MAUnpacked #MSPs

15

Transform the way you manage agreements. With #Docusign Maestro you can accelerate transactions, close more deals, and build stronger customer relationships—all without writing a single line of code: https://ow.ly/NiCO50TunkU

12

Webinar alert: Get the GTM Cheat Code on Dec 5th 💰 Join Authors Justin Gray and Josh Wagner as they reveal the playbook for GTM success in 2025. Hosted by PartnerStack's CMO, Tyler Calder, watch as we learn the proven strategies behind partnerships that will outperform inbound and outbound efforts in the new year and find out how you can get in on it. https://bit.ly/3AS89SB

8

Terminus is the pioneer in ABM. Many acquisitions later, they're now a leader in many GTM motions. But, what makes Terminus different? Sarah Brazier sits down with Crawford Berry on Dimmo's Ten Minute Tech Pitch to discuss: - How Terminus started - Challenges they solve for - Their ICP - How they solve for challenges - How they're different from the rest This episode is incredibly insightful! Check out the Terminus Demo here: https://lnkd.in/dRN9fgQc

2

In our most recent episode of The BreakOut Podcast, Gareth Webb sat down with Ernie Hu, CRO and COO at CAST. Tune in for insights on: 🟣 CAST's shift to a SaaS subscription model and the changing GTM requirements 🟣 The key role a specialized sales organization played in achieving success 🟣 The importance of leveraging external perspectives for aspiring revenue leaders Check out the episode here: https://spoti.fi/46eWdpo ---- #techstartups #techhiring #podcast

16

What does it take to build one of the most successful B2B tech companies? ZoomInfo's Henry Schuck shares his journey from startup to NYSE on Metrics that Measure Up Podcast. Packed with insights on PE funding, IPOs, and market challenges. Listen now at https://lnkd.in/eHDcsF5c #StartupToIPO #B2BGrowth #TechLeadership #MetricsThatMeasureUp #B2BSaaS

3

Less than 15% of partners engage in their vendors' marketing programs. Only 17% of partners log in regularly to vendor-provided PRMs. Why? We hosted Kathryn Rose ⭐, founder of channelWise and co-founder of Channel Marketing Association, on the Partnerships Unraveled podcast to explore how vendors can better support their partners to bridge this gap. Kathryn is an expert in accelerating growth for SMB partners (VARs, MSPs, Solution Providers etc.) Struggling to engage long-tail partners in marketing programs is a common challenge for vendors. Watch the full episode now for some key insights! #channel #channelpartners #smb

2

How can DealHub accelerate your strategic GTM plan? Here is what Moran Laufer, CFO at Factorial has to say about their approach…. * Generate company-wide operational efficiency * Manage the entire Quote-to-Revenue lifecycle around one source of truth * Standardize execution across every GTM line-of-business Kudos to Jonathan Angel for creating an exciting partnership with our customer – resulting in outstanding success. #GTM #finance #strategy

20

1 Comment

James Dorn and J Schneider discuss the evolving landscape of distributor and manufacturer strategies, particularly focusing on reallocation within selling teams and the rise of digital integration. - Reallocation of Resources: Distributors are undergoing a significant shift in resource allocation, particularly in field sales, inside sales, and digital teams. This realignment is driven by changes in market dynamics and customer expectations. - Strategic Collaboration: Manufacturers can support distributors by providing tools, knowledge, and resources to adapt to market shifts and enhance their competitive edge. Collaboration between manufacturers and distributors is crucial for mutual success in the evolving marketplace. #DistributionStrategy #ManufacturingIndustry #DigitalTransformation #MarketDynamics #StrategicPartnerships

10

Preparing for a Series B fundraising round is a complex process that requires strategic planning, operational efficiency, and a deep understanding of your company’s metrics. By leveraging your RevOps team, you can ensure that your data is accurate, your processes are optimized, and your strategy is aligned with investor expectations. This not only strengthens your position during fundraising negotiations but also sets your company up for sustained success as you scale.

3

In this video James Dorn and J Schneider discuss the evolving landscape of distributor and manufacturer strategies, focusing in particular on reallocation within selling teams and the rise of digital integration. Key Takeaways: - Reallocation of Resources: Distributors are undergoing a significant shift in resource allocation, particularly in field sales, inside sales, and digital teams. This realignment is driven by changes in market dynamics and customer expectations. - Strategic Collaboration: Manufacturers can support distributors by providing tools, knowledge, and resources to adapt to market shifts and enhance their competitive edge. Collaboration between manufacturers and distributors is crucial for mutual success in the evolving marketplace. #DistributionStrategy #ManufacturingIndustry #DigitalTransformation #MarketDynamics #StrategicPartnerships

5

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

15

GTM leaders at the forefront of driving revenue through outbound taking an ecosystem-led approach are going live TOMORROW at 10am PT / 1pm ET: Experts Andrew Ermogenous of Atlan, Eric Smith of Pattern, and Alex Poulos of Crossbeam are joining Sophie Buonassisi to discuss “The Future of Outbound: An Ecosystem-Led Approach”. What you'll learn from this event: 🟢 Workflows for executing this approach across multiple GTM teams. 🟢 Viewpoints from multiple GTM hats - sales, partnerships, marketing. 🟢 How they leverage this integrated approach to drive over $600M in quality pipe. + more Register to join live or receive the recording 👇 #gotomarket #b2bsales

14

2 Comments

You’ve heard it all: AI promises efficiency, growth, and magic solutions for SaaS sales. But is it really worth the hype? In this webinar, Ken Lundin from RevHeat Separates fact from fiction. Here’s what you’ll walk away with: ✅ Strategies to scale with AI—the right way. 🚫 Insights into common AI pitfalls (and how to avoid them). 📊 A clear blueprint for sustainable growth. No buzzwords. No fluff. Just actionable advice for SaaS founders, CEOs, and sales leaders who want to align AI with their long-term goals. 📅 Nov 21st, 2024 | 2pm CT 🔗  - https://lnkd.in/eHjNVeAH - Let’s make AI work for you, not against you!

1

🎙️ Excited to share a new episode of the PreSales Podcast featuring our very own Evan Powell, Co-Founder at Reprise! Here are some key takeaways from Evan's insightful conversation with Chris Mabry of PreSales Collective: 👉 The buying process has fundamentally shifted. Buyers need to clearly see and articulate internally how they'll get ROI from a solution. 👉 Enterprise demo challenges go beyond just creating stable environments. It's about empowering your champion to tell your story throughout their organization. 👉 The presales maturity model is more critical than ever. Look for ways to move beyond just being a technical resource to influencing go-to-market strategy. As Evan puts it, "The time for the presales profession and sales engineers to have a strategic impact on the organization is now." ⏰ Does this resonate with you and your team? Have a listen and let us know your thoughts! https://lnkd.in/eZGSJdSS #PreSales #SalesEngineering #DemoStrategy #DemoAutomation #DemoProgram #B2BSales

29

1 Comment

Elizabeth Ronco at Madison Logic shares why #GTM teams do not see maximum revenue performance from ABM and only get limited returns on their ABM tech investment. She talks about: ❌ How teams are ineffectively identifying and prioritizing the right accounts ❌ Why teams struggle with engaging VPs and the C-suite, which is what’s needed to drive stage progression. ❌ How teams are failing to get customer-centric and how they are not using data and account intelligence to guide content, messaging, and interactions. ❌ The need to go beyond personalization and become personal and how we should come to each interaction with a point of view about the prospects’ businesses. ❌ How teams are failing to optimize for velocity, increased ACV, and stronger ARR, GRR, and NRR growth as they are looking to ABM to fix the pipeline vs. fixing the experiences teams are delivering across the buyers’ journey and customer lifecycle.

1

Personalization? It's not rocket science, but it's EVERYTHING at the C-Suite level. 🤯 If you're trying to sell to a CEO, you BETTER be coming prepared with insights tailored to THEM. 🗣️ Henry Schuck, CEO of ZoomInfo, gives us his take. 🔥 No more generic pitches - they're not cutting it! What are your thoughts on personalization in sales? ⬇️ #sales #leadership #businessdevelopment

7

3 Comments