Jakub Suchy

🎯 The Evolution of Call Transcripts: Insights on the Rapid Shift It’s fascinating how quickly recording every conversation has become standard practice. Here’s a quick overview of how some major players are carving out their niches in the space: * Sales-focused solutions: Gong and ZoomInfo (Chorus) are optimized for capturing individual sales calls. * Meeting assistants: Platforms like Fireflies.ai and Otter.ai focus on supporting various types of meetings, making every interaction accessible. * General record-it-all platforms: Google Meet and Zoom are widely used to capture almost any type of meeting. This is just a snapshot—each platform has unique strengths, and there’s a wealth of potential value companies can unlock. Here are a few trends shaping the way companies are capturing and using these insights: 🚗 Driving Actionable Follow-Up Winning customers requires more touchpoints than ever. These follow-ups aren't just about regurgitating what was said on a call—it’s about ensuring follow-through across multiple, timely interactions. This is where true sequence and funnel management shines. Do you have the insights you need to guide each rep on the right next steps? Can you identify who on your team is most effective at engaging the right persona at the right time in the right way, across multiple contact points? Current transcription solutions are great at summarizing the action items but don't do as well on bridging to the next touch point. 🥅 Capturing Opportunity through Playbooks Playbooks are powerful, but only if they’re leveraged effectively. Is your team consistently applying them? Better yet, who might be succeeding by adapting or going beyond the playbook? Current transcription solutions require a lot of manual effort to dig through calls and understand what is working and what is not. There is also no good way to discover little tricks others might have uncovered which help them succeed. 📊 Revolutionizing Data Capture “I love filling out CRMs,” said no one ever. While today’s AI tools are making CRM data entry easier, the future is all about bypassing manual data capture. Imagine drawing insights directly from your pool of transcripts, emails, calls, and documents—without the tedious data entry. What gaps are still in your CRM? And do they even matter? Being able to ground your insights into specific calls is nearly impossible. And keeping fields up to date is still labor intensive. Extracting insights across multiple calls and contact points is purely manual if done at all, but it doesn't have to be. Any others that stand out to you? Any of these you've seen done well?

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I see an industry wide need to include more functions and teams in the GTM motion, this one reflects pretty closely to what I have in mind https://lnkd.in/ek2iCWXb

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Guillaume Jacquet's points are valid. The category is new and growing, and the opportunity is already impressive, but a second part of the same story exists. Not many realize how much your organization gains while investing in your RevOps organization. Studies from many consulting firms have shown that companies implementing successful RevOps frameworks see significant efficiency and revenue gains. Key figures include: 1️⃣ Companies often experience a 5-10% revenue boost as RevOps aligns marketing, sales, and customer success functions, improving customer experience and sales cycle efficiency. 2️⃣ RevOps can reduce costs by 15-20% by optimizing resources and reducing inefficiencies in the GTM process. 3️⃣ By holistically focusing on the customer journey, RevOps implementations often improve customer retention and increase upsell potential, adding to long-term ROI. Most importantly, the same team can prevent you from making a disastrous decision. #gtm #revops #startups #venturecapital

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I shared my thoughts with Dom Nicastro before #Opticon which were quoted in his coverage of the event for CMSWire. The article itself gives a great overview of the announcements at the event and where Optimizely is going. Having attended the event, I'm even more excited on where they're going. Opti CMS 13 is expected in Q2 2025 and will bring parity between PaaS and SaaS for headless and Visual Builder. Adding #headless SDK's for #NextJS and other frameworks will make it easier and faster to get value from headless architecture. And the previews I saw of actually integrating in Experimentation and Personalization right into Visual Builder will make it a very compelling offering. Given all this, the inflection point where a majority of new Opti builds will be headless instead of .Net based is pretty close if not here already. Besides that, I was really impressed with the rest of their suite. #CMP was a stand out, especially around Opal and it's use of AI. The dashboarding capability of their latest acquisition NetSpring and what they've been able to do to correlate experimentation results with other KPIs is impressive, especially considering they've only been working on it for 4 weeks. Really bullish about Optimizely coming out of Opticon. At Altudo, we'll be sharing our takeaways and thoughts on strategy coming out of the event in a webinar in a couple of weeks. You can sign up here: https://lnkd.in/er6t7CVe

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Speed to lead might sound simple, but the architecture behind it is anything but. ZoomInfo's demo routing is powered by Zoominfo Enrich, which we used to create a system of models and workflows for SDRs to connect prospects with closers (AEs). As always, our goal is to optimize outcomes while maintaining equitability for reps. Let's break it down: ⚖️ Balancing Model: Designed within Salesforce, this system prioritizes demo allocation by evaluating the number of eligible events over their event quota over a rolling period to ensure a fair distribution of leads among AE cohorts. 📏 5 Tier Prospect Scoring Model: Dynamically assesses and assigns prospects to a tier based on channel, segment, win rate model, and title department rating collected and enriched at the time a prospect fills out a form via ZI form complete.. 🏆 Win Rate Model: Leveraging ZI enriched data points, this model refines demo allocation by categorizing prospects and accounts into win rate cohorts based on thousands of ZoomInfo’s industry-specific and title data points, such as # of sales employees and recent funding activity all help pinpoint the best meeting. ✅ AE Tiering Eligibility: Based on segment and ACV quota, AEs are eligible from anywhere from 1 to 4 tiers of demos. The demo router matches eligible AEs to a prospect tier to determine whether or not an AE is best suited for this particular meeting. 🗓️ Availability Integration: Through direct integration with Google Free/Busy API, we prioritize speed to lead by matching AE availability with the time the SDR coordinated with the prospect. This way we can book more same-day and next day meetings. The magic is that an SDR simply has to hit a button to initiate this process and schedule a meeting, making the handoff and tracking practically seamless We're continuously refining our model to adapt to nuances like PTO, market changes, and shifting demands to keep our leads flowing as quickly and smoothly as possible. See what Steven Bryerton, our SVP of New Sales has to say about Speed to Lead 👉 https://lnkd.in/gSQ5JyrD 

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Just got off a call with Udi Ledergor 🏳‍🌈... That could be the whole post, couldn't it? 🤩 🙇‍♀️ But wait - there's more! ha Udi so kindly offered up time on his calendar for Gong users to learn key ways to leverage the platform for *marketing* Of course, I instantly raised my hand. 𝐓𝐰𝐨 𝐤𝐞𝐲 𝐭𝐚𝐤𝐞𝐚𝐰𝐚𝐲𝐬 𝐟𝐫𝐨𝐦 𝐭𝐡𝐢𝐬 30𝐦 𝐜𝐚𝐥𝐥: ☝ There are SO many new ways I can pull info from Gong to guide marketing efforts: content direction, win/loss analysis, key message tracking compared to performance... I was like a kid in a candy shop. 🍭 Marketing candy 🍭 ✌ Gong/Udi is genius. Offering 30m of their time to drive product adoption, customer retention, and most importantly this rush of *excitement* directly tied to their platform... pure gold. Golden tips and a golden marketing play, folks. 𝐒𝐨 𝐧𝐨𝐰, 𝐈'𝐦 𝐭𝐡𝐢𝐧𝐤𝐢𝐧𝐠: How fast can I get these new Gong trackers live? and How can Daxtra create a similar kid-in-a-candy-story rush for *our* customers? 🤔 I'll share more as I dive into both. Thx Udi! #b2b #marketing #gtm #productmarketing

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If rock and metal songs were written about presales... Here's my top 10 - 10. Deep in the Willow (trying to answer this 300 question RFP) - Knocked Loose 9. Glitch (with the system) - Parkway Drive 8. Panic Attack (when I see my calendar) - Judas Priest 7. Too Close / Too Late (to close the deal) - Spiritbox 6. Breaking the Habit (of asking "any questions?) - Linkin Park 5. Is There Anybody Out There (who wants to buy my solution)? - Machine Head 4. (My demo is) Coming Undone - Korn 3. (This deal is) Doomed - Bring Me The Horizon 2. Still Waiting (for people to join the call) - Sum 41 1. So What - Metallica What have I missed? What would you change? I'm sure Paul Logue you will have a view here! #salesengineering #solutions #presales #techsales #salesengineer #demo #music

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We're GTM Engineers, not AEs. Most have technical backgrounds, not selling experience. There's no OTE model. We're led by an engineer, not a traditional VP of Sales. And in true Clay style, we're doing demos differently, too. Welcome to the "Reverse Demo". The concept is simple. Most people learn & retain much more when they DO SOMETHING. vs. JUST LISTEN. So, why are most B2B demos canned, cookie cutter experiences? Originally - it took upwards up to 8 demos at Clay to get to a purchase. The reverse demo puts the customer in the driver's seat. This is how: [Excerpt from blog post in the comments] Instead of running canned demo meetings, we started emailing potential customers before meetings, asking them to come prepared with a specific data enrichment problem to solve. If they didn’t come with an idea, we’d use the first 5 minutes to come up with a personalized use case for them. Once they were in the meeting, we’d ask them to share their screen, give them a Clay signup link, and use Zoom annotations to show them exactly where to click to complete their workflow. Our goal on every reverse demo was simple: solve the customer’s stated problem within the 30 minutes—and try to blow their minds in the process. Initially, we had to walk people through multiple calls before they had their aha moments. With practice, we distilled it into the first 30 minutes, then 20, then 5. That's when we knew we were onto something. The impact? - Improved conversions - Better retention - Improved product - Faster time to 'a-ha' moment

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At @Splunk, #customersuccess is a profit center. Whaaaat? How? Why? ===== As someone who is an "outsider" to CS, I noticed that just about every B2B SaaS company was giving CS away for free. This was fascinating because obviously every company department/function has to justify itself, either by increasing revenue, reducing costs, or mitigating risks. So what is the "value equation" for CS to justify itself? When I first started working with CS teams, CS was defined as a free add-on to encourage customers to renew. When money was essentially free, this staff-intensive approach was justified, as long as customer renewed. More recently, as new sales have slowed, company profits have become mandatory, and budgets have constricted dramatically, CS is supposed to be justifying itself by identifying new revenue and revenue expansion opportunities. So we can see this march towards justification (internal ROI) where the ultimate goal is for CS to pay for itself. By charging for it. Then I met the great folks at Splunk ($3.65B in 2023 revenue), and my eyes got really big. At Splunk, CS is a profit center. Splunk has made CS the umbrella term for all high-value expertise and services as well as traditional customer success "benefits" like success planning and adoption. Of course this means their people and processes have to be geared towards delivering value that's worth paying for. So if you're struggling for CS resources and budgets, try this exercise: Ask yourself: 👉 What would our CS function have to look like if we charged for it? 👉 What would it need to include? 👉 What type of people, platforms, and processes would we need? As an "outsider" to CS, this is an easy thought exercise for me. I'm not in the coal mine. But at the same time, perhaps it's also easier for me as an outsider to objectively see the problems - and spur ways to address them. Bottom line: Take a look at Splunk and other companies that charge for CS. See how they define and position CS. There's gold there. Stay curious! ------ Heads up! At Matik's CS+Scale Summit tomorrow, I'll be talking more about what I think CS might look like down the road - and the indispensable skills CS teams will need in a post-scale world. Click the link in the comments. And the first 5 people to sign up using my link will receive a $20 UberEats gift card the morning of the summit!

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"Most Talked about RevTech" prizes go to: CPQ Competitors Nue.io and DealHub.io Clay has come up in every roundtable/meeting I've been in Lead routing competition coming in hot with Chili Piper Apollo.io coming in cheap against ZoomInfo Rattle 🦖 (for workflows) and Recapped 🎯 (for deal rooms) Inflection.io and Iterable (and how marketing automation needs disruption) And Gong coming in hot taking with consolidation Who is coming up for you? #tech #revops

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Pipeline Heroes use scripts in cold calls. Scripts that induce: Curiosity Dont target the meeting as the only purpose of the call Scale follow-ups and next actions for those in ICP, but not in market Treat conversations as reconnaissance and a cornerstone of a relationship with a stranger PipelineHeroes use scripts because they are professionals and want to be Accountable Measurable Scientific

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Jared Barol, former Head of GTM Strategy at Salesforce and Reputation, joined me on the GTM Secrets podcast by Identity Matrix. This guy knows his stuff. We discussed balancing innovation and focus, competing at the highest level, and market penetration. Jared was awesome to have on. Go check out the full episode on every major podcast platform. Link in the comments! #saasmarketing #marketing #gotomarket

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A Pipeline Council can be one of the best ways to get alignment between sales and marketing and drive real pipeline growth and closed won revenue. But when Mallory, our SVP of RevOps Strategy, first introduced the concept to me, I didn’t understand how this was different from any normal sales and marketing meeting. Then she explained how to run one and how much deeper it goes. Here’s an outline: 𝗧𝗵𝗲 𝗞𝗲𝘆𝘀 𝘁𝗼 𝗮 𝗦𝘂𝗰𝗰𝗲𝘀𝘀𝗳𝘂𝗹 𝗣𝗶𝗽𝗲𝗹𝗶𝗻𝗲 𝗖𝗼𝘂𝗻𝗰𝗶𝗹 𝟭. 𝗥𝗲𝘃𝗢𝗽𝘀 𝗯𝗿𝗶𝗻𝗴𝘀 𝘁𝗵𝗲 𝘀𝗼𝘂𝗿𝗰𝗲 𝗼𝗳 𝘁𝗿𝘂𝘁𝗵, 𝘁𝗵𝗲 𝗱𝗮𝘁𝗮. It is shared the day before and attendees must review it before the meeting 𝟮. 𝗘𝘃𝗲𝗿𝘆𝗼𝗻𝗲 𝗵𝗮𝘀 𝘁𝗼 𝘀𝗵𝗼𝘄 𝘂𝗽. The meeting has to be a priority. 𝟯. 𝗦𝗮𝗹𝗲𝘀 𝗮𝗻𝗱 𝗺𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴 (𝗮𝗻𝗱 𝗲𝘃𝗲𝗿𝘆𝗼𝗻𝗲 𝗲𝗹𝘀𝗲) 𝗵𝗮𝘃𝗲 𝘁𝗼 𝗯𝗲 𝘄𝗼𝗿𝗸𝗶𝗻𝗴 𝘁𝗼𝘄𝗮𝗿𝗱 𝘁𝗵𝗲 𝘀𝗮𝗺𝗲 𝗴𝗼𝗮𝗹𝘀. You might have to remind each other about that frequently. 𝟰. 𝗧𝗵𝗲 𝗹𝗲𝗮𝗱𝗲𝗿𝘀 𝗵𝗮𝘃𝗲 𝘁𝗼 𝗯𝗲 𝘃𝘂𝗹𝗻𝗲𝗿𝗮𝗯𝗹𝗲 𝗶𝗻 𝘀𝗵𝗮𝗿𝗶𝗻𝗴 𝗶𝗱𝗲𝗮𝘀 𝗮𝗻𝗱 𝗽𝗿𝗼𝗯𝗹𝗲𝗺𝘀. People have to open up and admit where they need help. There’s no room for ego – it slows down progress. 𝟱. 𝗘𝘃𝗲𝗿𝘆 𝗺𝗲𝗲𝘁𝗶𝗻𝗴 𝗵𝗮𝘀 𝘁𝗼 𝗯𝗲 𝗮𝗰𝘁𝗶𝗼𝗻-𝗼𝗿𝗶𝗲𝗻𝘁𝗲𝗱. Keep action items and review them at the start and end of each call. The group will be FUN when people are executing and seeing an impact. 𝟲. 𝗞𝗲𝗲𝗽 𝗶𝘁 𝗱𝘆𝗻𝗮𝗺𝗶𝗰. Regularly revisit the agenda to incorporate fresh data/insights and tackle strategic topics to ensure the council stays relevant and impactful (and not boring). 𝗛𝗼𝘄 𝗱𝗼 𝘆𝗼𝘂 𝗸𝗻𝗼𝘄 𝗶𝗳 𝘆𝗼𝘂𝗿 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲 𝗰𝗼𝘂𝗻𝗰𝗶𝗹 𝗶𝘀 𝗮 𝘀𝘂𝗰𝗰𝗲𝘀𝘀? Look for results! A thriving council will see pipeline gaps closing, deals progressing smoothly, and most importantly, revenue targets being achieved. Everyone involved will have a clear understanding of the data and feel invested in the collective success of the revenue engine. For anyone doing these today, anything you’d add? 🤔 More on this in yesterday’s 📰 𝙍𝙚𝙫𝙊𝙥𝙨 𝙒𝙚𝙚𝙠𝙡𝙮 📰 Get it here: https://bit.ly/4cxQn4V ✌️

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🔥 SaaS GTM Strategy Hot Take — Why Outbound & MQL Economics are Sh*t 🧐 Consider This The game has changed. B2B buyers are now entirely in control of the process. According to the B2B Buyer Experience Report from 6sense: ➡️ On average, B2B buyers engage sellers directly when 70% through the buying process ➡️ Buyers initiate first contact 83% of the time — your ads, webinars, emails, calls, and InMails won’t materially change this ➡️ 84% of buyers said the first vendor they contacted ultimately won the business Practically speaking, outbound is equivalent to trolling through random accounts to try and find those in the market for what you sell. It’s never effectively convinced buyers that they need a solution to a problem that’s not a priority. If only 5% of your market is “in-market,” the ROI is challenging at best. MQLs aren’t much better. At least MQLs have some level of engagement with the company, but most of that activity is “learning” rather than buying. Yes, nurture campaigns can help move them along, but until they’re ready to buy, sending them to sales doesn’t help. With less than 5% becoming qualified opportunities, even those sourced organically don’t have a great ROI. 💡 Rethinking Your Strategy Can we agree that most B2B buyers don't click on an ad or read a cold email and magically decide to buy? When buyers start thinking about a solution, they’re more likely to ask for recommendations, read content on social and review sites, and share ideas on Slack, DMs, and closed communities. They’ll do their research. When buying mar-tech, I do this and see it all the time. 🏆 Playing the New Sales-Led Marketing Game Strategic Targeting - ICP(s) based on your most-desirable customers - Account-based approach where sales and marketing are tightly aligned - Positioning and messaging that matters to your ICP & personas - Marketing the way your customers want to buy Create Pre-Purchase Preference - Drive awareness and demand on places where the buyers are - Provide helpful content across the buyer journey - Run always-on, multi-channel nurturing programs Identify and Capture In-Market Demand (HIROs and Hand-Raisers) - Campaigns on high-intent channels using triggers to drive timeliness and relevance - Integrated, “all bound” plays across both sales and marketing - Optimized buying experience 💬 Let's Discuss ❓ Can revenue teams break their addiction to MQLs? ❓ What is the role of the BDR in a world where most prospect conversations are with those already in the market? ❓ What are the new metrics if it’s not MQLs and marketing-sourced revenue? 📣 Shoutout to Chris Walker for the HIRO term! ——— 👍 Like this? 🤔 Comment to share your thoughts ♻  Repost to share with your network #abm #b2bmarketing #saasgtm #gtmstrategy #b2b #mqlsaresh*t #gtmalignment #pointbreakgtm

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Doing Discovery – The Importance of “Why” Questions Prospect asks, “Can your software do X?”   Vendor replies, “Yes, absolutely.”     I can’t tell you how many times that brief conversation has occurred without any followup questions from the vendor! What’s missing? Asking “WHY?”   Far too often vendors execute discovery by simply asking questions about the prospect’s needs, without asking any clarifying questions. This is a huge lost opportunity!   Let’s review the conversation again, this time with a more engaged vendor:   Prospect asks, “Can your software do X?”   Vendor replies, “Yes, absolutely – but tell me, WHY is this important for you?”   Prospect responds, “Oh, it’s really difficult to do today. It’s largely a manual process that takes hours and it is a key requirement for us.”   “I understand,” says the vendor, “How often do you have to do this – and what else does it impact…?”   The conversation continues with two intriguing outcomes: The vendor gains a MUCH richer understanding of the prospect’s situation along with the associated value of a solution. The prospect feels the vendor has much richer understanding of their situation, making the prospect much more comfortable about working with that vendor. “Why” questions are delightful triggers. Don’t miss these opportunities in YOUR discovery dialogs! You’ll find many more tips and practices in Doing Discovery! https://lnkd.in/g28PXx55

“Lack of visibility is the enemy of revenue.” Joe Vitalone (Strategic Advisor, Extreme Networks) said this on a recent Clari webinar. And I couldn’t agree more. Without visibility, CROs and revenue leaders: - Miss critical deal insights that could help prevent slippage or loss. - Struggle to set accurate forecasts because they don’t have a full view of the pipeline. - Lose alignment as marketing, sales, and customer success aren’t operating from the same data. - Fail to spot revenue leaks early, allowing problems to grow unnoticed. Visibility isn’t optional for revenue professionals — it's a must-have.

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GTM Ops or Revops. The answer? Nobody cares. This absurd debate reinforces some of the worst habits found in revops professionals. Nothing says “I’m going to bog down your org in pedantic nonsense” more than wasting effort on developing a strong opinions on something so meaningless and unproductive. This message is for people evaluating and sourcing revops talent: Ask this question. If the person answering the question thinks this is important, don’t hire them.

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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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How much revenue is leaking from your org? Here’s what RevOps leaders & CROs reported: (It’s quite alarming) 26% (RevOps) AND 16% (CROs) of total revenue loss. Why this matters: - Teams can’t address the cause of Revenue Leak - Revenue Leak remains hidden in the pipeline (no visibility!) - Dollars disappear every single day Good News: You’re not alone. We gathered data from 400+ sales and revenue professionals to get all the insights on how to spot and stop Revenue Leak. Download the full report here: https://lnkd.in/eDRbjvcQ

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