Jeff Gibb

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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Companies are replacing more martech, focused on integrations and APIs, and still expanding their stacks https://lnkd.in/eRHszHYG #martech Love me this annual Martech Replacement Survey report from MarTech.org. When people replace one martech solution with another, what factors are most important to them in the new solution they choose? You can see the handprint of the CFO and fiscally-minded marketing ops leaders on “cost” being the #1 factor this year, with 61% citing it as an important factor. Good. However, the #2 most important factor is “integration capabilities/open API” with 51% citing it. This shouldn’t come as a surprise — integration has remained at the top of marketers’ demands for better martech for years. Our own State of Martech 2024 report back in May showed that APIs are very important to martech buyers, not only for today’s use cases, but in support of the new data layer emerging in many companies and preparation for the next wave of AI-powered automation. Improved customer/digital experience is #2. Data centralization/data capabilities and ability to actively measure ROI are tied for #4. (As I’ve noted before, APIs, data centralization, and measuring ROI are kind of all bundled together to unify marketing oeprations.) I know, I know, security and compliance should be much higher than 26%. My third and final guess is that these are actually seen as “givens” — the purchase simply won’t pass the approval process if these requirements aren’t satisified — and so it’s not criteria that marketers spend a lot of time consciously debating in the selection process. Overarching takeaway: martech is definitely not standing still.

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What a quarter. Product market fit that is like nothing I've experienced before, world class engineering talent, incredible customers, and the beginnings of a GTM machine that I am so so so proud of and excited about. Some highlights: - We blew the doors off the number. What a statement quarter by the team. 225% to plan with a clear path to doing the same thing in Q2 (and beyond). - We did a deal that would have been the biggest deal at any company I've been at up to $100M in ARR. - Healthy mix of self-serve, mid-size deals, and large deals --> on top of the above, we did 20+ NNL (including one person doing more than 10 themselves). - We are working as a team -- the culture we're building is really special. People work hard, raise the bar, want to win together, are competitive, so so smart, kind, and want to deliver a tremendous amount of value to our customers. Importantly, we are having a lot of fun doing it. - The pace and quality of our engineering is a huge differentiator. Can't overstate the positive impact of having an engineering team that is maniacally focused on building amazing experiences for our customers. - We're measuring the value we're providing. 46% more code written by developers using Codeium, 7-10X ROI, 40-70% faster onboarding of new developers, forecastably faster PR release cycles -- having an AI product / team that focuses on quantifying the impact to our customers is...the best. - We hired a lot of wonderful people. Dave Frankel, Isaac Kim, Jacob Addington, Alex Laubscher -- I am so excited you're here and so energized by what we're going to build together. Welcome! Alex Hart, Andrew Amato, Jeff Wang, Anshul Ramachandran, Varun Mohan you guys have built such an amazing GTM foundation. Very excited to be on this journey with you all -- let's go build something generational! Douglas Chen and entire wonderful engineering team -- thank you all. What you all build is incredible and I am so fired up by what we have coming in the next few months. Want to try Codeium? Check out our free tier. We're hiring in all roles -- particularly (in GTM) looking for AEs, SEs, SDRs, RevOps in Austin / Mountain View.

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It’s Q4, and every second counts to finish the year strong. 💪 Watch as Account Executive Andrew Kier demonstrates how he uses ZoomInfo Copilot to rebuild his pipeline and discover new target accounts. By leveraging advanced search filters and intent clusters, he can quickly identify B2B companies consuming relevant research and target key decision-makers — all from within the platform. Ready to crush your quota in Q4? Request a demo to see Copilot in action: bit.ly/3YxIuI2 #ZoomInfoCopilot

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You can’t excel as a Sales leader without a fantastic Op’s team… full stop. But your success hinges on partnership, respect, and openness to advice. This key difference separates good from great sales leaders. I learned this at Drift working daily with Sean Lane and Laura Adint. I literally learned and got better every day because I worked with these two people who are at the pinnacle of their profession….(I also learned to always check my math with them before going into a meeting) Rev Op's should not be underestimated; it serves as a secret weapon for Sales, CS, and Marketing Leaders to maximize team performance. At Drift we had an agnostic Rev Op’s team which forced these functions to hear the stark truth about their teams' performance along with paths to improve. For a blueprint on creating a top-tier Op's team, this is a MUST READ. Enhance your leadership and team effectiveness by harnessing the power of Revenue Operations. https://lnkd.in/e5fVDAdH #SalesLeadership #RevenueOperations #TeamPerformance #ProfessionalDevelopment

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As a Fractional CMO, I found this article insightful on AI's potential to reshape sales tech. Thank you for sharing this Venkateswar Gopisetti Key takeaways: - AI may disrupt incumbent CRM players (salesforce, Hubspot), creating opportunities for new entrants. - Multi-modal data integration could provide deeper customer insights. - AI-driven automation of time-consuming tasks could dramatically increase sales efficiency. - The blending of sales, marketing, and customer success functions may lead to more cohesive customer experiences. - Dynamic, AI-enabled go-to-market strategies could allow for more personalized approaches. A shift from per-seat to outcome-based pricing models could disrupt SaaS pricing norms. The article effectively outlines how AI might transform sales processes, organizational structures, and technology stacks. While optimistic, it provides a valuable roadmap for sales leaders preparing for an AI-driven future. The implications for existing vendors (Salesforce, Hubspot, etc.,) and their partners could be profound - it's crucial to keep a close eye on these developments as they unfold in the coming months.

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Gong's GTM teams love DealHub! We're geeking out over how Gong, the Revenue Intelligence leaders, are using DealHub.io to, well, rock their sales world! Their Deal Desk, RevOps, and Sales teams are all raving about the platform. Here's why DealHub is a hit at Gong: * Less Busywork, More High Fives: DealHub slashed manual work by 50%, freeing up time for what matters – closing those deals. * Crystal Clear Visibility: Say goodbye to pipeline mysteries! Everyone at Gong has a bird's eye view of the sales process. * Faster Sales Cycles: DealHub helped Gong accelerate their deal cycles, meaning quicker wins and happier customers. * Teamwork Makes the Dream Work: Collaboration is key! DealHub fosters seamless communication between all of Gong's awesome teams. Curious how DealHub can boost your RevOps magic? Check out the full story! https://okt.to/WeHlgw #RevOpsLife #SalesTeamWins #DealHubLove #CustomerSpotlight

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I just watched this informative webinar on leveraging in-store data for promotion on big shopping days. As always, Katie Moro can be counted on to bring unique strategic insights on brick-and-mortar data.

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When I first joined Frontify and the partnership team, I quickly got used to using Gong for all my external calls. The funny thing is, more often than not, the people I'd speak to would also get very excited about it and ask if they could get it too (mind you, this was BEFORE the big AI hype). So naturally, when Udi Ledergor 🏳‍🌈 invited marketers to talk to him and learn more about how to leverage Gong for marketing, I was excited to hear more. While talking to Udi, I was reminded again about what a great tool Gong is (yes, I work for a SaaS company, and I love software, so what) and how easy it is to leverage for direct feedback at scale from your customers and prospects. Thanks so much for the insightful session, Udi!

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Prospecting just got a whole lot easier. ✨ ZoomInfo Copilot connects you to the right buyers at the right time, so you don't have to spend hours searching for your next lead. Request a demo to see Copilot in action: bit.ly/3Vj9RCS #ZoomInfoCopilot

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Today marks a big bet for us: Launching the ZI Labs Podcast (w/ 12 episodes on Day 1):   This is a helpful and entertaining podcast featuring the world’s best GTM people. We’ve had amazing conversations all about business strategy, go-to-market innovation, and the transformative impact that AI will have on GTM.  The GTM playbook is changing rapidly, and staying in the trenches is crucial to understand what’s working (and what’s not). Here are some of the incredible conversations dropping in season 1: ↳ Kate Jensen, Head of Sales and Partnerships - Anthropic ↳ James Dyett, Head of Platform Sales - OpenAI ↳ Natalie (Corporate Natalie), CEO - Corporate Natalie, LLC ↳ Henry Schuck, CEO - ZoomInfo ↳ Jeanne DeWitt Grosser, CBO - Stripe ↳ Kyle Coleman, CMO - Copy.ai ↳ Max Altschuler and Scott Barker, Partners - GTMfund ↳ Rob Giglio, CCO - Canva ↳ Meka Asonye, Partner - First Round Capital ↳ Mintis Hankerson - HubSpot & Jason Silverstein - Figma ↳ 💌Andy Mowat, VP GTM Ops - Carta ↳ Konstantin Guericke, Co-founder - LinkedIn We’ll have weekly conversations with CEOs, CXOs, VCs, marketing experts, and tech visionaries to help you refine and implement your modern GTM playbook. Each episode will provide you with insights and takeaways you won’t find anywhere else. We want to give you a front-row seat to what’s happening on the ground and how to adjust your GTM strategy as things evolve, covering topics like: ↳ AI ↳ Signals & Data ↳ GTM Plays and Playbooks ↳ 1st + 3rd Party Data Combining Make sure to add the ZI Labs podcast to your favorite’s list wherever you get your podcasts today.  I’ll drop the Apple Podcasts / Spotify link to the show in the comments. Send me a DM and give me your feedback after you listen to your first episode.  And tell me who to interview next! 

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Calling all marketers! I'm prepping for my talk in a few weeks on "AI & The Future of Product Marketing" at the Product Marketing Alliance in San Francisco, and I need your take to help shape the discussion. Take this short 3-minute survey about the role that AI plays in your marketing. I'll share insights from the survey during the talk and on LinkedIn. Thanks so much for your input. https://lnkd.in/g76skhFq #productmarketing

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1 RevOps team or separate CX, Sales, and Marketing Ops teams? I spoke with 4 RevOps leaders this month who all had the same painful story about this decision. Here’s how it usually goes: ✅ Start with separate teams: Sales Ops, Marketing Ops, CX Ops. It makes sense early on: - Processes and reporting are function-specific. - Each exec gets their go-to ops person to execute more quickly. But then the cracks appear: ❌ Siloed data and processes. ❌ Finger-pointing due to misalignment. ❌ No clear view of the customer journey. ❌ Ops becomes order takers and firefighters instead of strategic partners. In the worst cases? Ops teams are stuck defending execs instead of being the truth tellers your business needs. What happens next? Painful consolidation. All 4 leaders shared how they had to merge their ops teams into one RevOps function, rebuilding processes and data foundations from scratch to match the customer journey. The results? Functions work together seamlessly: Marketing generates leads that Sales actually works. Pipeline forecasting gets easier. Sales focuses on customers that retain. RevOps becomes a strategic, empowered truth-teller, and finally gets a seat at the table. My takeaway is that it’s much easier to launch RevOps with this foundation upfront than fix it later. But it takes discipline and alignment, which is more challenging in high growth environments. How has your org thought about this decision?

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ASR (automatic speech recognition) precedes the public boom of #genai It came way before #chatgpt or #gemini. So where does it stand now? Is it ubiquitous? How does ot work in the age of generative AI? What else do I need to know? I have the honor of hosting a webinar alongside my friend and colleague David Landsberg, discussing the state of ASR and results of the ASR survey that was recently published. It would be great to have you join and contribute to the dialogue.

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The Forrester Wave: Revenue Orchestration Platforms was published today and...drum roll 🥁...Gong was named a leader and received the highest score in the Current Offering category of any vendor assessed. My fav quote: 🔥 “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 organizations.” 🔥 Congrats, Gongsters!

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It was great to talk to MarTech Series on debunking the most common B2B marketing myths, how CMOs can partner effectively with sales, why leaders need to be thoughtful with AI, and some of the marketing strategies we use at HashiCorp. Read the full interview here: https://lnkd.in/gEmyJk3u 

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Has intent data lived up to the hype? We've all felt that we wish it'll do more in campaigns or wishing that we have to do less to activate on these signals. Shanelle Rucker from Dialpad joined pharosIQ to discuss the need for intent data to deliver actionable insights without extensive tweaking. All areas where our signal engine can save time identifying accounts showing purchase readiness signs. Tune in for their insights and let us know: Is intent data living up to its promise? https://lnkd.in/ep9dw_-t . #intentdata #pharosiq #b2bmarketing #demandgeneration

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Cloudinary CRO Allison Metcalfe joins the GTM Podcast from GTMnow to share a variety of insights on building a great SaaS business: from customer stories as an incredibly powerful growth lever to balancing product led with enterprise sales motions. Give it a listen: https://okt.to/x2YpUj

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