Jim Madden

Here's an interesting article from Ricardo Saltz Gulko at Eglobalis. I'm not sure I agree with Gartner's view (reference in the article) that #NPS is all but dead, but the messages about the limitations of Net Promoter Score are worth reading, even if you stick with it as your main metric for customer feedback. https://lnkd.in/e_S4_PRD

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🌎Spherix Global Insights’ latest report, Special Topix™: Oral Opportunity in PsO (US) 2024, highlights a shifting landscape in the treatment for moderate-to-severe #PsO. 💊As emerging oral #therapies gain traction, the #study underscores their potential to disrupt the current dominance of #injectable #biologics. 📊Notably, nearly half of surveyed community #dermatologists (n=102) believe that oral agents could achieve efficacy on par with injectable options. 📲For more details on Spherix’s #primarymarketresearch #reports, visit or register here: https://lnkd.in/eUHxNK-Y #pharma #biotech #dermatology #psoriasis #marketresearch #insights Gianna Melendez, M.S. Dermatology Times

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The data in this article is clear: 62% of companies see a revenue decline or stagnation after replacing their Chief Revenue Officer (CRO). But what’s often overlooked is the cost of not replacing a CRO quickly enough. Leaving this critical role vacant for too long can cripple growth, disrupt teams, and create uncertainty across the business. At Carpe Diem Global Partners, we specialize in speed. We've delivered top-tier executive candidates—including CROs—in record time, helping companies avoid the costly delays that can come from a drawn-out search. In one case, we filled a Chief Growth Officer role in just 27 days, preventing months of lost revenue and missed opportunities. If you’re facing a CRO vacancy, don’t let the position sit open too long. The longer it stays unfilled, the higher the price your organization pays. #Leadership #CRO #ExecutiveSearch #RevenueGrowth #TalentManagement

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In this latest installment of Francine Anestis's series on Messaging and Streaming technologies, she takes a deep dive into the realm of Redpanda. Here, she explores the platform's Key Features, Architecture, Use Cases, Strengths and Weaknesses, Cost, and Maturity Level, providing valuable insights for readers. https://hubs.ly/Q02N17460

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To attract and retain a new generation of high-performing Gen Z talent, sales leaders must signal their commitment to an inclusive, equitable and diverse team culture. Learn how you can build and manage a high-performing, generationally diverse team at Gartner CSO & Sales Leaders Conference. Check out this year’s agenda ⬇️ #GartnerSales #B2BSales #GenZ #Talent #DEI

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The shift in GTM strategies is happening faster than many of us realize. Just consider personalization as an example, personalization has become the new normal and is now expected by your prospects, but being hyper-personalized is what sets you apart. Besnik Vrellaku talks about more trends and gives some spot-on predictions in his article. Businesses that lean into these strategic shifts will find themselves not just surviving, but thriving. Read the full article: https://lnkd.in/dPNBxhS6

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📊 Want to predict customer behavior? Let's talk propensity modeling. In our latest video, we break down the step-by-step process of building a propensity model that can revolutionize your customer insights: Define your objective Gather and clean your data Select relevant features Choose your modeling technique Train and validate your model Interpret results and apply insights Whether you're aiming to boost conversions, reduce churn, or optimize marketing spend, a well-crafted propensity model can be your secret weapon. Watch now to learn how to turn your customer data into actionable predictions. 👇 #DataScience #CustomerAnalytics #MachineLearning #BusinessIntelligence

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Some takeaways from Pricefx Accelerate in Atlanta. SAP S4 transformations are mentioned here; a 9th takeaway could be Pricefx's increased focus on alignment with Salesforce Revenue Cloud solutions and transformations.

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Great blog from Bob Moore at Crossbeam - echoes my experience and relays the significance of building and maintaining strong partner ecosystems. The era of #EcosystemOrchestration is here! #EcosystemLedGrowth

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10 Big Ideas for Go-to-Market Alignment...This timeless article by Kelly Ford Buckley is especially pertinent for B2B companies trying to go from $10M ➡ $50M. However, I've seen plenty of companies who have grown with old school sales to $200M and are trying to get aligned much later in life and this is a great guide for them as well.

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Thanks to Dave Rigotti and team for a wonderful #PLGTM conference in SF. I had great discussions with sales and marketing leaders and here are some observations on how PLG has evolved. Part 1: Time to rethink PLG practice ✔ While the core idea of PLG revolves around self-service adoption and user-driven growth, the practice has evolved, and companies are recognizing the need for a hybrid approach. ✔ For a lot of practitioners, PLG means self-service and users adopt the product without sales support. In practice, PLG leads to increases S&M costs increasing CAC. So, it no more just about building a product but putting the marketing $ behind it. ✔ Enterprise buyers are researching on their own and have good information before they come to the call. Huge number of prospects want sales help in navigating the value prop but want to try out themselves. ✔ PLG does lead to execution speed driving the awareness, showing the value, decreasing sales cycles and enabling simple and faster expansion. ✔ There is a myth that only startups or B2C companies use PLG and has to be bottom-up approach. While many of the companies we know and products we use might be B2C, lot of enterprise B2B companies are PLG as well. e.g. users can simply signup and start using Calendly, Canva or Airtable. teams can start using the products like loom, figma and datadog. ✔ Bringing customers need a hybrid approach in 2024. You need to provide user value created by the product and buyer value created by sales teams. Think about product market fit and product customer fit - leading to greater number of happy customers ✔ Every KPI you are measuring should drive an outcome. If you collect data, ask "what is it used for? " and "how does it help customer or adoption?" ✔ As the PLG model continues to evolve, companies must adapt and embrace a balanced approach that leverages the power of self-service adoption while providing sales support to drive customer success and long-term growth. Thanks to David Yockelson and Dave Boyce for providing engaging discussion on the core of PLG. #productledgrowth #productledsales #salesledgrowth #startups #salesleadership #productmanagement

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Do equity incentives plans work in private companies? Sometimes 😎 Although such plans rarely in the way they were intended -- to reward management teams and employees. It is relatively common for management teams in private companies to be granted; options, Restricted Stock Units (RSUs) or shares. It is uncommon for them to be well understood by the teams receiving them. They are granted with the best intentions: 🚩 Alignment  🚩Motivation to perform better 🚩Reward for commitment 🚩Incentive to stay Incentive plans that do each of these things are good. Plans that management teams & employees understand are better. Here are problems I have encountered with equity incentive plans. ❇ Confusion, angst and intimidation surrounding equity options and such instruments often derails the intent of a plan that includes them ❇ It can be highly technical — and simple things like vesting schedules are often not well managed by employees granted such incentives. ❇ Experienced employees that have seen the good and bad and say things like “I could paper my walls with the worthless stock incentives I have been “given” ❇ Incentive plans can be trapping rewards that muddy the ability of employees to stay for the reasons that are best for the company and employee So what to do? Understand what truly motivates management teams on an individual level and don’t make equity grants if a different incentive would work better. Equity incentive plans should be applied with; transparency and education, training and discussion about what they mean. Only then can the plan truly work. 

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We have focused so much on the power of aggregation these past decades that we’ve lost sight of a key reality: what goes up must come down, what once made sense to aggregate now makes sense to break up. The facts of Life and Work are relative things. Change the macro, change the circumstances, change the competitive landscape, and what once worked no longer is optimal. So we change. #Causality #Effectiveness #Materiality #Efficiency #Sustainability

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Most businesses are flying blind and don't even know it. You're spending tons on sales and marketing, but you're missing the mark because you don't understand Propensity Models. This is the secret weapon that top companies use to predict what customers will do. My most popular YouTube video breaks it all down: What Propensity Models Are: Cut through the jargon and get to the core. Types of Models: Learn which ones actually move the needle. Real-World Example: See how it's done so you can replicate it. Stop guessing. Start using data to drive real results. 🚀 Watch the video now and transform your sales and marketing game.

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Most businesses are flying blind and don't even know it. You're spending tons on sales and marketing, but you're missing the mark because you don't understand Propensity Models. This is the secret weapon that top companies use to predict what customers will do. My most popular YouTube video breaks it all down: What Propensity Models Are: Cut through the jargon and get to the core. Types of Models: Learn which ones actually move the needle. Real-World Example: See how it's done so you can replicate it. Stop guessing. Start using data to drive real results. 🚀 Watch the video now and transform your sales and marketing game.

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I've heard more than one SaaS owner tell me that they don't need to worry about profit. They are focused on revenue. And even then, they don't put the systems and processes in place for a strong lead generating machine. Here is the evidence that it's probably not the best strategy... #businessvaluation #SaaSGrowth #limitlessbusiness

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CRO's >>The Problem Solver Talent War Begins Buyers have pushed vendor problem-solving capabilities to the limits of success or failure from Q4 2021 through 2024. The Economy excuse for CROs fizzles on the first rate cut in Sept-Oct. Buyers will have a bit more budget in Q4 & 2025. Selling in 2025 will be more complicated than in 2024. Why? Buyers are not getting any less competent. They seek problem-solving vendors, and they are smarter. Vendor scrutiny isn't going away when making solution decisions. They will have more latitude to buy the subsequent level-up offerings, making sales cycles more competitive and complex. Most Vendors may only succeed in 2025 by adding more Problem Solvers to GTM teams. This realization will be difficult for CROs and VPs. The bottom 20% of sellers must be replaced with better sellers. Some vendors can train and coach sellers. However, based on current data, (Ebsta) vendors have had two years and struggled to transform transactional leaders and GTM teams into proficient, business-savvy, consistent, and upskilled sellers. Buyer budgets may change your # of at-bats, but that doesn't mean win rates improve significantly. Problem-solver sellers win more and bigger deals. Period. The data from Guy Rubin >Ebsta's 2024 H1 report supports the reality. One callout from Guy's report> The Rep's misalignment with ICPs in creating the pipeline is a new-level shocker. (Pipeline pressure doesn't create qualified pipelines) CROs will have to fight like hell and pay firms like ours to attract, nurture, and capture this talent from other vendors or have us vet deeper (= time) into the layoff pool. (even if they'll hire the laid-offs?) Demand vs. Supply is zip now, and about Sept or Oct, it will be glaring. Vendors & ELTs who realize this challange now and act strategically to secure the investment for the recruiter's firm budget to bring the best talent will win in 2025. It's a historical pattern, but now the Buyers run the problem-solving cycles, and you had better have the teams with the skills to play this game. #ebsta #GuyRubin #ProblemSolversSellMore.

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🚀 Leverage Predictive Analytics for Strategic Sales Decisions! 🚀 Unlock the power of data to anticipate market trends, understand customer behaviors, and optimize your sales strategy with predictive sales analytics. For more details, read the full article here. 🔑 Key Takeaways: • Improve Sales Forecasting Accuracy: Predict sales trends more precisely by moving beyond traditional methods. • Optimize Resources: Focus on leads most likely to convert. Step into the future of sales by embracing predictive sales analytics today! 🌟 #PredictiveAnalytics #SalesStrategy #DataDriven #BusinessIntelligence #FutureOfSales https://lnkd.in/gC-XUnBq

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