Kara DelVecchio

🚀 Driving Customer Success Excellence: The Power of One 🎯 At Pulse 2024, I had the privilege of joining Dan Maimone from Harri and Mark Deegan to share how we’re redefining customer success by weaving the "red thread" through the post-sales lifecycle with Gainsight. Here’s the journey we shared: 💡 Harri’s Challenge: Balancing hyper-growth with operational efficiency, maintaining exceptional GDR (95%) and NDR (112%), all while scaling a high-touch customer success model. 🔎 Our Approach: - Through Project Lando, Wigmore IT partnered with Harri to: - Optimize Harri’s Gainsight tech stack (CS, PCX, CC and CE). - Define multi-product customer journey stages. - Prioritize customer outcomes with personalized success plans. - Foster cross-functional collaboration and implement change management. 📈 The Results Speak for Themselves: - Gross Dollar Retention: +4% - Net Dollar Retention: +9% - CSM Efficiency: +30% - Customer Health Score: 8.5 - eNPS (CS Team): +27 points 🔥 Key Takeaways: 1️⃣ Start small, think big—pilot programs drive scalable success. 2️⃣ Use data to guide strategy—CSQLs and financial insights were game-changers. 3️⃣ A unified approach integrating people, processes, and technology creates lasting impact. As we look to the future, Harri is investing in AI for predictive analytics and global scalability—setting new benchmarks for CS excellence. 🌎✨ Grateful to share this story and to help organizations turn customer success into a true growth engine. Let’s keep the conversation going! #CustomerSuccess #Gainsight #ThePowerOfOne #CSLeadership #GrowthStrategies

43

4 Comments

#NACDA2024 Advice: If you have "Athletic Director" in your title, ignore any topic that doesn't align with the following... - New Revenue from Existing Assets: The key here is "existing." Across all leagues, we're seeing (1) the use of LLMs to drive low-risk, high-yield campaigns and (2) content monetization as the low-hanging fruit in this space. This year, you're not adding toys to the garage - you're figuring out how to run the best possible garage sale. - Personalization: Stakeholder trust and perception of clarity with departments are historically low. Learn everything you can about improving specific touchpoints with Athletes, Sponsors, Donors, and Fans. Then do it. That's it. That's the list.

1

2025 suddenly feels like it's moments away. Fortunately, in less than a week Forrester's Seth Marrs and Clari's Elizabeth Heuett Temples will team up to talk about the future of #forecasting for enterprise sales. #RevOps leaders, get ready to beat your 2025 objectives - register here: https://lnkd.in/eD9Y6i3b

5

Big news! 🎉 I’m thrilled to introduce THREE new AI capabilities from Gong.  Designed to help RevOps and Enablement leaders bridge the gap between strategy and execution. ✨ Assessment Tools for AI Smart Trackers: Better understand your business at scale. ✨ AI Methodology Playbooks: Track how reps incorporate methodology. ✨ AI Scorecard Suggestions: Streamline coaching. Learn more about these exciting new capabilities here: https://lnkd.in/gVCWSvAK

49

4 Comments

I've been thinking a lot about the tough environment salespeople are in right now and how other parts of your business might be able to support them. This is the first of a few posts we have coming on how sales can get more support to boost performance. What are some of the performance challenges you are seeing with the team? What do you think would help them improve?

4

Check out the latest Gartner sales podcast on aligning go-to-market and growth strategies for sales! Join experts as they discuss GTM strategies, misalignment symptoms, and sales leaders' approach to the challenge. #GartnerSales #Podcast #GTM #B2BSales

1

Join us later this month as we sit down to talk about growing revenue through Customer Success! Details below: 👇 How to Cultivate Lasting Customer Commitment and Grow Revenue Through RevOps (Jul 23 @ 1 PM ET) hosted by Nintex and featuring Jeremy Steinbring ☁️ , Chris Mascaro, and Camela Thompson #revops #customersuccess #revenuegrowth  

8

Embarking on a Journey of Discovery: Our Path to the US Market in 2025 At Boombit, we’ve always believed in more than just delivering services—we believe in understanding who we serve and why we serve them. As we build our Go-To-Market strategy for the U.S. in 2025, we aren’t rushing in. We’re taking our time to immerse ourselves in the details—the details of the people, companies, and industries that we aim to help. This journey is like navigating new frontiers. We’re not just mapping out strategies—we’re sitting down (virtually and in person!) with businesses, learning about their goals, their challenges, their teams, and what keeps them up at night. We’re doing this because we know that to truly help, we need to understand everything about them. We’ve already helped many companies overcome hurdles and reach their goals, from deploying elite tech talent to filling essential roles with highly skilled professionals. But now, as we look toward 2025, we’re setting our sights on helping even more businesses succeed through our nearshoring services. Whether it’s a Full-Stack Developer, a QA Automation Specialist, or a Production Designer, our LATAM talent is ready to tackle the most complex projects. Our specialists in Adobe Experience Manager (AEM), React JS, Vue JS, Java, WordPress, and .NET are problem-solvers, innovators, and collaborators—ready to work hand-in-hand with U.S. companies that need the best talent to drive their vision forward. Our focus isn't just on providing people—it’s about offering the right solutions, and the right people for the right challenges. As we prepare for this next phase, we’re taking every step carefully, ensuring we understand exactly how we can be the best partner for your business. Whether you’re looking to grow your tech capabilities, streamline operations, or push creative boundaries, we’ll be there with you—every step of the way. Boombit is more than just a service provider; we’re your partners in success. We’re here to listen, to learn, and to deliver—and we can’t wait to show you how we’ve helped others like you succeed, and how we’ll do it again. Here’s to navigating this new frontier together. #USMarket2025 #Nearshoring #EliteLATAMTalent #StaffAugmentation #TechSolutions #Innovation #Boombit #GoToMarket #Partnership

16

What does 'Execution Excellence' actually mean? And why are Marc Benioff + Amit Bendov obsessed with it right now? Killer insights from Charlie Moss on how category leaders like Salesforce & Gong are resetting expectations to win despite headwinds!! 💥 “More rigor, more discipline, focused enablement, and a refined GTM strategy are a major part of their approach.” Specifically, Gong is investing in the following: - Greater accountability for the sales team + sales management - Weekly KPIs, weekly results, + monitoring key activities - Tracking every single deal with MEDDIC Achieving 'execution excellence' when it comes to running revenue teams is the WHY behind founding Accord... Ensure rigorous execution across each deal, and translating the winning strategy to the field in a way that actually works for sellers! Including tracking MEDDIC without feeling like homework, automatically updated in your CRM. Sales + CS Leaders using Accord to drive execution excellence understand what it takes for their sellers to win in 2024. Eg, we pulled data across 500+ Opps for a customers at their QBR, and saw: - 28% Win Rate across opportunities without Accord - 56% Win Rate across opportunities with Accord .... 100% increase in Win Rate when using Accord. This market isn’t about doing more with less. Its about doing the right things – consistently.

17

4 Comments

I was thinking about this the other day: if you are a new Rev Ops leader trying to set expectations for how long it will take to "Clean up the CRM," what's your rule of thumb? How long does it take to get to a steady state, where you as an Operator can get off your heels fighting fires and cleaning past messes, and onto your toes driving growth? Off the top of my head: - 3 months for every year you've run the CRM without a dedicated ops admin - 12 months - (1 month per dedicated FTE + .5 months per every 20 hours of agency time) - 6 months longer than your Gantt chart suggests

13

5 Comments

Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/eeVWViQz  

42

Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

5

According to Gartner, 85% of deals are won by the seller to engage first. That’s why we’re so excited to report that over half of ZoomInfo Copilot customers say they’re the first to engage with accounts. In a noisy, crowded competitive landscape, ZoomInfo Copilot is making a real difference for our customers. In the four months since launch, customers have reported: ✅ 25% pipeline growth ✅ 58% increase in booked meetings ✅ 60% increase in productivity ✅ 8.1 hours saved per week, on average ZoomInfo Copilot's AI-driven insights surface the most relevant buying signals and automatically prioritize accounts, letting our sellers connect at exactly the right time with the right message. Want to give it a try? Shoot me a DM. For more info on ZoomInfo Copilot’s impact for sellers, head to our blog 👉 https://lnkd.in/eudeXCTS #ZoomInfoCopilot

48

1 Comment

Spend MORE time selling, LESS time chasing signature - With deal context summaries and full approval chain histories, Ironclad Signature unblocks signers to help you close deals faster - the right way! See how @Ironclad Signature is doing just that. 

5

After speaking with 100’s of Rev Ops Leaders over the past few weeks, a few key issue stuck out. Here are 3 of the areas I heard over and over: 1.   Aligning Sales and Marketing 2. Data Silos and Visibility 3. Resistance to Change What are you hearing? Comment Below Here is an article that address other issues Rev Ops Leaders are experiencing.  https://lnkd.in/ewhKQGJA.

8

3 Comments

💥Janice, I am looking forward to our discussion and can't wait to share a few hints and tips on how People-Centric Leadership and AI can elevate your sales game. See you on Monday!

13

1 Comment

Well folks, that's a wrap! What did we learn from ANNUITAS' #GTM Transformation Summit in #PDX last week? - When polled, the biggest GTM pain points people were personally struggling with at the summit were "leveraging data to inform GTM decisions" and "scaling pipeline", while the biggest organizational GTM challenges were "inconsistent quality lead flow", "improving ROI of Marketing" and "sales and marketing alignment". - Although new methodologies, technologies, etc have all come and gone over the last few years, the fundamental underlying GTM challenges facing organizations have stayed the same - "random acts of sales and marketing" and a lack of orchestration around the customer journey. - Post-sale orchestration is especially challenging for organizations, and is too often left behind do to an over-index on pre-sale demand gen motions. The reality is, organizations doing it right are looking at this as one singular customer journey, with no single "handoff" between teams or functions. (we at ANNUITAS call this "Converged Growth".) - Go-to-market Transformation often falls apart in execution - "Customer journey stewardship" is the name of the game. Everything you do - people, process, technology, data - MUST be orchestrated around your customer. - Your technology stack must support this customer journey and create a customer data value chain, tracking customer telemetry, driving customer orchestration, and ensuring continuity of dialogue between teams. - It's time to rethink KPIs to be outcome-oriented and aligned to business goals; create a system of KPIs and align the entire GTM team around them. Sales and marketing must be singing off the same sheet of music! - "ABO" - Always Be Optimizing! Don't be afraid of the tough conversations, and don't weaponize results. On to planning the next one... any thoughts on location? 🤔 #gtmstrategy #gtmstrategies #growthstrategy #growthstrategies #customerjourney #convergedgrowth

13

A wave of consolidation is sweeping through the sales tech industry. I recently listened to a brilliant episode from the Topline podcast, featuring Salesloft CEO David Obrand, that shed light on the current state of the GTM tech landscape. As highlighted in the episode, key players like Clari, Gong and Outreach are expanding their offering to boost their TAM and offer more comprehensive solutions. Whilst the trend is understandable, the danger is long-standing partnerships start to fray as overlapping functionalities emerge - partnerships that were once the lifeblood of the sales tech ecosystem. For us, it begs the question. In a world of all-encompassing GTM suites, is there still a place for specialized, best-in-breed solutions? I believe the answer is a resounding yes - but only if they can offer extraordinary value. To thrive in this new era, point solutions must not only deliver great results but also seamlessly integrate into a company’s core tech stack and existing workflows. At MultiplyGTM, we’re laser-focused on providing planning intelligence that complements rather than competes with the everyday solutions revenue teams rely on, and goes deep in addressing a critical need - empowering revenue leaders with the confidence and clarity to achieve their goals. Whilst we may lack the resources of larger players, our goal is to provide unparalleled planning intelligence and insights that drive revenue, while growing sustainably and delivering immense value to our customers with our domain expertise. We're on the cusp of announcing some game-changing partnerships too that will extend our reach and impact, while maintaining our focus on delivering the revenue planning capabilities that drive profitable efficient growth. Stay tuned! 🚀

26

1 Comment