Keith Favreau

Amplitude Announces Second Quarter 2024 Financial Results: - Second quarter revenue of $73.3 million, up 8% year over year - Annual Recurring Revenue of $290 million, up 8% year over year - Number of customers representing $100,000 or more of ARR in Q2 grew to 547, an increase of 10% year over year This quarter was all about meeting our customers where they are. In Q2 we took our Snowflake Native offering GA, doubled down on our open ecosystem, and unveiled a self-serve portal that makes it easier than ever to integrate with Amplitude. To our customers, partners, and Ampliteers, thank you! Your trust, partnership, and hard work is invaluable! #PLG #ProductLedGrowth #DigitalAnalytics #ProductAnalytics #Retention #Acquisition #Monetization

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With quota attainment at 42.7% in Q2-24 (RepVue data), your comp plans matter more than ever. We hosted Gabe Rothman on #RevOps Lab to chat about about comp planning for complex scenarios. CONTEXT Background on Rescale: - Consumption pricing - Margin on deals fluctuate - Customer buy credits over time - Spend fluctuate The context above can create very complicated comp plans. Instead, Gabe and his team choose to what he refers to 1st principles: - Limit complexity - Be outcome oriented - Don’t overcommit - Bend reality to your will The outcome 1. Comp on bookings (new logo, expansion, renewals) - Easy to understand - Transparent 2. Hedge P&L risk for company - Compensation isn't a contract - Opt-out clause for deals where margin creates business risks 3. Excellence in Ops & Finance - Finance & Ops predict margin via Deal Desk - Commission is based on key business fundamentals - Reduces complexity for AEs Any tips on comp plans worth sharing? Comment 👇 -- 🔊 Listen to the full episode - link to RevOps Lab in my profile ♻ Share with your friends Thanks for sharing those invaluable lessons w/ our audience, Gabe! #revops #saas

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The top leaders are able to answer the most critical business question: Are you going to meet, beat, or miss on revenue? Spoiler alert: The answer lies in your revenue cadence. It’s the operating system for your org that helps you run revenue like a process every day, every week, and every month of the quarter. When done right, you can create, convert, and close revenue repeatedly and predictably. But if there’s even a slight leak, you’re leaving millions on the table. To help you protect your revenue, we’re hosting Charge: The Revenue Summit virtually on May 8th. You’ll hear from impressive RevOps leaders like Scott Peyser (SVP, RevOps, Clari) and Jaclyn Spillane (Director, Innovation PMO, Genesys) on how to design and run efficient revenue cadences to help you capture more revenue. RSVP here: https://lnkd.in/gFW5nxX7

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GTM efficiency has become a key topic in 2024 and will be front and center for CRO’s and CMO’s as planning begins for 2025. SDR effectiveness and productivity is a significant problem. At The Pipeline Group we built ground up the right talent, data quality, best practices and tech stack to break through the massive digital noise and to not just CREATE pipeline but to help PROGRESS it. Get ahead of the brutal 2025 plan and let us show you how we can take out costs and drive efficiency. I know you have all had a bad experience with outside agencies but we are proven and different! You have nothing to lose, I won’t waste your time and if we can’t help it will be stated in the first 15 mins. DM me or Ken Jisser

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Seismic leads the way in G2's Spring 2024 Grid® Report for Sales Enablement for Enterprise Businesses — for the ninth year in a row! 🏆 The best part? Rankings are based solely on real reviews from real customers. If you're curious about how we stack up against the competition, check out the G2 Enterprise Spring 2024 Grid® Report at the link below.

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Excited for this conversation with Robeks President & CFO David Rawnsley. They've defied broader industry trends over the past few years. While much of the industry has struggled with pricing, traffic, and growth, Robeks has seen >40% comp sales growth, with >15% unit count growth. Simply put, they're on a tear. In this discussion, we'll cover how they're doing it, including: • How Robeks positions its brand and value prop to fuel sales growth • Their approach to store growth and new markets • Operating in California since AB 1228 • Navigating increasing competition in the "better for you" category • How Bikky's CDP informs higher impact marketing and menu decisions Register below, and see you on 9/25! https://lnkd.in/eGfSidgx

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So often, CSM is a focal point for reduction or elimination entirely in today's more efficiency driven environment. This insightful piece emphasizes that when executed and valued correctly, however, CSM in fact stands at the very core of what is SaaS valuation to begin with. It's time well spent to read for those in CSM, for other adjacent SaaS executives, as well as an equally vital read for board members who often drive these elimination decisions.

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This post for Alix Partners, on emerging pricing metrics for SaaS providers, is definitely worth reading. Two operational watch-outs for software companies heading down this path: 1. Not every customer will be willing to share every advanced metric (e.g., new customers signed up, customer care calls resolved, etc.) -- that has to be negotiated as part of a contract 2. Not every vendor's billing systems can meter and monetize every possible unit of consumption. Ideas that look great on a whiteboard often get eaten for breakfast by legacy IT! https://lnkd.in/ehjBKqG4

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Looking to expand your territory and crush your quota? 👊 In this episode of In Your Corner, our CEO and Founder, Henry Schuck, shows how enterprise account executives can identify new accounts to target in just a few clicks. Using ZoomInfo's Advanced Search, sellers can easily find accounts within their territory that aren't existing customers and connect with contacts who are most likely to engage. Watch below to see how it works. ⬇️

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Any thoughts on the AI compliance webinar for sales? The session will explore how Dialpad Ai meets compliance and regulations to the highest standards while boosting rep performance - in fact, we’ve seen a $9.7M boost in savings due to higher agent productivity. We’ll cover using the AI platform to keep agents on script, compliant with regulatory requirements, up-skilled, efficient with time and on brand. It’s on 8 May 2024. Would you like to join? Six & Flow

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I've met very few revenue leaders this year who are satisfied with their AE-sourced pipeline. Many companies are pushing the 2023/2024 demand shortfall onto their AEs, expecting them to source 20-40% of their total pipe. Understandably, prospecting falls to the wayside for AEs when they have active deals to prioritize. It seems to disappear completely without a top-down process in place. The most successful orgs make it easy for reps to bite off a small chunk of prospecting each day. We've launched our own flavor of this in AccountAim for our customers. The surprisingly simple workflow that has kickstarted AE pipeline generation includes: - Manageable daily lists of 2-5 accounts straight to reps' inboxes - Surfaced with context from the customers' sea of enrichment and signal data - Tied to sequences relevant to the context, so minimal additional personalization or research is necessary - Manager level reporting to incentivize the behavior with spiffs The key is to reduce all friction for the AEs while also driving top-down focus on the initiative. Without both in place, AE-sourced pipeline initiatives typically fail.

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Become an expert on any account in under 5 minutes! ⏰ ZoomInfo Copilot's AI Account Summaries tell you everything you need to know about a given account — including pain points, upcoming deals, important contacts, and more. Ready to optimize your sales strategy? Request a demo to see ZoomInfo Copilot in action: bit.ly/3VRm9E0 #ZoomInfoCopilot

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The margin for error has narrowed on new PE deals. We all know why – the move away from ZIRP has created a lot of uncertainty in the markets. The implication is that it takes a lot more proof to exit. Here’s how leading teams make their mark and build trust with potential buyers. 1. Action-driven success: Linking tangible outcomes to deliberate management actions underscores your track record of effective execution and strategic foresight. 2. Continued efficiency gains: Outlining a clear and plausible path for efficiency improvement signals that more value can be unlocked. 3. Compelling growth narrative: It is crucial to showcase a solid plan for revenue acceleration. This isn’t about broad strokes but giving buyers concrete reasons to believe in the company’s potential. The key takeaway? Merely hinting at potential is no longer enough. In a market skeptical of generalities, offering a clear, evidence-backed strategy is the key to closing deals. #PrivateEquity #ValueCreation #PEFunds

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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

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Hot Take… RIP #PLG, Long Live #SLG But before you throw shade, let me explain… 🔹 There are undoubtedly exceptions, I’m sure many will highlight monday.com, Freshworks, etc. 🔹 PLG works well for low ACV deals with low CAC… think SMB and mid-market customers. Target CAC payback <12 months 🔹 PLG is a fantastic top of funnel marketing channel for enterprise sales ⭐ But for 6-figure enterprise sales, you need enterprise salespeople pressing the flesh with customers

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Enablement is all about empathy — for both reps and for customers. It’s crucial to coach this into reps so they can bring the best into their deals, but it’s just as important for managers to bring empathy into their meetings with reps to offer them concrete guidance and advice. That’s what I loved about this success story from Nick Lewis, Global Head of Revenue Enablement at Uber for Business. AI-backed revenue intelligence gave them data-driven insight into what high performers who are great at building pipeline, but struggle to close are doing. This empowered leaders with the data they needed to provide solid coaching to help these reps outperform. Those are the kinds of wins that makes enablement successful and I’m so proud that Gong is offering this intelligence to amazing revenue orgs like Uber. Read more about Uber for Business’ incredible story here:

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As the economy tightens, the partnership between Chief Financial Officers and Chief Marketing Officers becomes crucial. 🤝 In Forbes, Seismic's CMO Paige O'Neill shares key insights on how strategic alignment between CFOs and CMOs drives higher growth. Read more of Paige's Q&A, below.

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💜 Gainsight + Champion 💜 We just released a killer new eBook together on how to drive growth through your hidden customer champions. With many of us in the midst of 2025 planning, this book dives into the incredible growth engine right in front of us: our customers. The ebook has practical insights on empowering champions and learnings from top brands using Gainsight and Champion. I just re-read it myself, and it's giving me all sorts of light bulb moments (yes my phone just happened to take a 100% organic photo right when I finished reading it. And yes that is my thinking pose.) Check it out 👇

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