Laura Gaffney

GTM leaders at the forefront of driving revenue through outbound taking an ecosystem-led approach are going live TOMORROW at 10am PT / 1pm ET: Experts Andrew Ermogenous of Atlan, Eric Smith of Pattern, and Alex Poulos of Crossbeam are joining Sophie Buonassisi to discuss “The Future of Outbound: An Ecosystem-Led Approach”. What you'll learn from this event: 🟢 Workflows for executing this approach across multiple GTM teams. 🟢 Viewpoints from multiple GTM hats - sales, partnerships, marketing. 🟢 How they leverage this integrated approach to drive over $600M in quality pipe. + more Register to join live or receive the recording 👇 #gotomarket #b2bsales

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Preparing for a Series B fundraising round is a complex process that requires strategic planning, operational efficiency, and a deep understanding of your company’s metrics. By leveraging your RevOps team, you can ensure that your data is accurate, your processes are optimized, and your strategy is aligned with investor expectations. This not only strengthens your position during fundraising negotiations but also sets your company up for sustained success as you scale.

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The countdown to Apprise - AI in Enterprise is on! I’m looking forward to joining some of the brightest minds in the AI and Lead-to-Revenue (L2R) space on October 24th at Stanford University. We have an incredible panel of thought leaders like Meredith Schmidt, Jigna Shah, Marika Sykora, Prateek Kathpal, Ashish Bhagat, and Divya Yerraguntla lined up to explore the transformative role AI is playing in shaping the future of business processes and strategy. This is more than just a conversation—it’s an opportunity to gain forward-looking insights and real-world examples of how AI is revolutionizing the way companies drive growth and efficiency. Although it’s an invite-only event, We will be sharing some of the key takeaways post-event, so be sure to follow along! #AI #DigitalTransformation #L2R #BusinessInnovation #Leadership #Forsys #Apprise

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The landscape for consumer internet businesses is changing permanently. How will management teams, investors and Board adapt? See some insights below.

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The future of sales is clear: Relationships and ecosystems are key. But how are GTM leaders actually executing these partner-led strategies to drive revenue in 2024? That’s where Pavilion‎ and Crossbeam‎’s latest Future of Revenue survey comes in.  We’re diving deep into the real-world tactics and strategies that are redefining the GTM landscape. By participating in this research, you won’t just be adding your voice to an important conversation, you’ll be among the first to access hard data on how successful leaders are leveraging ecosystems to stay ahead. Your input will help shape these valuable benchmarks — let’s navigate this shift together. Survey closes soon! https://lnkd.in/gBv_cShM

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What's the best way to track partnership impact? Here's a list of the key metrics some of the most successful GTM leaders are tracking. (Make sure these are on your list 👀 📈 ) 💰 Sales Team Metrics 💰 Daniel O'Leary (Senior Director of Partnerships at Box) emphasizes the importance of tracking key sales metrics: 📈 Number of pipeline activities involving partner influence 📈 Average deal size with and without partner involvement 📈 Average close rate with and without partner involvement Tracking this, he was able to show: ✅ 92% larger average contract values (ACVs) ✅ 55% higher potential ARR closed ✅ 27% shorter average deal cycles   📣 Marketing Team Metrics 📣 Alex Hernandez (Head of Events at Reveal) focuses on metrics that show a clear picture of the impact of partners on marketing efforts: 📈 Conversion rates with partner involvement 📈 Open rates on emails with a nearbound ABM list 📈 Co-marketing event revenue 📈 Nearbound MQLs (prospects who are partner customers) Alex used Reveal’s Collaborate feature to show: ✅ 20% of Reveal's open opportunities in Q1 2024 were influenced by co-marketing events.   🙌 Customer Success Team Metrics 🙌 Nigel Liaw (Director of Technology Partnerships at Fullstory) tracks metrics that tie partner involvement to customer success: 📈 Renewal rate with and without partners 📈 Adoption rate with and without partners 📈 Upselling opportunities with and without partners 📈 Retention rate with and without partners 📈 Customer success scores 📈 Churn rates Nigel’s approach of using dashboards in Looker Studio resulted in a: ✅ 14% increase in renewal rates for customers with two or more active integrations within eight months.   🤝 Partnerships Team Metrics 🤝 Loryn Ferreira (Senior Partnership Manager at Attentive, formerly Punchh) focuses on metrics that show partner influence and sourced revenue: 📈 Number of opportunities involving the partner 📈 Number of deal wins secured through partner involvement 📈 Partner engagement level 📈 New leads from partners 📈 Opportunities moved to the pipeline from those leads 📈 Deal wins converted from those opportunities Loryn’s tracking showed: ✅ 2x higher close rates ✅ 50% higher revenue per deal.   Here's the truth ... Nothing earns buy-in faster than results. 👈   4 steps to proving partnership impact: Step 1) Define your primary focus & goal Step 2) Define the right metrics to track Step 3) Work for those wins Step 4) Celebrate those wins loudly Read more here: https://lnkd.in/gWqY2QiJ

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Ready to stay ahead of the curve on 2025 AI trends in GTM? 🚀 Don't miss "The Next AI Wave: GTM Trends for 2025" session moderated by Doug Landis at #Forecast25. Hear from top leaders like: - Marilee Bear, CRO at Gainsight - Omer Gotlieb, Co-founder & CEO at Salespeak.ai - Rohan Suri, Founder at Nooks - Heath B., VP of Revenue at Mixmax - Benjamin Samuels, CRO at 1mind and Manisha Raisinghani, Founder & CEO at SiftHub Find out how AI-driven personalization, predictive analytics, and hybrid GTM models are revolutionizing market approaches for 2025 and beyond. You can register for the session at the link in the comments below 👇

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As you plan your week, consider SWARM Community's "Responsible AI Summit" on Wednesday, December 11th Topics include: Building Trust in AI: Navigating Rights, Ethics, and Governance Reflecting on the Impact of GenAI in Education Formalizing Algorithmic Fairness in Legal and Ethical Experience Panel Discussion on Ethics Staying Current on the Risks and Rewards of AI #AI #aiethics #governance #artificialintelligence #automation https://lnkd.in/esy22NFz

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Here are three incredible GTM tech [our own Aaron McReynolds being one of them] leaders you should know about — they’re driving some powerful solutions: 💡 Elio Narciso, Scalestack: An AI-driven platform that arms RevOps professionals with enriched and prioritized account data. It seamlessly merges go-to-market insights, making sure sales reps are always engaging the right leads at the right time. 💡 Aaron McReynolds, Alysio: A fully equipped platform that boosts GTM team performance through AI-based analytics, performance tracking, and gamified competitions with real-time rewards. 💡Jordan Nelson, Simple Salesforce: A game-changer for tech startups, helping them save $32,000 and 20 hours a week through custom automation. If you’re in GTM, join us tomorrow [Wed Nov 6] at 12pm ET Link in the comments! 🔗

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Creative ways to use AI, click on the link below to listen to this insightful conversation. #ai #artificialintelligence #security

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Marshall Cohen is among a handful of smart, thoughtful research professionals who has made an important contribution to the media and advertising business for several decades. His leadership has guided most of the big decisions in methodology and data validation. It's an honor to welcome Marshall to MediaVillage.org Thought Leaders. Here's his first contribution sharing his perspective on how streaming services are failing to connect meaningfully with their subscribers and his proposed solutions. https://lnkd.in/gy3HPQ3p

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🌟 Whether your SaaS business is generating $1M or $100M in ARR, one thing remains constant—the foundation of Customer Acquisition Cost (CAC). 🧮 In my latest SaaS Metric School session, I dive into why getting your CAC right is critical for scaling efficiently and sustainably. From isolating fully burdened sales and marketing expenses to setting up your SaaS P&L correctly, these fundamentals don’t change with growth. If your CAC is off, so are your key metrics like CAC payback and LTV to CAC ratio. This can lead to poor decision-making and missed opportunities. But when you master these fundamentals, you set your SaaS company up for long-term success. 🚀 How are you managing your CAC? Let's discuss how to optimize this crucial metric for your business. Episode 148 is now on YouTube: https://lnkd.in/g4Ru8QBd #SaaS #SaaSMetrics #CustomerAcquisition #CAC #ARR #BusinessGrowth #StartupGrowth #SaaSFinance #SalesEfficiency #MarketingEfficiency #LTV #Forecasting #DataDriven #SaaSStrategy #FinancialManagement #GrowthStrategy #SaaSSuccess #SaaSLeaders #ScaleUp #BenMurray

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🌟 Whether your SaaS business is generating $1M or $100M in ARR, one thing remains constant—the foundation of Customer Acquisition Cost (CAC). 🧮 In my latest SaaS Metric School session, I dive into why getting your CAC right is critical for scaling efficiently and sustainably. From isolating fully burdened sales and marketing expenses to setting up your SaaS P&L correctly, these fundamentals don’t change with growth. If your CAC is off, so are your key metrics like CAC payback and LTV to CAC ratio. This can lead to poor decision-making and missed opportunities. But when you master these fundamentals, you set your SaaS company up for long-term success. 🚀 How are you managing your CAC? Let's discuss how to optimize this crucial metric for your business. Episode 148 is now on YouTube: https://lnkd.in/g4Ru8QBd #SaaS #SaaSMetrics #CustomerAcquisition #CAC #ARR #BusinessGrowth #StartupGrowth #SaaSFinance #SalesEfficiency #MarketingEfficiency #LTV #Forecasting #DataDriven #SaaSStrategy #FinancialManagement #GrowthStrategy #SaaSSuccess #SaaSLeaders #ScaleUp #BenMurray

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We had a conversation with Abhinav Duggal (Partner at BCG, SaaS sales & GTM domain). Here's a short clip from our upcoming podcast episode (stay tuned!) with some advice for Sales leaders around AI tech adoption #sales #gtm #salesstrategy #AI #AItools #AIsoftware #GenAI

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New episode 🎙🔥 Tune in to episode GTM 110 of The GTM Podcast to get insight directly from Dennis Lyandres on: - Applying the concept of Price's Law to identify and maximize the impact of top talent in an organization. - Go-to-market strategies for vertical SaaS companies to win in their market, such as going hyperlocal and focusing on multi-product. - The importance of hiring for potential and experience with scale over domain expertise. - Personal growth lessons on reframing your relationship with drive and ambition. + more Available wherever you get your podcasts, including the links in the comments👇

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Here are some more takeaways from the Equilar and Nasdaq PE Value Creation Summit 2024 held in New York City on 30 September. (Part 2 of 4) Part 2: Building world-class executive teams and networks 1️⃣ "Everyone should always be thinking about talent. There are concentric circles of potential talent sources. Everyone at the firm and their connections; alumni and other referrals; your advisors (e.g., bankers, consultants, lawyers); the executive search ecosystem. And tech, like Equilar, also plays an important role." 2️⃣ "A lot of companies are going big on assessment. Build a scorecard and assess what's really required in terms of talent and succession planning." 3️⃣ "Portco's should have minimum standards in place for succession planning." 4️⃣ "You have to parallel path. It's dangerous to be distracted by shiny new external candidates. You need to properly assess attributes of internal and external candidates." 5️⃣ "Work with investment teams to understand from a diligence perspective, what's required of the team. And on Boards, ask, how should this Board be built in a way that mirrors the value creation that you need to achieve." 6️⃣ "If you have a high functioning management team and a demonstrated record, it'll make your company more valuable. Bringing a developmental lens to your talent helps a lot." With special thanks to the excellent panel. Moderator: Megan Shattuck (Diversified Research Group) Panelists: Ben Holzemer (TPG), Aaron Kless (Andalusian Credit Partners), Hilda Lui (Advent International), Debra Somers (Warburg Pincus LLC). #privateequity #talent #boards

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How is AI changing GTM? Will AI replace sales? What trends are we seeing when it comes to hiring? Our partner Mandy Cole chatted with Dini M., former CRO at Lattice, current Executive in Residence at Peak XV Partners, and Stage 2 Limited Partner, to get her perspective. Her top observations? 1. Companies are doing more with less, cutting costs while in growth phase 💪 2. GTM teams are hiring smaller, more generalized "athlete" employees 🏃‍♀️ 3. AI is transforming GTM, but mainly by handling tedious tasks, not replacing sales people 🤖 Read the full article: https://lnkd.in/g5xuSPqF #GoToMarket #AIinSales #StartupStrategy

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