Luke Richardson

**OktaCamp Santa Clara is tomorrow(Tuesday May 21st)** One day, two unique content experiences– dev{camps} and tech{camps} During registration, attendees will select whether you'd like to attend dev{camp} or tech{camp}. In dev{camp}, developers will learn just how easy it is to secure their organization’s websites, custom applications and API services. In tech{camp}, IT and security pros will solve key IAM challenges with Okta – focusing on adaptive authentication, securing device access, automating onboarding/offboarding, and governance. https://lnkd.in/gD9e8vD6

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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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🚀 Big news on the game-changing AI capabilities that will help drive business outcomes for our customer. 🚀

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For those that pay attention to Hyperscaler market share, SRG provides a clear snapshot of who is leading the race to the top of consumer ownership while racing to the bottom of the $/service on that consumption.

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Join us for an exclusive look into Salesforce’s journey through our own data and AI transformations, similar to that of many enterprise companies happening on July 31st. Learn how we foster a data-driven culture by integrating people, processes, and products together. You’ll hear about: 🔹Analytics Adoption: strategies to bring teams together. 🔸Change Management: key lessons and insights. 🔹User Enablement: best practices on empowering decision making with data. Don’t miss out on understanding how Salesforce leverages Tableau to enhance enterprise operations! https://lnkd.in/guZjRVkU

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160+ companies hiring right NOW for AEs, SDRs, AMs and CSMs. Things are starting to turn around in tech! Here are some great ones to check out:  Deel  Plaid Ramp HubSpot Box Thousandeyes Rippling Toast Constructor .io Abnormal Security  Georgias Crowdstrike ZoomInfo UserGems Postman ServiceNow MongoDB  Workday Sprout Social Not looking? 2 ways you can help: 1. Hiring? Join the party with a comment 🎉 2. Want to help job seekers? Consider resharing 📣 There are 760+ open jobs where you can see salary info, quota attainment, culture scores, and more before applying: https://bit.ly/3Lgelp9

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This was a fun and insightful interview with Sami Ellong & Jarod Greene. Here is what I took away: Samy believes that the shift from traditional demos to discovery and understanding underlying business problems will be a game-changer in 2024 and beyond. Changing expectations and mindsets around demos as the first interaction will require time and effort. Sales teams that can gather and share valuable insights will build a strong case for discovery-driven selling. Samy emphasizes the importance of tight alignment between R&D, product teams, and customer success. A platform that captures customer insights and feedback ensures product development is driven by actual market needs. The pod selling approach, with AEs, SEs, and customer success teams working together, is becoming increasingly important. Defining clear swim lanes and setting up each role for success enables teams to retain and expand revenue effectively. These points highlight the evolving sales landscape and the crucial role of understanding customer needs and fostering collaboration between teams. A solution like Vivun can help organizations navigate these changes and achieve long-term success by facilitating discovery, alignment, and customer-driven insights.

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Advanced Guidance: Discovery and Demos for Renewals and Expansion   NOTE: This is advanced material, suitable for senior presales, sales, and customer success individual contributors and leaders! What’s in this article for you? Guidance for doing discovery and delivering demos for: - Renewals – When Things Are Good - Renewals – When There Was Low or No Usage - Renewals – Positioning and Presenting Product Improvements - Expansion – Same Department, Same Use Cases, More Users - Expansion – Upselling and Cross-Selling within Existing Customers - Expansion – Into Different Departments - Bonuses for Doing Discovery and Great Demo! practitioners “Land and Expand” is the major sales strategy for many software companies. Intriguingly, while great attention is focused on new customer acquisition and corresponding sales processes, less is typically applied to securing renewals and expanding your footprint. This article addresses this gap with respect to doing discovery and presenting demos for the latter group. What strategies and positionings are appropriate? How do you execute discovery and frame your demos for the broad range of renewal and expansion situations? You can find the article here: https://lnkd.in/g-5hpG4H Enjoy!

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Most of my career I’ve had folders of bookmarks for all the point solution add-on tools needed to most effectively run my business. A month in, and it’s been incredible to see the creative ways we’re running “Sigma on Sigma” and the improvements it brings to true intra-team collaboration. Even more fun to start brainstorming with our customers how they will take the foundations we’re building ourselves and push the envelope even further. If you’re drowning in spreadsheet version control for things like territory planning, struggling to ensure your teams are looking at the same data in the same way for 1:1s, or if you want to be able to run data driven QBRs the day after quarter close without reps wasting days of manual effort building decks and aggregating metrics… Sigma could be an answer. Check out Orla Clifford’s post below. Mike Palmer Marcello Gallo Sean Hughes Brian Tharp Matthew Mancino Kyle Lange Richard S. Will Grantham Matt Hein Jacob Cleghorn Jimmy Metiva Chad Peets

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Who’s Ready for Better Partner-Sourced Revenue in 2025? If you’re a sales and partnering professional looking to transform passive partnerships into active sellers, this Master Class is for you. This isn’t your typical partner training full of outdated concepts—this program introduces a systematic, RevOps-driven partner sales methodology designed for modern results. Participants will leave with: • A tailored Territory Revenue Plan • A cutting-edge Account Mapping Process (connected probability scoring) • A comprehensive GTM Sales Play • A clear Execution Plan • A robust QBR Process (Strategy Execution Reports) There’s nothing like this training and workshop on the market today. Don’t settle for the same old partnering model in 2025. Take the leap, exceed your goals, and run a structured performance model. Register today—you’ll be glad you did! See link in the comments section!

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With Recorded Future Collective Insights, it’s never been easier to unveil patterns and trends so you can identify relevant potential attacks, enhance detections and threat hunts, and prioritize your response. 

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Why are organizations turning to Value Stream Management (VSM) to drive greater efficiency? Join us on August 22nd for a webinar with the VSM Consortium exploring key research, real-world examples, and VSM’s impact on business returns.

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Though humans will always be at the heart of selling, Einstein AI will always be there to assist. Explore how our Sales Cloud engineering teams are making the sales process more efficient — developing predictive and generative AI to streamline tasks, assess prospects, and generate emails:

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In Docusign 2024 Release 3, we’re announcing the following new capabilities: - Docusign AI-Assisted Review in Microsoft Word for CLM - Centralized document template management (beta) - New features to Advanced Web Forms that were highly requested from our customers. These new features help users easily build and manage forms at scale and speed up data collection for more signers - Docusign for Developers: a suite of tools and resources designed to help developers create custom workflows and seamless integrations across the agreement lifecycle - Identity Wallet by enabling recipients who are engaging with our Liveness Detection for ID Verification workflow (available through Docusign ID Verification) to store their verified identity for repeat use #AI #docusign #iam #intelligent #agreement #management #clm #marketleaders #pioneers #saas #secure #trusted #idv #workflow #repository #developers #microsoftword #integrations

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🚀 Optimizing Cloud Costs: A Strategic Necessity 🌥️ Cloud computing is essential for businesses today, but managing costs is crucial for sustainable growth. 🔍 Effective Strategies: Monitor & Report: Use tools to track usage and costs. Right-Size Resources: Match resources to demand. Automate Scalability: Adjust resources dynamically. Leverage Reserved Instances: Save on predictable workloads. Implement Cost Policies: Set guidelines to prevent overspending. At Celestial Systems Inc., we help businesses streamline cloud operations and reduce costs. Reach out to learn more! #CloudComputing #CostOptimization #TechSolutions

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It’s no secret that we are working with the best presales and solutions teams in SaaS. Some of these orgs have over 300 SEs! Why are they partnering with us?👇 - These teams have very complex products and a very technically complex sale. New SEs/SCs take up to a year to ramp and often require a lot of domain experience. No one person can be an expert on everything — that’s where AI comes in. - SEs are the knowledge experts of the GTM org, and thus they have a much higher bar for response accuracy. We’re able to get sign-off from SEs with our answer quality, we know that anyone in the org can trust our answers. - We have the best technical team building in this space. If you are building an AI-first knowledge assistant or agent, you are going to win by having the best AI. The founding team must be deeply technical and understand what models are good at, bad at, and how they can be improved. Too often, teams over or underestimate model capabilities for different use cases, and customer experience suffers. - We have the best product. We have yet to lose a head-to-head evaluation. If you want to join some of the top solutions and technical sales orgs in deploying AI for GTM, shoot me a DM.

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You’ve heard me talk about building business cases - now, see K2, the software platform that’s been quietly powering those prior videos. Watch this quick overview to discover how K2 can empower you to build compelling business cases that drive results! https://lnkd.in/eb6fEUhu

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