Meg Goetsch

Big News 🎉 @Gong just dropped some MAJOR AI capabilities that deliver new levels of automation, deep customer insights, and standardized knowledge sharing across the entire revenue org. With Gong’s new capabilities, you can: ✨Create smoother collaboration workflows across teams ✨Make coaching more efficient and consistent  ✨Deploy ready-to-use Smart Trackers ✨Centralize process, systems, and data ✨Bring AI-powered context to your sellers   Game. Changer. Learn more about these exciting new capabilities here: https://lnkd.in/gE9Hu8N3

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You can’t excel as a Sales leader without a fantastic Op’s team… full stop. But your success hinges on partnership, respect, and openness to advice. This key difference separates good from great sales leaders. I learned this at Drift working daily with Sean Lane and Laura Adint. I literally learned and got better every day because I worked with these two people who are at the pinnacle of their profession….(I also learned to always check my math with them before going into a meeting) Rev Op's should not be underestimated; it serves as a secret weapon for Sales, CS, and Marketing Leaders to maximize team performance. At Drift we had an agnostic Rev Op’s team which forced these functions to hear the stark truth about their teams' performance along with paths to improve. For a blueprint on creating a top-tier Op's team, this is a MUST READ. Enhance your leadership and team effectiveness by harnessing the power of Revenue Operations. https://lnkd.in/e5fVDAdH #SalesLeadership #RevenueOperations #TeamPerformance #ProfessionalDevelopment

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Say goodbye to complicated reporting and hello to actionable insights! 👋 With all new Leader Dashboards from Salesforce Spiff you have the tools to: ✅ Monitor team and individual rep performance ✅ Access attainment and pacing data at a glance ✅ Zero in on the metrics that drive success Ready to transform the way you manage? Learn more here: https://lnkd.in/ewKwNWTq

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Today marks a big bet for us: Launching the ZI Labs Podcast (w/ 12 episodes on Day 1):   This is a helpful and entertaining podcast featuring the world’s best GTM people. We’ve had amazing conversations all about business strategy, go-to-market innovation, and the transformative impact that AI will have on GTM.  The GTM playbook is changing rapidly, and staying in the trenches is crucial to understand what’s working (and what’s not). Here are some of the incredible conversations dropping in season 1: ↳ Kate Jensen, Head of Sales and Partnerships - Anthropic ↳ James Dyett, Head of Platform Sales - OpenAI ↳ Natalie (Corporate Natalie), CEO - Corporate Natalie, LLC ↳ Henry Schuck, CEO - ZoomInfo ↳ Jeanne DeWitt Grosser, CBO - Stripe ↳ Kyle Coleman, CMO - Copy.ai ↳ Max Altschuler and Scott Barker, Partners - GTMfund ↳ Rob Giglio, CCO - Canva ↳ Meka Asonye, Partner - First Round Capital ↳ Mintis Hankerson - HubSpot & Jason Silverstein - Figma ↳ 💌Andy Mowat, VP GTM Ops - Carta ↳ Konstantin Guericke, Co-founder - LinkedIn We’ll have weekly conversations with CEOs, CXOs, VCs, marketing experts, and tech visionaries to help you refine and implement your modern GTM playbook. Each episode will provide you with insights and takeaways you won’t find anywhere else. We want to give you a front-row seat to what’s happening on the ground and how to adjust your GTM strategy as things evolve, covering topics like: ↳ AI ↳ Signals & Data ↳ GTM Plays and Playbooks ↳ 1st + 3rd Party Data Combining Make sure to add the ZI Labs podcast to your favorite’s list wherever you get your podcasts today.  I’ll drop the Apple Podcasts / Spotify link to the show in the comments. Send me a DM and give me your feedback after you listen to your first episode.  And tell me who to interview next! 

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🚀 Today, Vendr launched new features focused on pricing transparency, powered by AI and Vendr’s pricing insights. Now, anyone can get instant price estimates for future software purchases, verify current pricing for over 20,000 products, and receive low-price quotes from 100+ Verified Sellers — all for free. Head to vendr.com and check it out!

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Thank you for the shoutout Tom Ryan ☁! Getting into Tech / #MarketingOperations can seem daunting. Especially when you dont even know what questions to ask! Here's my quick Guide to entering into operations / Salesforce. 1. Follow Sara McNamara, then Signup for her Newsletter. There is so much value here, and she gives it away for free. (Link in comments) 2. Signup for a Salesforce Developer Account 3. Head on over to Trailhead for Salesforce, Go through all the basics to start, hone in on what part of the basic trails you enjoy... and then dive deep! 4. Sign-up for a Husbpot Org. 5. If you would like to learn any kind of coding (HTML, CSS, JavaScript etc...) Code Academy is GREAT. But Also there's TONS of free content on youtube. I would START with Youtube to start... 🤝 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐭𝐢𝐞𝐬 𝐭𝐨 𝐉𝐨𝐢𝐧: 🤝 1. Ohana - Salesforce Slack 2. Marketing Operations Professionals - Slack 3. Wizard Of Ops - Slack Group 👷‍♀️ 👷‍♂️ 𝐀𝐠𝐞𝐧𝐜𝐢𝐞𝐬 𝐭𝐨 𝐟𝐨𝐥𝐥𝐨𝐰! 👷‍♀️ 👷‍♂️ 1. Sercante (Salesforce / Marketing Cloud) 2. Digital Reach Online Solutions- Hubspot 3. MarCloud: Expert Marketing Cloud Consultancy 4. DESelect (Salesforce Marketing Cloud) 🎙 𝑷𝒐𝒅𝒄𝒂𝒔𝒕𝒔: 🎙 1. Humans of Martech 2. Ops Cast 3. Indie Marketers Podcast 3. Salesforce Ben - (linkedin Lives are amazing...) 📚 Blogs 📚 Salesforce Ben Jenna Molby Sercante MarketingOps.com Neilpatels What did I miss?!?!?! I know there's more out there that i'm not thinking of this very moment... Please share in the comments 👇 #MarOps #MarketingOperations #SalesOperations #RevOps #Salesforce #Hubspot #podcasts #CareerGrowth

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I spent over six years building capabilities that help sellers scale one-to-one communication. During that time, I learned that personalized and authentic communication drives results. That’s why I was so excited when Mark Kosoglow told me about what they were building at Operator. By combining top-tier sales expertise with technology that helps you stand out, you create the perfect recipe to truly connect with your buyers. Check out what Mark Kosoglow and Adam Meyer's have created to help GTM organizations overcome the “Great Ignore” by attracting buyers into conversations that convert. Check out Operator.ai .

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Companies are replacing more martech, focused on integrations and APIs, and still expanding their stacks https://lnkd.in/eRHszHYG #martech Love me this annual Martech Replacement Survey report from MarTech.org. When people replace one martech solution with another, what factors are most important to them in the new solution they choose? You can see the handprint of the CFO and fiscally-minded marketing ops leaders on “cost” being the #1 factor this year, with 61% citing it as an important factor. Good. However, the #2 most important factor is “integration capabilities/open API” with 51% citing it. This shouldn’t come as a surprise — integration has remained at the top of marketers’ demands for better martech for years. Our own State of Martech 2024 report back in May showed that APIs are very important to martech buyers, not only for today’s use cases, but in support of the new data layer emerging in many companies and preparation for the next wave of AI-powered automation. Improved customer/digital experience is #2. Data centralization/data capabilities and ability to actively measure ROI are tied for #4. (As I’ve noted before, APIs, data centralization, and measuring ROI are kind of all bundled together to unify marketing oeprations.) I know, I know, security and compliance should be much higher than 26%. My third and final guess is that these are actually seen as “givens” — the purchase simply won’t pass the approval process if these requirements aren’t satisified — and so it’s not criteria that marketers spend a lot of time consciously debating in the selection process. Overarching takeaway: martech is definitely not standing still.

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At the Gainsight conference last week, I had several folks ask me some version of "everyone used to talk about adoption....now everyone says that it's just about outcomes and ROI. What's your take?" It is and has always been about both. Can you get ROI without adoption? No. Is adoption by itself sufficient to guarantee value realization? Also no. You have to have adoption of the right capabilities that tie to customer business priorities with attached measurable outcomes. That is and has always been the formula. This is easy to say, really hard to implement and manage at scale. Which is why very few companies do it.

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1 RevOps team or separate CX, Sales, and Marketing Ops teams? I spoke with 4 RevOps leaders this month who all had the same painful story about this decision. Here’s how it usually goes: ✅ Start with separate teams: Sales Ops, Marketing Ops, CX Ops. It makes sense early on: - Processes and reporting are function-specific. - Each exec gets their go-to ops person to execute more quickly. But then the cracks appear: ❌ Siloed data and processes. ❌ Finger-pointing due to misalignment. ❌ No clear view of the customer journey. ❌ Ops becomes order takers and firefighters instead of strategic partners. In the worst cases? Ops teams are stuck defending execs instead of being the truth tellers your business needs. What happens next? Painful consolidation. All 4 leaders shared how they had to merge their ops teams into one RevOps function, rebuilding processes and data foundations from scratch to match the customer journey. The results? Functions work together seamlessly: Marketing generates leads that Sales actually works. Pipeline forecasting gets easier. Sales focuses on customers that retain. RevOps becomes a strategic, empowered truth-teller, and finally gets a seat at the table. My takeaway is that it’s much easier to launch RevOps with this foundation upfront than fix it later. But it takes discipline and alignment, which is more challenging in high growth environments. How has your org thought about this decision?

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🚀 Just joined Randy Likas where we got tactical on customer success. A few topics we covered: 💡 Retention starts on Day 1—set clear goals early and align with customer expectations at every touchpoint. 📊 Data-driven strategies are key for growth. 🔄 Whether high-touch or digital, evolving CS models is critical for meeting customer needs and driving retention. This episode is packed with practical tips to scale CS for long-term success. Don’t miss out! 🎧 #CustomerSuccess #Retention #BusinessGrowth Check out the podcast: https://lnkd.in/d2badyzW

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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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Attention San Francisco! Join me and other RevOps pros at RevOps After Dark to discuss some of the hottest topics in revenue right now: -- AI & Tech. -- Strategic alignment. -- Collaboration. -- Market trends. -- The future of RevOps. Don't miss out on this opportunity to join the conversation & network with like-minded professionals. Check out the link for more information and feel free to share! #RevOps #SanFrancisco #Networking

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This guide by Michael Applebaum is one of the best product marketing guides that I've seen written. Concise and practical. Thanks to Stage 2 Capital as well. #ProductMarketing #PMM

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In case you missed her at the Denver Sales Enablement Summit, Seismic VP of Enablement Irina Soriano outlines the Enablement Value Chain (EVC) in a new article for Sales Enablement Collective. What is the EVC exactly? According to Irina, it's a "proven framework to align your analytics, partnerships, and enablement team operating model in a unified approach that demonstrably improves seller behavior and business outcomes." Learn more at the link:

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A quick question for the PS and CS folks in my feed: What’s one onboarding strategy that has significantly improved your customer retention rates? I consistently hear about setting clear expectations, aligning goals, and identifying potential challenges in the onboarding process, but I'm looking for some more tangible strategies people are using that have clearly resulted in better customer retention. At Microcasting, Inc. I'm currently researching the challenges and successes of customer onboarding and how early actions can impact long-term customer success. I would love to get your insights! #CustomerOnboarding #CustomerRetention #Microcasting

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There's gold in these hills: 👉 Investments in retention can double as acquisition vehicles 👉 Customers do all of the selling to the prospects who join the events 👉 You can do no wrong by doing right by your customers Timeless lessons, Drew Neisser.

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🚨 Gainsight has acquired Staircase AI 🚨 Why is this game changing? Relationships with your customers and accounts are complex - they are multidimensional. They are rarely one person to one person, but rather interactions are often occurring between many people at your company and many people at your accounts. Those interactions are seemingly invisible to everyone except the people they're occurring between and key details get lost across chat, email, calls, support tickets, CRM, etc. Missing those details is what causes surprise lost revenue, surprise churn and missed growth opportunities. That doesn't happen with Staircase AI by Gainsight because it analyzes every interaction across every channel occurring between you and your customers - and surfaces customer insights directly to where you're already doing your work.

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