Moses Mederos

Leaders: it can feel like everybody has their own priority and their own metrics... Do you relate? 😕 We asked Rashida Goryawala, a Lead RevOps Strategist at RevPartners, how to ensure your entire C-Suite is on the same page ahead of 2025 planning. Her answer? You **have** to start with alignment on shared values and principles. That way, if things get out of hand, you can go back and remind people where you started. At RevPartners, we stand out in the HubSpot ecosystem because of the RevOps principles that we bring to your team to help you scale and drive growth. 🚀

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SaaS teams aren’t stagnant, and their compensation plans shouldn’t be either. But the two rarely stay aligned as targets, teams, and the market change. Historically, it’s been too hard to adapt and introduce plan changes without major disruption to sales, operations, and payout processes. That is… until now. Today, we are excited to announce major platform enhancements that give Sales, Finance, and RevOps leaders adaptability and usability in a commission tracking platform. Features like a first-of-its-kind Mapping Manager that allows users to build data logic once in a template, save it, and re-use it anytime they need to add a new comp plan and connect to its data source. (A massive time saver.) Our Manager Plans and Dynamic Team Assignments are designed to seamlessly support the shifts that occur when reps transition between teams. These features ensure that your compensation plans stay aligned with your evolving team structure. And a new multi-level approval process ensures that by the time Finance gives its final sign-off on commission earnings, reps and sales leadership have already seen and approved their earnings, streamlining the payout process while giving reps more ownership over their commissions. We are constantly listening to our customers and evolving QuotaPath to address their biggest pain points. Thank you to everyone who contributed to today’s announcement, which positions QuotaPath as the most adaptable commission software on the market. Check it out below. #RevOps #commissions #software #adaptability

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The first version of the SaaS GTM playbook was written twenty years ago. Salesforce championed it. Mark Roberge published The Sales Acceleration Formula about Hubspot’s journey. Over the next two decades, we analyzed, quantified, instrumented, & optimized many aspects of the SaaS GTM. Account executive to SDR ratios, sales cycle lengths, conversion rates, customer acquisition costs, customer lifetime values, net dollar retention. The new software GTM playbook has yet to be written. But the companies who figure it out will become the next wave of massive businesses. On Tuesday, Theory held an event with [Dave Morse] formerly at Hebbia & Scale AI, Flo Crivello from Lindy, Paul Yacoubian from Copy.AI, & Chris Changfrom Gradient to discuss how AI changes these practices. These were my take aways : - Selling AI is being discovered because the technology is new. Buyers don’t know how to use it or how to buy it. - Because the sales motions are new, we can’t apply the previous playbook to the new sales process. The CEO/founder should hire a sales leader that they fully trust who focuses on ultimate success. The sales process is a part of the product : using both the customer’s language & the ultimate use of the product through success efforts - Between PLG vs sales led, more companies were sales-led. If starting with PLG, the template sells the product. Fight the empty box problem with great concrete templates that demonstrate how to use AI. If selling top-down, most of the conversations today are at the C-suite rather than the mid-market predominantly because the buying process is new. - Figuring out how to consistently produce wow moments with non-deterministic software is essential. - The room was split on pricing model : seats, usage, or some hybrid. Ultimately, pricing captures 15-30% of the value the software/AI creates. Developing a strong case for this with buyers will be key because the ROI question from buyers is real especially as the broader software market feels pressure. - Only VCs care about the word agents / agentic : for most enterprises, agents mean a customer support agent. Many teams don’t care about the underlying technology, they seek a solution to their problem. Tomorrow, we’ll be publish the results of the 2024 GTM Survey which we’ll reveal at Saastr in which we dig into the use of AI on sales processes & the impact to efficiency. Thanks to the panelists & attendees for a great discussion.

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We go around asking the best AEs in SaaS how they closed their biggest deal, this is what they taught us 1. Position yourself for success: Consistently hit targets to build credibility with management and confidence in yourself. 2. Master the art of discovery: Uncover more than just surface-level pain points - get deeper strategic drivers that justify major investments. 3. Develop multiple champions: Don't rely on a single point of contact. Build relationships across different levels and departments. 4. Create a bulletproof business case: Quantify the cost of inaction and demonstrate clear ROI using conservative estimates. 5. Navigate the 'power chart': Understand that influence doesn't always align with titles. Identify and engage the real decision-makers. 6. Align with strategic initiatives: Show how your solution supports the prospect's broader business goals and objectives. 7. Leverage internal resources: Don't go solo. Bring in subject matter experts, department leads, and executive sponsors at the right times. 8. Manage the long sales cycle: Stay patient and persistent. Keep momentum with regular check-ins and value-adds throughout the process. 9. Focus on value, not price: Continually reinforce the value of your solution beyond just the cost. 10. Plan for the 'wall': Expect to hit a point where you feel lost or confused. Push through it - that's where the magic happens. WYS? P.S. Our friend Scott Finden posts great content like this every day - check him out - http://tiny.cc/plfizz And for more insights like these, check out our 'No Big Deal' podcast … 🤷‍♂️

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✅ Access to a new pool of enterprise-size customers ✅ The opportunity to tap into over $340 billion in commits ✅ 40% faster deal cycles ✅ 80% larger deals SaaS sellers are awakening to the immense revenue-generating potential of cloud marketplaces. However, listing doesn’t automatically imply revenue, especially when there are over 100,000 of them trying to capitalize on the same opportunity. #CloudGTM success takes long-term vision, top-down cross-functional alignment, and a sound partnership with the hyperscalers. Businesses who have cracked the code – like CrowdStrike, Splunk, Palo Alto Networks, and Snowflake – have seen the billion dollar results. If you’re trying to chart this trajectory of growth, we’ve gathered some seminal voices in Partnerships and marketplaces to guide you there. Join our co-founder & CEO Trunal B. on a live webinar with three of the most trusted experts in the space to discuss: ➡️ Org support to launch and scale your marketplace presence ➡️ Building a ‘better together’ story and joint sales motions with your hyperscalers ➡️ The right marketplace tech stack to improve sales volume, velocity, and accuracy And so much more… Stay tuned as we reveal our incredible panel of speakers OR check out our registration link if you can’t wait…and save your seat! If you think you know who we’ve got in store for you, go ahead and make your guesses… This panel is NOT going to disappoint. Register here - https://hubs.ly/Q02H3pTl0 

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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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Great interview with Nick Mehta, CEO of Gainsight, about the power of net retention, a metric we've written about a few times. "Net retention has become, by far, one of the top metrics that people look at in SaaS. We’ve done research on publicly traded stock multiples, and net retention—as much as almost any other factor, right alongside growth rate—is one of the biggest drivers of shareholder value." https://lnkd.in/g3eFgqtH #netretention #metrics #SaaS #customersuccess

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How do you set Gen Z sellers up for succes? Calling all sales leaders! This is a must-listen to cap off your week: https://lnkd.in/gj9izm8M In case you missed it, we've just launched a new season of the Redefining Sales podcast. Listen to our first episode with our fantastic guests Lucy Lee and Danielle Dacunha-Howarth from PurplePatch, and stay tuned for new episodes dropping soon. #Sales #Podcast #AIinSales #Prospecting #SalesEnablement #SalesStrategy #SalesTraining

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Maybe the most important skill for enterprise sales and CS is the ability to quickly connect the dots. The very best can hear or read disparate pieces of information and construct them into a coherent value narrative then make this relevant to different stakeholders. Often on the fly.

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Does your company operate in a "make every month" cadence? Most SaaS companies do-- you aren't alone. Few companies have accurate forecasts outside of a 90-day time horizon and we dig into the reasons for that and how to improve forecasting processes. One reason is this make-every-month cadence of pulling deals in, but also that forecasting is siloed with sales. Let's talk about how to improve forecasting and break this cycle: https://sta.mx/o41f

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👋 question for the operators out there: In your experience, at what price point does an individual license for a SaaS productivity tool no longer stay under the radar and require formal approval? In other words, at what price can it no longer just be placed on the corporate Amex or easily reimbursed?

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A common question we hear from VSaaS executives is: “If I launch X product, what kind of attach rates can I expect?” Our 2024 Vertical & SMB SaaS Benchmark Report has some answers! The chart below shows median attach rates over time for three selected expansion products. If you’re a founder or operator and would like to see attach rate data for other products, please reach out to us at [email protected]! And, of course, you can learn more in the full report, available here: https://lnkd.in/gViMvG6j

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Join us for Episode #14 of Deep Dives, where Steven Cronin, B2B SaaS Advisor, Resonant People Consulting, discusses how to communicate your team's value, track key performance metrics, and connect your efforts directly to revenue. Swipe to learn more about the session. RSVP here: https://bit.ly/4eDol96  #CustomerSuccess #PostSales #Leadership #KPI #ProfessionalServices

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From inbound hand-raisers to expansion CAC, Ray Rike unpacks the data-driven insights that fuel sustainable SaaS growth. Hear his actionable tips for optimizing sales, marketing, and customer success in this can't-miss episode of The Transaction. Listen now at https://lnkd.in/gEHWbkFe #SaaSMetrics #RevenueTraction #CustomerLifecycle

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From inbound hand-raisers to expansion CAC, Ray Rike unpacks the data-driven insights that fuel sustainable SaaS growth. Hear his actionable tips for optimizing sales, marketing, and customer success in this can't-miss episode of The Transaction. Listen now at https://lnkd.in/gEHWbkFe #SaaSMetrics #RevenueTraction #CustomerLifecycle

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Outbound is moving in a new direction and revenue teams must keep up or get left behind. UserGems 💎 asked 100+ SaaS revenue leaders to weigh in on what's fueling their pipeline generation, what's breaking down, and how to navigate the road ahead. #marketingops #saasfounders #ceo #entrepreneurs #startupfounders #ai #playbook #techstack #bestpractices #expertadvice #b2bmarketing #saasmarketing #softwareindustry #softwarecompanies #outboundmarketing #saas #marketingtactics #marketingstrategies #cmo #marketingadvice #personalisation #marketingstrategy #marketingtips #growthmarketing #marketingdata #marketingpersonalization #martech #marketing2024 #marketingai #aipowered #aienabled #outboundstrategy #marketinginsights #saasbusiness #saasstartups #saasproduct #customervaluecreation #productvalue #valuecreation #successstrategy #gtmomentum #gotomarket #earlystagestartup #revenueboost #monetization #revenuegeneration #productgrowth #customerengagement #customeracquisition #gtmmotion #gtmplays #customerintelligence #marketingintelligence #gtmstack #revops #revenueoperations #revenueenablement #salesenablement #signalbasedselling #revops #revenueteams

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There is no General Right Size for Rev Ops, it truly depends on your current stage, GTM maturity, and the market conditions. A more complex GTM Motion requires stronger more mature Rev Ops. There are some common themes however: 1) Rev Ops functions are likely to exist across multiple levels of maturity within your organization. 2) The Org / People in Rev Ops are the most underinvested category. “All too often, companies hire one or two beleaguered analysts — with no RevOps leader” 3) The Systems and Tools are the most over invested area in Rev Ops “All too often the answer is, “there’s a tool for that!” and a new point solution is plugged in. This creates an ever-increasing burden of system ownership” Rather “The money and time you save can instead be invested in research and development, sales, marketing, etc.” Summary Don’t over rely on or invest in tools, rather invest in your Revenue Operations organization. Strong Revenue Ops will create scalable processes, drive productivity through the organization, invest in the right technologies, and create world class GTM motions / alignment. Leading to scalable profitable growth! There is a good reason Rev Ops is the fastest growing job in the US! 🥳 #revops #gtm

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