Nils Marchand

Why take the risk of implementing a CPQ without a strong Customer Success Partner in place? Ayelet, VP of RevOps at PlexTrac said this, "...in those 9 weeks, not only were we able to implement the new business, we actually implemented the whole thing, which was immensely impressive." DealHub.io CPQ! #revops #customer #cpq

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Have you heard about Salesforce's latest launch? Their new AI agents are designed to act like real sales reps, making decisions on the fly to assist customers. They don’t just answer questions but actively engage with clients and offer recommendations based on real-time data, ultimately driving sales and improving customer satisfaction. I'm excited to see how this innovation will transform both sales and customer service! #Sales #AI #Salesforce #CustomerService #FutureOfSales #AIAgents

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HubSpot’s acquisition of Cacheflow acknowledges that the CPQ space is complex and highly tailored to each business. Until now, HubSpot has always had a very basic CPQ setup. Good enough for simple packaged products and services, but not built for the kind of nuanced pricing and bundling models many companies demand. By bringing Cacheflow into the mix, HubSpot is positioning itself to deliver something much more advanced and competitive. — Here’s why this acquisition is a smart move: 1️⃣ The market has requirements for many different CPQ solutions Here’s the thing: CPQ isn’t one-size-fits-all. That’s why players like PandaDoc, DealHub, Quote.Hapily, Zuper and others will always meet specific business needs. Cacheflow fills a gap in HubSpot’s offering for some customers, whilst others will use other software together with HubSpot. And for businesses running on the basic HubSpot CPQ, this will give you more flexibility. 2️⃣ Usage-based CPQ is transforming commercial strategies Cacheflow has unique features for usage-based pricing, a model we’re seeing more and more across industries. Think about it: we’re moving away from fixed-cost products toward paying for what you actually use, whether that’s SaaS software, streaming platforms, or even utilities. Customers love it because it feels fair; businesses love it because it scales with value. — Why I’m excited about usage-based pricing We’re at a tipping point. Subscriptions are out; consumption-based models are in. Customers want pricing that reflects how much value they’re getting, not how long they’ve been locked into a contract. That’s the future of CPQ, and Cacheflow positions HubSpot to ride that wave. The big question is how HubSpot is going to rebuild Cacheflow into their ecosystem. That’s what I’m watching for. If they get this right, it could be a huge upgrade for some companies looking to scale their CPQ needs without leaving the HubSpot universe. In my opinion, this acquisition is a step forward for HubSpot and a nod to the growing demand for flexible, usage-based pricing. It’s not the end-all-be-all for CPQ, but it’s a move in the right direction for modern sales. #HubSpot #CPQ #SalesStrategy #UsageBasedPricing #SeekEvolution

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Doesn’t matter if you’re an SMB or an enterprise, you need Speed in Sales. But some factors kill your speed and eventually business deals. One of them is a sluggish “Quoting process”. As a founder who provides CPQ and RevOps services, I’ve seen firsthand how delays in the quoting process can frustrate potential customers and kill deals. Imagine this: a sales rep gathers all the necessary information, but then spends hours—or even days—creating a quote. The result? Lost momentum, customer dissatisfaction, and missed revenue opportunities. The problem isn’t complex though. We make it. You just need to have a better quoting process. But how? 1️⃣ Automate: Use CPQ systems to automate the creation of quotes. This reduces manual entry and minimizes errors. 2️⃣ Standardize: Develop templates for common quotes. This ensures consistency and speeds up the process. 3️⃣ Integrate: Connect your CPQ system with your CRM and ERP. This ensures all your data is synchronized and up-to-date. 4️⃣ Train: Equip your sales team with the skills to use these tools effectively. A well-trained team can leverage technology to its fullest potential. 5️⃣ Monitor: Regularly review and refine your quoting process. Continuous improvement is key to staying ahead. Solve one problem at a time. Speed up your quoting process. Close more deals faster. #sales #quotes #pricing

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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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#RevOps pros, are you feeling the pressure of year-end planning? 📊 The weight of aligning company goals, ensuring data accuracy, and setting achievable KPIs is a lot. But who said you have to do it alone? 👇 Join Rattle 🦖 on November 14th for a virtual “RevOps Group Therapy” session, where you'll connect with peers facing the same challenges and uncertainties. This isn't your typical webinar—it's a chance for RevOps to decompress, share, and strategize as the fiscal year comes to a close. This end-of-year session will focus on the critical role RevOps plays in shaping business success, especially as we head into annual planning mode for the next fiscal year. Breakout Group topics will include: ▪ Aligning on Business Goals and KPIs: How to bring together sales, marketing, finance, and leadership to agree on a unified set of expectations that drive growth. ▪ Data Visibility and Accuracy: Discover strategies for improving data hygiene, avoiding blind spots, and using clean data to forecast effectively. ▪ Adapting to New Technologies and Processes: How to balance pushing existing adoption of the existing tool stack with discovery of new technologies ⭐ Meet session speakers: Kevin Heraly - VP, GTM Revenue Operations at Terminus George Erskine – CEO & Managing Partner at Candescent Strategies Sara Kinsey - VP of Marketing at Rattle 🦖 Don’t miss out—let’s tackle the challenges of annual planning together! Register now to secure your spot (It’s free): https://lnkd.in/eTvvc6CV #gtm #2025planning #revenueoperations #gtmteams #revenueteams #annualplanning #revenueplanning #B2B #revops #revenueenablement #revenueleadership #salesorganizations #gotomarket #revenueforecasting #revenueperformance #gtmleadership #SaaS #onlineevent #freeevent #gtm #gtmstrategy #gtmexperts #sales #marketing #cs #revenuestrategy #longtermsuccess #gtmperformance #operationalefficiency #revenueoptimization #revenuestreams #growthmodel #kpi #businessgoals #revtech #gtmtech #revenueintelligence #ceo #cro #cfo #business #organizationalleadership #strategicplanning #salesai #revenueai #ai #aiadoption #entrepreneurship #startups #revgenius #strategyexecution #strategymanagement #strategyplanning #strategyimplementation #businessstrategy #startupfounders #strategydevelopment #growthstrategy #businessgrowthstrategy

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Was hanging with Lightspeed India last week and Ray Carroll dropped this gem: "If Salesforce in their earnings call says they need 3x pipeline, how much do the rest of us need?" At Pipefy we modeled out 3.5x pipeline coverage. The questions I'm asking myself are "is that truly enough? Are we really that close to Salesforce?" The answer for most of us is no. So what we've done about it is focus on getting in person at every level of the funnel. I'm in the middle of a 24 day onsite roadshow. My current best answer to low pipeline and lower conversion rates is to be a road warrior. What's yours? What are your answers? #Sales #Marketing #gtm

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All our customers use HubSpot CRM for Customer Success. It is impressive to see how far HubSpot CRM has come between custom fields, workflows and integrations like Brus AI. It is really top of the line these days. Congrats 🎉 #HubSpotCRM #HubSpot #CustomerSuccess

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We know that keeping track of sales commission can be challenging. With so many deals to manage, it’s only a matter of time before something slips through the cracks. With Salesforce Spiff, you finally have a fast, easy, and reliable way to track and manage sales comp! 💸 Ready to see how Salesforce Spiff can make your life easier? Let's chat! https://lnkd.in/eSpgMU_4

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🚀 Slack just launched new AI-powered features, including Salesforce's Agentforce AI, which automates tasks and answers queries right within Slack channels. The update also integrates CRM data into Slack, streamlining workflows and eliminating the need to switch platforms. With AI-assisted features like huddle notes, Workflow Builder, and enhanced search, Slack is taking workplace productivity to the next level. Why should you care? These AI tools help teams work smarter, not harder, by automating tasks and keeping everything in one place. #salesforce #agentforce #slackai https://lnkd.in/eKbYTfDU

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Struggling with churn? Validate the value your customer receives. This is not a static metric/KPI - it needs to be nurtured, revisited, redefined, and reinforced throughout the customer lifecycle ♻ #customersuccess #sales #customervalue #value

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As a #Salesforce partner and #AI advisor, I found the insights from this research on the impact of #genai on workplace effectiveness to be excellent. It's crucial to leverage trusted data to create AI value-added productivity. At RecoverRite, we built #heartpatientAI on vetted, domain-specific cardiovascular data from the American College of Cardiology. Our customers (cardiologists) and their patients love it! According to the study, 56% of AI users say it's challenging to get what they want out of AI, and 51% of workers say generative AI lacks the information needed to be useful. Even more concerning is that 75% of AI critics who don't trust the data that trains AI believe that AI lacks the information needed to be useful. We must ensure that the data we use to train AI is reliable and trustworthy to make the most of its potential. #AIforGood #datatrust #productivity #workplaceeffectiveness https://lnkd.in/eYWiAxQy Check out the full study here: https://lnkd.in/eYWiAxQy

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The #Salesblazer community is launching NEW biweekly coffee chats and would love for you to join! 🎉 💙 Up first on June 18: How to make outbound sales work for you in 2024. Jason Bay, CEO of Outbound Squad with 15+ years of sales experience, will be taking the mic, so make sure you attend! 🙌 Here’s how to participate: 1. Join the #june-18-coffee-chat channel in the Salesblazer Community on Slack. Not a member of the Community yet? Fix that here: https://sforce.co/June18CC 2. Ask your outbound prospecting questions in the channel above before the coffee chat starts. 3. You’ll be notified to join the huddle when it kicks off June 18 @ 1pm ET. 4. Grab your coffee and join as soon as you’re notified — capacity is limited to 200, and it’s first come, first served.

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I get asked a lot about our integration with Salesforce and how DealHub.io CPQ feeds into the CRM. In this episode of CPQ Pro Tips, Ryan McDermott from Thriviti shows us how to see ARR on a particular account, using DealHub line items and piping them into Salesforce. You can see very clearly how the data makes its way to the CRM and how it's all wired up. Don't be one of the unfortunate businesses that write unnecessarily complex paths for their reporting. It's supposed to be easy! More CPQ Pro Tips here > https://lnkd.in/dVdvtscn #SalesforceCRM #CPQ #EasyReporting

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The Missing Q in CPQ 🤔 Ever felt like your CPQ system wasn’t built for you? You’re not alone. While CPQ tools are great for configuring and pricing, when it comes to the actual quoting, they fall short. Where’s the Q in CPQ? 🤷‍♂️ As an Account Executive, you need tools that help you win deals, not just fill out forms. Yet, most CPQs bog you down with complexity and fail to provide the flexibility you need to craft compelling quotes that close deals. Let’s face it—CPQs weren’t built with quoting in mind. And that’s a problem. Veles is here to reclaim the “Q” and make your quoting process a competitive advantage.

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As a #RevOps professional I could not be more excited about what is coming tomorrow! ZoomInfo Copilot delivers on what other Sales AI tools have promised for years but failed to realize. Harnessing AI to unite and analyze thousands of data points, 20,000 early ZoomInfo Copilot users across 500 different companies reported saving significant time on manual prospecting tasks and uncovering more opportunities to win business. Copilot predicted half of their existing pipeline. Seriously. Tomorrow, every seller becomes your best seller. Stay tuned! #ZoomInfoCopilot

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Want to catch the WinsDay replay? Matt Calhoun and I chatted about... ➡ Pre-Sales Strategies ➡ Demand Gen: Avoiding Failure When Outsourcing ➡ First Go-to-Market: Pivoting Your Startup  ➡ SDR Success: Leaders' Role in Prospecting Some themes popped up.... ☑ being data driven ☑ getting your ICP right ☑ documenting your processes ☑ what does good like ☑ what clues does customer success tell us ☑ culture ☑ people first leadership ☑ know your worth (mindset) ☑ trust and candid conversations .....and so much more Check out the comments to catch the replay! #sales

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MEDDIC 🤝 Customer Success webinar. 𝗟𝗜𝗩𝗘 𝗢𝗡 𝗟𝗜𝗡𝗞𝗘𝗗𝗜𝗡 --> TODAY (10:00EST / 15:00GMT) hosted by Andy Whyte. This month's MEDDICC GTM Webinar is all about how MEDDIC supports Customer Success teams to: 1. Use #MEDDPICC as a common language to up-level value delivery, stakeholder engagement, and renewal process success 2. How MEDDIC enables the world's best AE 🤜 🤛 CSM handover 3. How MEDDICC 𝗩𝗮𝗹𝘂𝗲 empowers CS teams to deliver the value promised by sales teams 𝗔𝗻𝘆 #GTM & #CustomerSuccess 𝗽𝗿𝗼𝗳𝗲𝘀𝘀𝗶𝗼𝗻𝗮𝗹 𝗮𝘁𝘁𝗲𝗻𝗱𝗶𝗻𝗴 𝘄𝗶𝗹𝗹 𝗰𝗼𝗺𝗲 𝗮𝘄𝗮𝘆 𝘄𝗶𝘁𝗵: -💡 An understanding of what MEDDIC is and how they can use it in their role - 🗺️ How MEDDIC connects the entire customer lifecycle, from value discovery to value proposition to value delivery - 🤾‍♀️ Some CS 'plays' from the MEDDICC Playbook that you can deploy instantly ---> 𝗥𝗦𝗩𝗣 𝗼𝗻 𝘁𝗵𝗲 𝗹𝗶𝗻𝗸 𝗶𝗻 𝘁𝗵𝗲 𝗰𝗼𝗺𝗺𝗲𝗻𝘁𝘀 𝗯𝗲𝗹𝗼𝘄 👇 #MEDDIC #MEDDICC #MEDDPICC

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Mid-discovery the prospect jumps in asking about a feature. How do you respond? Here’s what most sellers would say: Prospect: “Can your product integrate legacy on-premise apps to cloud apps?” AE: “Yes, it can. The platform gives you the ability to easily integrate your on-premise and cloud applications seamlessly with little to no coding. Here’s exactly how it works" [walks prospect through it] ………………………………….. Now here’s what elite sellers would say 👇 Prospect: “Can your product integrate legacy on-premise apps to cloud apps?” AE: “Yes, it can. If you don’t mind me asking, what’s the purpose behind the ask? Is it because of duplicative or manual work, data governance, an IT initiative or something else?” Prospect: “It’s for legacy modernization. We have a growing number of apps and it’s a hard and complex process for our team to integrate." AE: “Could you tell me more about the complexity?” Prospect: “Our teams rely on design, excel and quite a bit of coding. A lot of manual work that's error prone.” AE: “Is there a metric or KPI you and your team are measured on that might be affected because of these difficulties you're facing?” Prospect: “Total cost of ownership.” AE: “How’s that being impacted because of your current process?” Prospect: “Quite negatively. TCO has 2X’d over the past 6 months.” AE: “Looks like you’ve done the homework. That’s quite the uplift. So to answer your question Yes, we have the ability to easily integrate your on-premise apps to cloud apps. Let me walk you through how we do that.” ................................................... The lesson? Understand the purpose behind a prospects question. Don’t get happy ears and jump right into the solution. Take time to understand the why... You could missing out on quite a bit of insight.

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