Nolan Kuan

The Forrester Wave: Revenue Orchestration Platforms was published today and...drum roll 🥁...Gong was named a leader and received the highest score in the Current Offering category of any vendor assessed. My fav quote: 🔥 “Gong’s AI reveals unique buyer and seller insights to improve deal outcomes. One of the few companies founded with AI at its core, Gong has used its nine-year AI résumé to create transformative insights for revenue organizations.” 🔥 Congrats, Gongsters!

1

Cloudinary's CRO Allison Metcalfe brings a wealth of experience in revenue operations for SaaS companies, which she discusses extensively in a recent episode of The GTM Podcast by GTMnow. Listen in to discover: - Her unique path from customer success to CRO - Why establishing a robust post-sales function is crucial from the start - How to balance product-led growth with an enterprise sales strategy - Traits that define an effective modern CRO - Using customer stories as a significant growth driver - Insights gained from LiveRamp's remarkable growth and its acquisition by Acxiom - And more https://okt.to/y4RqAP

9

Sharing RevOps co-op community best practices on something we all know is critical - designing territories to ensure the success of your sales force and, by extension, your company. The number of different strategies available make selecting the right one both challenging and critical. The team at RevOps Co-op delve deep into this topic 👇 https://gag.gl/Nm2xoO #RevOps #Data #DataQuality

7

Dharmesh Shah and HubSpot team does it again! It's been more than a month since INBOUND announced the launch of professional network of AI Agents and the excitement hasn't stopped at https://agent.ai/ ✨ You have 75 agents and growing! Think of every task or workflow in sales and marketing, you can hire AI agents to work for you for free. I hired a couple of them like company research agent or earnings call analyst or Meme Generator and the results are encouraging! ✨ You can build your own agent with their Agent Builder which can connect with external tools/ apps for seamless data flow. This can be for consolidating reporting or connected workflows or any automated campaign actions. They are working for you 24/7/365! ✨ As AI models double in capabilities every 6 months, its interesting to see how SaaS is evolving to Vertical AI space with AI agents leveraging multiple LLMs ( with different specialisations ) and bringing a Vertical / Domain specific expertise to automate decisions. AI Agents are the new apps! #AgenticAI #Marketing #AI #Sales #AIAgents https://lnkd.in/gxE8cA9a

17

1 Comment

Value selling has been a hot topic at Accord lately. …so much so that I spoke about it at our company offsite in San Francisco a few weeks ago. 👀 Now, I am no expert here, but the overall goal for our offsite was to ensure that we had consistent knowledge and understanding of the topic company-wide. Why the shared knowledge on value selling? Most revenue leaders we talk to are looking for a way to operationalize their value selling motion to ensure consistency across revenue teams.... so everyone at Accord from sales, to marketing, and engineering, better be on the same page. While the internal dialogue was strong, we know that everyone always gets great value from learning from the experts (and our customers were asking for more sessions too). So we decided to bring back our Value Selling masterclass! Top leaders from RedHat, OneTrust, and Freshworks will join us on Sept 25th at 1pm ET to share their insights on how they’ve translated their value selling frameworks to the field. 💡 Whether you are a sales leader, rep, or even a marketer who wants to learn more about the topic, this session is sure to be 10/10. Sign up below, and if you can’t make it live, we’ll share the recording. https://hubs.la/Q02N57gL0

21

Curious about how the Descartes' team works together to help make customers successful? Check out this video. Get insider tips on thriving in our unique culture, and how aspiring applicants can kickstart their journey with us.

6

Dealmakers think a lot about how AI = (growth or industry disruption) = M&A. But what about their own ways of working? I look forward to a robust discussion next week on how generative AI impacts the business of M&A. #wheredealsaremade

5

#AIAgents would soon be able to do all sorts of jobs in near future - right from #SDR to #BDR to #PS to #CSM / #KAM to #Marketing (and even building #products). https://lnkd.in/gkKVvJhe It will be interesting to see how the same AI will replace #SolutionEngineer. E.g: If you're working in a CRM firm and your product only supports Leads, Activities, Tasks as data-structures (on date), how would AI Agent find solutions in: * #Manufacturing for B2B2C (Distributor, Dealer, Retailer, Projects) with Order, Quote, Inventories, Permanent Journey Plans, Territories, DealerBots etc. * #MarketResearch to get Daily SKU prices from Multiple Mandis (where no internet), so that the firm can give "personalised daily rates per SKU per loc/individual" in their End-customer-mobile-app. * #Banca & #Agency in Insurance Sector w/o support of User-Hierarchies and Simultaneous-Multi-Product-Sale (Bank, Branches, RMs, Sales Persons, etc.) & ROI tracking. * #LockerManagement for a #Bank. * #CorporateBanking w/o Customer-360, Account-360, Account-Hierarchies, Target-vs-Achievement-Per-Account-Per-Product-Offered, etc support. * #AssetReconstruction WorkFlows for Retail/Corporate Loans which are marked NPAs where multiple internal/external stakeholders, banks/branches, Legal departments, CAs etc get involved in qualification, approval/rejection. * #LoanOriginationSystem req. in the absence of out-of-the-box KYC integrations, Maker-Checker-Approver-Workflows and Business-Rule-Engine-Integrations and so forth. * #BTLCampaignMgmt from AssetOnboarding to CampaignDef to AssetAllocation to ROICalculation * #BiometricKYC Support in CRM (pre-covid): Find a Biometric partner, sign agreement, build prototype & demo within 7 days. * #CDP + #CRM requirement & demonstrate within 3 days - identifying & signing partnership with firm in diff continent. * #Line Integration demo within 2 days when such support didn't exist. * #Logistics, #Automotive reqs to map ClientReq (Relocation, Sale etc.) to Multiple-Vendors/Dealers & find winner based on profits, distance & availability. * CRM+HIS+Loyalty req. in #Healthcare - submit in 7days & win after 8hr-rigorous demo (against best-in-class-competitors). * #StudyAbroad use-cases, with multi-service-sale support (college-admission/visa/hostel etc). * #Propensity for loan default * #RPA to clone tenants * Etc. And how AI will successfully auto-create & auto-deliver such demos (using a product which didn't support it "out-of-the-box" at that moment), calculate estimates & pricing and win deals and even deliver post that :-). I'm sure my fellow colleagues at #Leadsquared will be able to relate to the examples above and would also appreciate what #SolutionsTeam has done relentlessly over last 5 years, was not as easy as it may have sounded at the first place :-). #Comment how you think AI Agent will positively/negatively impact your job (present status, challenges & opportunities). #AI #AIAgent #Solutions #GenAI #GongAI

17

What are the root causes of poor GTM team alignment? Our recent survey sheds some light on what your revenue team Ops peers are saying. These comprehensive reports provide all the information. https://gag.gl/4YHwRD #RevOps #DataQuality #RevTeamAlignment

5

At Black Box Intelligence™, we've been closely monitoring California since the minimum wage increase in April, and the findings may surprise you! Explore the trends in sales, traffic, check growth, and staffing, particularly in comparison to the rest of the nation. https://lnkd.in/gkf2mVUf

20

Our CEO, Sanjit Biswas, sat down with Clint Betts on the CEO.com podcast to talk about how Samsara is transforming industries with data and AI. Don’t miss his insights on innovation, leadership, and the future of tech. 🎧 Listen to the full episode here: 

7

Cloudinary CRO Allison Metcalfe joins the GTM Podcast from GTMnow to share a variety of insights on building a great SaaS business: from customer stories as an incredibly powerful growth lever to balancing product led with enterprise sales motions. Give it a listen: https://okt.to/x2YpUj

10

Are your current #gotomarket processes costing you revenue? I'm excited to share a new report from Harvard Business Review Analytic Services: Breaking Down Silos to Boost Sales Performance and Drive Growth. In In this report you will learn more about the proven ways to align your #gotomarketstrategy, optimize your revenue potential, and build a connected approach to #salesperformancemanagement. You'll also receive: 1. Exclusive insights on how misaligned sales plans hinder growth 2. Advice from leaders at PepsiCo, Celonis, and Deloitte on rethinking GTM strategies 3. Proven strategies that can help maximize ROI on your sales investments Download the report. ➡️ https://lnkd.in/gx4Q9Mcm

9

2 Comments

For a company as consequential as Google, evaluating outcomes at scale is difficult. That’s why it’s so rewarding to see them combine expert data science with sales ingenuity by using Gong. They used Gong’s Scorecards, Smart Trackers, and Call Library to cultivate a weekly revenue increase that “made some of our leadership do a double-take,” according to Michael Chen, Google’s Director of Product Strategy. They’re also using Gong to boost their new-hire graduation rate and are looking forward to reducing onboarding times in the future. Read the full story here: https://lnkd.in/gqSt4K59 

35

1 Comment

Liz O. is beyond inspiring! All of us at Massachusetts Institute of Technology are in awe 😍 #weirobotics #classmates #ai #robotics #ml #machinelearning #myhero #brainiac #lizotero 👋 Hi! I’m Christie, and I accelerate marketing at the speed of AI Like what I share? 🔔 Ring the bell on my profile ➡️ Follow hashtag #christiecalahan

3

1 Comment

Clarifai is at a unique intersection of innovation and development and I dicuss more in a recent interview with Pulse 2.0 on AI and Clarifai growth

49

1 Comment

Our latest Formstack for Salesforce release is rooted in Salesforce’s CoInnovation fund, where a little less than a year ago Monique Hui, Jon Schultz & Brandon Stauber, MPP brought the opportunity for Formstack to accelerate innovation with our Salesforce products. Fast forward a year -- many interviews with partners and customers on how to take Formstack for Salesforce to the next level later -- and our product releases are here with a double-down on our native-to-Salesforce strategy, focussed on delivered the best time-to-value for customers and partners around digital forms, document automation & digital signature for Salesforce. On Thursday we’ll be walking partners through these latest releases -- plus some bonus extras we've added coming out of Dreamforce last week.  Register in comments, and join us to get the rundown on: ** Formstack Documents for Salesforce release - new mappings UI ** Forms for Salesforce  - beta of new form builder, and new 100% native only packaging for all plans for top available security & compliance for all customers ** A hot off the press Agentforce + Formstack Demo including guided data capture & automated document & signature routing  ** Joint project & pipeline development program with partners, pointed at prospects and our large customer base I’ll share the full story on how this release stemmed from the CoInnovation Fund - with some twists and turns along the way. Hint: listening to customers & partners is at the core of the story.  See you there.  Link in comments to register.

55

4 Comments

Sr. Principal Product Evangelist Ami Arad is coming to the Gartner CSO & Sales Leader Conference. Don't spend days – or even weeks – on account prioritization and territory planning! Ami will show you a better way. Ami's session – complete with props and lots of laughs – will contrast the old-school ways sellers prioritize their accounts vs. using buyer intent and predictive models. Get the deets (plus a Gartner ticket discount code) here: https://okt.to/i5SfTE

21

Growth Strategy Advisors is a boutique consulting firm headquartered in San Francisco, CA. Our mission is to empower startup founders and early-stage companies as they navigate the complex landscape of Go-To-Market (GTM) strategies and sales acceleration. Here’s how we do it: Founder-Led Sales: We recognize that founders often play a pivotal role in the initial sales process. However, as companies scale and GTM motions become more intricate, a strategic shift is necessary. Our team steps in to guide founders through this transition, ensuring seamless growth without the typical pains associated with siloed teams and fragmented data1. GTM Strategy Definition: We work closely with founders to define their GTM strategy. This involves identifying target markets, customer segments, pricing models, and distribution channels. By aligning these elements, we create a cohesive plan that maximizes revenue potential. Sales Enablement: Our experts equip founders with the tools, training, and processes needed to build a high-performing sales engine. From lead generation to closing deals, we optimize every step of the sales cycle. Performance Tracking: Metrics matter! We help founders establish key performance indicators (KPIs) and track progress against them. Whether it’s pipeline growth, conversion rates, or customer lifetime value, we ensure data-driven decision-making. Cross-Functional Alignment: Effective GTM requires collaboration across departments. We bridge the gap between marketing, sales, finance, and legal teams, ensuring everyone is on the same page and working toward shared revenue goals.

10