Per Sjofors

Why ABM needs a different lens of measurement. For years marketing metrics have been focused on counting leads and opportunities but while they are necessary metrics, they are not sufficient to measure ABM. As ABM is a laser-focused approach, you need to measure ABM with an account-centric lens. ABM focuses on quality engagement with key accounts rather than generating leads. ABM emphasizes building long-term partnerships rather than rushing to close deals. ABM requires customization and alignment with specific business goals as it is not a one-size-fits-all approach. ABM demands a deeper understanding of customer behavior, preferences, and pain points rather than just quantitative metrics. So, by aligning your metrics you can measure, review and report your ABM efforts.

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🌟Innovative VC Firm Overcomes Exits Drought with Secondary Sales🌟 ⛵Navigating a challenging landscape where exits are scarce, Santa Barbara Venture Partners (SBVP) has pioneered a novel approach to sustain its growth and attract investors for its second fund: secondary sales. Instead of waiting for traditional exits like IPOs or acquisitions, SBVP opted to sell shares of its portfolio companies, demonstrating its ability to generate returns for investors and stand out in a competitive market. 🎤According to Dan Engel, founder and managing partner of SBVP, these secondary transactions have been a game-changer, sparking investor interest and bolstering the firm's credibility. By leveraging its recent successes, including a lucrative stake in sports-betting company DraftKings Inc.' acquisition of digital lottery app Jackpocket, SBVP seized the opportunity to return profits to its limited partners (LPs) and pave the way for its second fund. 💡Engel highlighted the challenges faced by young VC firms in raising subsequent funds, particularly amid a downturn in exit activity and heightened investor scrutiny. With traditional exit routes becoming increasingly elusive, the pressure is on for firms to demonstrate tangible returns and establish a track record of success. ✨"For us, secondary sales have been a game-changer. They've helped us return profits to our LPs and attract investors for our second fund," said Dan Engel. 💰For SBVP, the decision to pursue secondary sales was driven by the need to provide liquidity to LPs and validate its investment thesis in the eyes of prospective investors. By strategically offloading portions of its holdings in high-performing portfolio companies like Bark Technologies and Rad AI, SBVP not only generated substantial returns but also bolstered investor confidence in its ability to deliver results. ⚠Despite the complexities and potential stigma associated with early share sales, Engel emphasized the importance of prioritizing investor returns and seizing opportunities to unlock value for stakeholders. With a focus on profitability and transparency, SBVP remains committed to its mission of delivering sustainable growth and maximizing returns for its LPs. 🔍 "Returning profits to our investors is our top priority. By strategically selling shares, we're proving our commitment to delivering results and driving value for our stakeholders," added Engel. As SBVP continues to explore secondary transactions and expand its investor base, the firm stands as a testament to innovation and resilience in the face of market challenges. 🚀 ✅ Looking to raise capital for your #fund and increase the international pool of your LP #investors?   🤝 Need warm #LP introductions?   📝 Selling #secondaries to increase liquidity?   🧐 Looking for co-investments?   ▶ G+QUANT's link for inquiries and fund decks: https://lnkd.in/gjC_EuTE #VCInnovation #SecondarySalesSuccess #InvestorReturns #ValueCreation 

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If you enjoyed our first blog on the metrics that matter for Verticalized SaaS then don't miss on the Part II of the series where my colleagues Devraj Hom Roy and Matt Schaar discuss the strategic and operational choices to improve these operational indicators. https://lnkd.in/g5QkCrcH

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🚀 Excited to share Insight Partners' latest resource: the SaaS Marketing Periodic Table! 🌟 This tool is a game-changer for SaaS leaders, offering key marketing metrics to drive growth. Why does it matter? 📊 With data only Insight Partners has from one of the largest B2B SaaS portfolios, this periodic table helps you benchmark your performance and refine your strategy for sustainable growth. 🌱 Whether it's marketing budget, program efficiency, or conversion rates, you'll find actionable insights tailored to your ARR segment. 👉 Dive in now and supercharge your marketing efforts! Explore the Periodic Table https://lnkd.in/eagE3XFm #SaaS #Marketing #Growth #DataDriven #InsightPartners #ScaleUp

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Interest in adopting AI into sales and marketing processes is unsurprisingly at an all-time high, but actual maturity levels are still surprisingly low. To understand the state of AI in GTM operations, we interviewed over a dozen mid- and large-sized software companies selling B2B in the US and UK markets. What we could conclude from the research was fascinating: 1. There's a surging interest amongst all teams to stay on top of new AI features within their existing software stack. Just 14% of them reported adopting AI processes that fundamentally changed how they work while 43% actively considering rolling out a fundamental process change driven by AI.. 2. The average appetite to adopt AI-infused processes within teams was a high 7.4 out of 10. 3. Despite high interest, many companies aren't very far along in their AI implementations. When asked how advanced is the AI adoption state within the GTM teams & the business as a whole, the average score was only 4.4 out of 10 for both. C-suite leaders know they should be doing something with AI, but aren't sure of the best strategies, or are struggling with internal alignment and knowledge gaps. Vendor solutions are dominating the market with very, very few looking at bespoke tech stack-wide applications. About 80% aren’t yet considering adopting a centralised approach to AI using data engineering or IPaaS and nobody we spoke to had yet delivered a project like this. The key takeaway: there is a huge appetite for adopting AI, but many companies still aren't very far along in their implementations. One of the most interesting parts of the research was discovering the use cases and wish lists respondents had for AI. We also discovered that most teams desperately wanted a way to automate the RFP creation process. Now, there are a lot of repetitive questions already answered a number of times before across other RFPs. So off the back of this research, we have started to develop a Slack integration where you could query all the previous RFPs that you'd ever written and pull out passages of text. It's already on our product roadmap & going well (drop me a message if that sounds of interest!) AI-enabled GTM motions are the future of B2B. Companies integrating AI into their GTM ops are at a huge advantage going forwards. A fact 100% of GTM leaders surveyed agreed with!

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Is ABM only for Tech Industry? 🤔 No, ABM is not exclusive to the tech world. Whether you're in tech, manufacturing, healthcare, or any other industry, the core principle of identifying, engaging, and nurturing key accounts remains the same. With ABM the focus shifts to accounts rather than leads, and personalized outreach rather than spray and pray. For instance: - In the manufacturing sector, ABM can help showcase how your solutions can streamline their operations, increase efficiency, and boost their bottom line. - In the finance sector, ABM can help build relationships with institutional investors or even corporate clients. - In the healthcare sector, ABM can help craft targeted campaigns that address pain points, such as improving patient outcomes, reducing costs, or operational efficiency. Let's scrap the notion that ABM is only for tech firms because the principles of ABM are relevant regardless of the sector you operate in and the size of the company. #abm #b2bmarketing #tech

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Pursuit marketing is gaining serious traction these days, and for good reason—it’s all about zeroing in on specific opportunities and crafting highly focused, deal-specific engagement. Unlike broader ABM efforts, this approach throws out the one-size-fits-all playbook. Instead, it aligns your marketing and sales teams to chase down high-stakes deals, whether it’s with a top-tier strategic account or a smaller prospect with big potential. The goal? To tailor everything—from messaging to content and outreach strategies—directly around that particular deal’s dynamics, stakeholder interests, and pain points. It’s not just about knowing the account; it’s about knowing the opportunity within that account. Done right, pursuit marketing can significantly boost win rates, showing prospects you’re not just another vendor pitching solutions—you’re a partner laser-focused on helping them solve their most pressing challenge right now.

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Generative AI and competitive advantage https://buff.ly/4aZ6WVM by @sanguit competitive advantage beyond the hype: 🤖to leverage Generative AI 🤖to create new sources of intelligence advantage 🤖that help strengthen their position 🤖and commoditize partners’ positions #rafAIgual

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How Master Data Management Can Elevate Your Sales and Marketing Efforts This article delves into the essentials of Master Data Management (MDM), its transformative impact on sales and marketing, and why businesses should harness this technology for unparalleled success. 🔍 Key Takeaways: 1. Understanding MDM: - Master Data Management (MDM) ensures uniformity and accuracy in crucial data assets like customer and product data. - It creates a single master record, cleansed and enriched, acting as a reliable resource shared across the organisation. 2. Benefits in Sales and Marketing: - Refine marketing efforts by seamlessly integrating MDM with marketing tools for precise customer targeting. - Ensure customer loyalty by improving customer experiences and gain trust by understanding behaviours and preferences. #MasterDataManagement #SalesAndMarketing #BusinessTransformation

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Whenever ABM comes up, we inevitably discuss how it aligns marketing and sales—but what does that alignment actually look like in practice? Diana Marquez Davila breaks down the practice of ABM into insightful pieces. She simplifies ABM and offers practical strategies for aligning your sales team effectively. Learn how metrics, trust, and shared success can bring your sales team on board and drive your ABM efforts to new heights. Link to the full article: https://lnkd.in/gNqpD88b

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What do winners do? Well, WIN! 🏆 Pumped to see 6Sense absolutely crushing it and leading the pack in the latest Forrester Wave for B2B Revenue Marketing Platforms, Q3 2024! 🚀 This isn't just a win—it's a statement. 6Sense is pulling away from the crowd with their game-changing #AIthatBuildsPipeNotHype and killer 6Sense Revenue AI. They’re setting the standard for what it means to drive revenue in B2B marketing today. Curious about what makes them the best? Check out the full report here: Forrester Wave Report: https://lnkd.in/erd4AfNZ Cheers to the team Jason Zintak Viral Bajaria Latané Conant (she/her) Mark Ebert for this massive achievement! Who’s ready to take their marketing game to the next level? Drop your thoughts below! ⬇️ #B2BMarketing #6Sense #ForresterWave #AccountBased #AI #MarketingExcellence

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PE insights - from the latest episode of "Behind the Deal" with Orlando Bravo & Carl Thoma at Thoma Bravo. Great lessons from Orlando Bravo who discusses losing money and making many mistakes early in his career, Carl Thoma (Orlando's mentor): On People: - "PE is a people business." - "Deal-making is such a people business. It's not like you can sell the stock if you don't like it, you're stuck with your partners. " (Good point - unlike public equities investors, you are in it for the long-term, with your team, partners, and your portfolio companies - it's a people business). ------ On Making Mistakes: - “Mistakes are meant to be stepping stones to success - not stepping stones to ultimate failure.” - "People learn from their mistakes." - "Mistakes early on make great investors but you have to make sure you don't make so many mistakes that you lose confidence... and just don't make the same mistakes again". - "When you make mistakes, you have to capitalize on that." ------ On losing money (Orlando asked whether Carl was going to fire him): - "I've sunk $50 million of experience into you, so you are a star now and you've got a lot of good, expensive training." - "I'm not sure you could have been as successful without stumbling a little bit early on." - "You had pride in your work and drive that it didn't put you in a stumper and didn't leave the industry. I think 1 + 1 = 10, drive and some failures are good experience." ------ On Teamwork: - "Just like in sports, today you just cannot have individual players that are brilliant but not working as a team. We got away with that for 25-30 years of private equity, but now it's become too competitive. We've got to function as a team." ------ On communication: - "You can resolve so many issues if you just communicate." ------ Sources: https://lnkd.in/eVk_Wxwq https://lnkd.in/eem_DquZ ------ #pe #privateequity #business #leadership

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Innovation and equity can align with an equilibrium that drives inclusive growth. Neil Lee’s newest book, Innovation for the Masses: How to Share the Benefits of the High-Tech Economy, emphasizes that innovation at its strongest is not just about the radical breakthroughs but rather also demonstrations of collaborative and iterative processes. As he puts it, innovation “is about teams and building on each other’s work, often in incremental ways and at different scales.” Lee draws attention to three types of institutions that contribute to the success of public innovation policy: generative, diffusive, and redistributive. 1/ Generative institutions, such as leading research universities, help spark new ideas. Capital formation through venture capital directs private funds towards innovation. 2/ Diffusive institutions, including vocational education programs, tech commercialization offices, and local business networks, spread innovation’s benefits by bridging gaps between different sectors of society and industry. Capabilities are shared acrosss domestic industries, connecting key experts. 3/ Redistributive institutions, such as labor market policies and strong public services, ensure that innovation’s gains reach the broader population. Government can have a positive and powerful role in setting the ethos and culture to inspire innovation across all generations. SSTI’s book review is below, shared by the Illinois Science and Technology Coalition. It’s a wonderful synthesis of his key ideas: https://lnkd.in/eTVZWuYa

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Technology is transforming the sales landscape, making it crucial for teams to adapt. Clear, personalized communication is now vital for winning deals. Get insights on using AI to profile buyers, identify behavioral data, and gain a competitive edge in the market. 👉 Get your copy now: https://hubs.li/Q02XJDvW0 #SalesTraining #SalesAI #Sandler

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🎙️ Thrilled to share more from my recent appearance on the Scale Your SaaS Podcast with Matt Wolach! 🚀 In this episode, I delve into the transformative power of fractional executives for SaaS businesses. We explore how integrating fractional executives with existing sales teams can boost performance and drive growth. I also highlight the importance of maintaining CRM hygiene and leveraging data for informed decision-making. For companies looking to scale without the overhead of full-time executive salaries, fractional executive services offer a compelling solution. Tune in to learn more about this innovative approach to business growth! 🎧👇 https://lnkd.in/ecwG54hr #FractionalExecutives #SaaS #BusinessGrowth #SalesStrategy #Leadership

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Want to learn more about #CoSellingTransformation and how companies leverage PartnerTap's enterprise co-selling platform? Let me know! It is my passion to connect with #sales #channel #alliances #marketing and, more importantly, to help enterprise execute their GTM strategy with data-driven sales plays. #letsmakesomemoneyhoney

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Don't you just love it when you come across an article that corroborates your particular perspective? I just read this article (https://lnkd.in/gimYNgfp.) by Keith Elphick of Airline Hydraulics Corporation and found myself in full agreement with so many of his observations and conclusions. "There’s no denying the economic attractiveness of factory automation. As robot prices decrease and computing power and networking technologies advance, manufacturers increasingly turn to automation to enhance productivity and reduce expenses. The result significantly boosts productivity and efficiency in modern digital-first factories." "The decline in US factory jobs is a complex issue influenced by various factors beyond automation. Globalization, trade policies, and evolving consumer demands have significantly impacted the manufacturing landscape. A comprehensive, forward-thinking approach that includes investment in education and worker support initiatives can help address this issue, ensuring a resilient workforce ready to face the future." Very accurate. #automation #manufacturing #manufacturingjobs #manufacturingpolicy #americanmanufacturing #production #robotics #manufacturingtech #factory #modernmanufacturing #digitalmanufacturing

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Achieving flow states inside of a transformation makes the journey smoother and faster. https://bit.ly/3yVTkNv #transformation #flow #flowstate #transformationtuesday

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