Pallavi Vanacharla

Discover how PreSales teams are evolving, adapting, and unlocking new opportunities in 2024 👀 From organizational structure to budgeting and analytics, explore the trends shaping the industry: https://lnkd.in/eGvrCeJT ​

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If you're on the fence about taking a Revenue Architecture course, either in-person in Santa Cruz June 3-4 (see comments) or remote (see our website), please read what CEOs, RevOps Leaders, GTM Strategists, CMOs, Chief Customer Success Officers, and others have to say about this program: “THAT. WAS. AWESOME. 👏” “WOW. This course blew my mind.” “The "funnel" was turned on it's side.... literally....” “I wish I had taken this course years ago, but I'm so glad to have this information in my brain now.” “📜 This course has been an absolute game-changer, equipping me with the essential models for sustainable growth that constitute the Recurring Revenue Operating Model.” “This course is simply outstanding!” “World class instructor and the course content. It was fresh, appropriate for today's realities and most importantly - tangible". "You learn it and tomorrow use it”. “I highly recommend this course as it's super relevant for revenue leaders looking to add more science and data to their recurring revenue operations”. “Anyone wanting to deepening knowledge of how to drive growth and success with a company or division should absolutely take the Revenue Architecture class” “While I thought I had an amazing understanding of SaaS and Revenue models from years of building models, board decks and working with revenue teams and leaders...not to mention my MBA classes and focus in data analytics… I learned a ton!” “I can't say enough good things about this program." "I'm really fortunate to have had the opportunity to sharpen our tools and thinking." “Highly recommend it to every revenue & marketing operations professional out there!” “This course has given me a deeper understanding of the specific, proven models and frameworks to consistently achieve revenue goals 📈” “Incredible instruction! I can’t wait to elevate what I’ve always done with the teachings from this course! 💪🏻” “The methodology taught in this course allows you to architect your revenue in a way that achieves sustainable growth by understanding the fundamental principles of recurring revenue and the specific frameworks to apply across your GTM team.” “This course has been a game-changer for me. It was an incredibly insightful journey that taught me the fundamental models for sustainable growth that make up the Recurring Revenue Operating Model and provided a wealth of practical tools and resources. Honestly, it's one of the best courses I've taken professionally! 💯” “What a great course by Winning by Design on understanding the ins and outs of recurring revenue business 📈” "This will enable you to do the right thing at the right time to maximize success 🚀” “The Revenue Architecture course was an incredible course. I learned ways to increase growth by making some minor improvements, look at GTM motions and make sure they align with my business, and take the "right" action at different inflection points on the growth curve so my company doesn't flame out.”

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AI is reshaping GTM strategies, but it's not just about automation - it's about enhancing human capabilities and improving the customer experience. At Pear VC's Zero to $1m conference, I got to chat (and debate 😏)with some awesome folks on how AI is transforming GTM: - Amanda Kahlow (1mind) brought her AI assistant Mindy, showing how AI can provide immediate, personalized responses to prospects: "Think about the world in a new paradigm where we could meet the buyers immediately the minute they lean in and say I'm interested." - Zach Vidibor (Octave) stressed the importance of empathy in sales: "AI now means I have 10 times as many competitors shipping 10 times as fast saying a lot of things that all sound the same. The best way to differentiate is have highly empathetic people that really understand our customer problems." - Everett Berry (Clay) highlighted the emergence of the "growth operator" role: "The most important role for early stage companies is the growth operator role, someone who sits in the cockpit and has AIs do things for them." - Kathleen Estreich (Pear VC) touched on the blurring lines between traditional GTM functions: "I think those lines are blurring more and more in this AI world of go-to-market." Key takeaways: 1. The buying experience is evolving. Buyers want to do a ton of education first and then talk to an empathetic human. 3. Human creativity is more important than ever to stand out. 4. Data quality and management are essential for effective AI use. 5. AI is dramatically changing content creation and repurposing. 6. The role of SDRs is evolving, but human touch remains important. 7. AI tools should enhance, not replace, human decision-making. 8. Personalization at scale is becoming achievable. 9. The "full stack seller" concept is re-emerging. 10. AI is enabling more efficient use of data. The panel seemed to agree that the future of GTM lies in finding the right balance between AI-powered efficiency and human-driven empathy and creativity. Thanks for hosting Pepe Agell, Ana Leyva and the whole Pear VC team! Full video here! https://lnkd.in/genDfTCV

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I could talk about product positioning all day. Good product positioning makes it easy for buyers to see themselves, their routines, and their goals reflected in what you're offering them. Sometimes it's shifting your product positioning from "what we do" to "what we do for you". What a dream getting to meet and talk with Daniel Murray of The Marketing Millennials podcast about: ➡ Creating product positioning that resonates (and how we think about it at Recharge ➡ Sustaining brands in the routine economy ➡ Why your first marketing hire should be a product marketer, and more Check out the full episode ✨

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💰 Boost productivity (and profits). Introducing a new guide to create, convert, and close more revenue with AI and automation. Here’s what’s inside:  1️⃣ How to master your pipeline: Gain real-time insights to focus on deals that matter 2️⃣ How to close deals faster: Use AI to streamline your process and win more with less effort 3️⃣ How to eliminate Revenue Leak: Identify and fix the inefficiencies dragging your team down The future of revenue is here, and it’s not about adding headcount… It’s about maximizing productivity per headcount. Work smarter, now harder. Grab the playbook here: https://lnkd.in/gvM_dxkz

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Amplitude Announces Third Quarter 2024 Financial Results: - Third quarter revenue was $75.2M, up 6% year-over-year - ARR was $298M, up $8M from the end of the second quarter - We now have almost 3,500 paying customers, with 567 of those representing more than $100k or more per year Q3 was all about winning the enterprise. We are starting customer conversations differently, reaching key decision-makers, and demonstrating fast value in ways we weren’t before. The result is a higher-quality book of business, with better attach rates, longer contracts, and bigger expansions (we had multiple expansions exceeding 7 figures in Q3). Consolidation is another big theme that's been playing out for several quarters. It’s clear that our customers are looking for an all-in-one platform, and they are finding that in Amplitude. And we've continued to make our platform better. In Q3, we launched Amplitude Made Easy, our completely redesigned platform experience that takes the difficulty out of analytics. We also deepened our partnership with our friends at HubSpot, launched Web Experimentation, and acquired Command AI (fka CommandBar). To our Ampliteers, partners, and customers—we couldn’t do it without you! Thank you. Thank you. Thank you.

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This is one of the most impactful articles I've read about how to grow companies and some of the pitfalls in transitioning too quickly away from founders. Worth a read. #svpg

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It's time for 2025 budget planning, and the alignment meeting Finance & Engineering is more important than ever. Yeah, yah. I know I'm a marketing leader, but I do think the Engineering/Finance relationship affects the entire organization when planning for the next year. This is especially true with GenAI transforming our workflows. It's crazy out there! You must back every R&D investment with solid data rather than just intuition. Lucky for us, we have Joanne Cheng as our CFO. In her latest post, she shares how Finance and Engineering can work together for more effective R&D budgeting. Read the full post to start planning with clarity and confidence: https://lnkd.in/g5dJxtx8

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I have been living and practicing #GTM for a decade+. A unified GTM is the right strategy - integrating market, product, marketing, customer success, and sales (in that order). You can see the light bulb going off at more and more companies. This is not a fad, not a buzzword, and it's not a #salesmarketingalignment thing. In my experience, this focus has been an inhibitor to success. It's already hard enough to create a successful company and value solutions that markets need and want. Having held roles in #marketing, #sales, #product, and #customer success and now three years in a business 100% focused on unified GTM, it works. It's natural, and it makes sense. I know it's not easy. The larger the corporation, the harder it is to unify strategy, people, systems, processes, and data (emphasis on the people). And it is definitely not about technology. Tech plays a role but supports the strategy, It's exciting to see GTM teams who commit to adapting to the changing buying and decision-making process and align with what businesses and tech leaders prioritize. It's not #SaaS. GTM Partners

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Supercharge Your RAG application With #Couchbase Vector Search and Unstructured.io

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Is AI pushing us back to in-person? My guest Jonathan M K. AKA CoachK has led revenue enablement teams for 15+ years, from retail to Fortune 500. Today, he's advising 7 AI startups while running GTM AI Academy, an educational platform empowering GTM professionals with AI insights and strategies. During our pod, he shared a fascinating prediction: As AI masters digital communication, something unexpected is happening. When every email, call, and video chat could be AI, the only way to build trust is face-to-face - especially when it comes to unlocking budget decisions. Full episode unpacks: - The hilariously unfiltered journey of how I got into podcasting (and why Coach K is to blame 😅) - His review of 55+ AI tools in his Academy's demo library and 150+ demos in 6 months - The future of AI agents and why no CFO will trust them with budgets (yet) - Top 3 AI use cases that actually help sales teams right now - Why you're not too late to the AI party (but the window is closing fast) Watch the full conversation in comments.

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SaaS leaders spend a lot of time on the micro. When will this feature ship? Is that customer churning? What led to that production issue? Even the most senior leaders often get caught here. Then you see OKRs to match. Trailing churn, grow revenue from new features, maintain x% uptime. And processes and tools spring up to measure all of this with drilldowns and rollups to match. Sure sometimes this starts with a strategic vision, identifying areas of opportunity, and then breaking that down into manageable tasks. Planfully creating process and the organization to execute. But I reckon that's less common than we'd like to admit. The secret is, it's often more like this: - Oh bleep, I just got a call that super important customer threatened to leave! - Let's get five people in an emergency meeting with the customer! - The customer said the competitor has a better version of a highy specific feature! Is an upgrade on our roadmap? How can we rally the team to execute on it sooner? We need a swat effort - who can we pull into a team without making any sacrafices? - We need a r/y/g to discuss customers with this issue. And other customers with issues. And other issues we've noticed internally. We'll go through the list item by item, thrice weekly at 8 am. - etc. And this is of course all common and natural. Once the firehouse starts it's hard to fit in anything but more reaction. So the products and processes adapt to fit reality. And they grow. So we attempt to make that process we don't have time for twice as fast. And the overwhelm sets in, and the to do list gets too long. Since so many very succesful companies experience this that we assume it must be the way. There isn't a magic fix, but I don't think it happens by saying "I'm going to spend less time on the micro by optimizing the time I spend on the micro." It starts by carving out time for macro strategy. This may be the 30 minutes that doesn't feel urgent researching your place in the market. Maybe it's a call with a customer that doesn't need anything right now. Or - I hope - a solution like Rabble AI which can put the strategic priorities right in front of you in plain language. Will this turn the firehouse of micro off? No, nothing will. But at least it prevents the micro from completely washing the strategic away.

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I help oversee marketing at a lot of companies and support a lot of CMOs. By far, it's the most misunderstood function in B2B software. This causes companies to underperform their potential, especially now that so much of the buyer's journey is self-driven by the prospective customer. The influence of sales has diminished. However, Marketing doesn't play the role that it could/should because: 1. CEOs don't fully understand marketing (but they think they do) 2. Finance doesn't know how to think about marketing investments or evaluate them 3. Sales has a mixed relationship - they need marketing desperately but don't fully understand it and go hot/cold 4. Post-sales teams (CS, ProServ, Support) could/should leverage marketing to help manage the customer journey, but there is limited contact 5. Few CMOs really understand the full domain in what is the most heterogenous function in a business (inbound, outbound demandgen, product marketing, corp marketing, customer journey, marketing operations, etc) 6. Not enough CMOs have full/strong business acumen and they know how to educate their exec peers + CEO/board on the function and influence them. Btw, because of the above, I love working with CMOs. So much upside for the marketing function to add more value in companies. I came up on the Sales and CS side, but in my PE gig, I spend more time on marketing than anything else. It's the biggest value creation lever. I've learned so much in the last 4.5 years. For this reason, I'm a big fan of what Shiv Narayanan is doing with How To SaaS. He's written a great book (Exit Ready Marketing) on the SaaS marketing function and now he's launching a C-Level Marketing training program. It's not just for marketers, it's more for those seeking to understand the function and leverage its full potential. Check it out.. https://lnkd.in/geBkVHgR I haven't taken the course, but I've read the book and reviewed the detailed syllabus. Really looks good. Encourage people to check it out. Shiv, btw, I can name a few new chapters/modules to add! Rebecca Carr, Sabra Jan Willner, Amy Love, 🦄Pablo Dominguez, Manish Goyal, Lauren Shleifer Goldstein, 🐶 Jacco van der Kooij, Kathleen Booth, Sam Jacobs, Vinay Bhagat, Bob Wright, Mike Linton, Cathy Benko, Alfonso Pulido, Chris Dent, Gail Moody-Byrd, Sara Varni, Sari Green, Alison Wagonfeld, Katrina Wong, Lisa (Ramirez) Ames, Nipul Chokshi, Jon Miller, Luanne Tierney, Deepak Bahree, Cynthia Gumbert, Micheline Nijmeh, Michael Londgren, Claire Darling, Sydney Sloan, Paul D'Arcy, Meagen E., Craig Rosenberg, John Common, Rajiv Parikh

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A lot of tools are leaving the self-hosted space, but we're choosing to double down on it. Going fully SaaS and not supporting on-prem/private cloud feels like missing out on something that’s objectively important for lots of teams. There's been a massive shift to the cloud for a long time, but there’s also a quiet shift back from SaaS to private cloud/on-prem. People are bringing things back into their infrastructure because they need security, resiliency and control over the tools they use. e.g. Flagsmith is tied to release management, so control over infrastructure is so important. Our goal from day one has been to make Flagsmith really flexible and simple to deploy, so people can choose how they set it up. This means keeping self-hosting. How? Intentionally building a simpler tech stack to support things like on-prem. A lot of companies have tech stacks that are too diverse to spin up a cluster for, so we’re lucky we can do it!

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New From Exit Five: Introducing Our 8 Week Marketing Leadership Accelerator On the heels of Drive, our first annual in-person event that brought 200 B2B marketers to Vermont and whole lot of FOMO to LinkedIn... Today we announced the launch of our first online learning program designed for B2B marketing leaders. I know only 200 of you could come to Vermont, so we wanted to do something that was more widely accessible leading into Q4. The Accelerator is a new 8-week live program designed to help you become a better marketing leader alongside a group of peers. We’ll cover marketing strategy, team management, and provide tactics and templates to help you grow revenue, and grow your career. We have heard strong feedback from our community members that the tactical content is great, but you need more guidance around the path to Marketing Leadership and that's what we'll deliver with this. Each week one of our Exit Five team members will host a live session (virtually) with an expert instructor. You’ll have the opportunity to learn and ask questions about your business and your specific challenges. After each session, there will be online discussion in our private community exclusively for Accelerator members, a place for you to network, plus access to the video recordings, templates, and takeaways from each session. You’ll also get a Certification to take back to your company and post on LinkedIn after completing the Accelerator Program. The 8 week program starts October 3 and will run through November and we'll cover: 1. How To Build Your 2025 Marketing Plan 2. How To Create and Manage a Marketing Budget 3. Building Alignment Between Sales and Marketing 4. Positioning: How To Differentiate Your Product in a Crowded Market 5. How To Use Social Media To Build Brand and Drive Pipeline 6. How To Build a Team and Hire (And When To Hire In-House vs. Agency) 7. How To Work With Other Execs, Sales, and Manage The CEO 8. Marketing Metrics You Should Know (And How To Report On Them) 9. Bonus: How to Make Great Memes The CEO Loves (just kidding, not sure if we'll do this one for this program but LMK if you want ...) We have nearly 1,000 people on the waiting list for this, and I'm excited to tell you that registration is now open. This program is open to everyone, even if you're not an Exit Five member (but there's a $200 discount if you're already an E5 member). Learn more about our Marketing Leadership Accelerator Program here: https://lnkd.in/esEjsmsQ

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Ever wondered whether your product usage and performance is top of the class? Now you can find out! Check out the new product benchmarks from Mind the Product and Pendo.io!

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🎙️ Brand New Ecosystem Aces Episode 🎙️ Had a fantastic conversation with Shannon Tuttle, North America Scaled Partnerships & Go-To-Market Leader at Google, on the latest episode of the Ecosystem Aces podcast! This episode is a deep dive into the intricacies of scaling partnerships and driving growth in one of the world’s leading tech ecosystems. 🌟 What You’ll Learn in This Episode: 🔵 Shannon’s Journey at Google: From a global role to leading scaled partnerships in North America, Shannon shares her experience of driving growth with diverse partners, focusing on long-tail partners that aren’t always in the spotlight. 🔵 Enabling Partners at Scale: Discover how Google empowers its partners through innovative programs like the Delivery Readiness Portal (DRP) and Specialization tracks, helping partners develop technical expertise and unlock funding opportunities. 🔵 Navigating Global vs. Local Execution: Shannon reveals the challenges of balancing global initiatives with localized execution, ensuring partners can deliver value no matter their geography or market focus. 🔵 Career Insights: With an impressive background in International Political Economy from Berkeley and Oxford, Shannon’s career path has been shaped by her passion for economic development and strategic partnerships. Her unique perspective offers invaluable advice for professionals looking to make their mark in the world of partnerships. Whether you’re a partner looking to scale your business with Google or someone eager to understand the future of partnerships, this episode is packed with great insights! Thanks for joining us Shannon! #Podcast #Google #EcosystemAces #Partnerships #GoToMarket #TechLeadership #BusinessGrowth #AI #GoogleCloud Robin Ritenour, Don Tirsell, Whit Crump, Marc Harpster, Dai Vu, Pallab Deb, Amit Sinha, Mahesh Chaudhari, Sam Gong, Nirav Desai, Asher Mathew

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Wiz in the news, and going off in Vendr's marketplace. Today, Vendr transacts ~1% of Wiz’s total revenue. Wiz provides two tiers — Essential and Advanced. ~80% of Vendr buyers choose Advanced. Vendr buyers, mainly from the mid-market, spend about $138k ACV with Wiz, which ranks among the top 10 ACVs on Vendr — comparable in transaction size to Databricks, OpenAI, and Datadog. Mission critical platforms demand higher ACVs. And momentum... Wiz now represents 44% of the GMV in the Cloud Security subcategory on Vendr, a substantial increase from just 10% last year. Makes sense why Google wanted to take a shot at them. 

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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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