Patrick Quinlan

How do you set your deal priorities? Sales leaders are pretty good at this. But they can do better. The Efficient Frontier For Sales shows you where to focus so you maximize sales for the risk you are willing to accept. On average deal portfolios on the Efficient Frontier produce 58% more in-quarter sales than prioritizations based on stage, deal-size, forecast category, or deal-scores. Want to see how this works? DM me for that case study. #salesmanagement #salesleadership #salesenablement #salesoperations #revops #revenueoperations #salesops #analytics #datascience #forecasting #sales

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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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"The journey to $10M ARR in the enterprise market is challenging but rewarding" SSOJet just released a fantastic guide titled "The $10M ARR Playbook" and they dive into the necessary components that your business needs to consider to level up. Whether it's defining that enterprise ICP or prioritizing customer success, they say "The journey to $10 million ARR in this arena is a different beast altogether. It requires more than just a great product – it demands a strategic shift in how you build, sell, and support your solution. B2B SaaS: The $10M ARR Playbook https://lnkd.in/gyfndrHi

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Regain control of your SaaS applications to better understand your risk exposure and expense management.

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Catch up on Adam Robinson's journey on The Force & Friction Podcast as he discusses scaling a SaaS company from $20M towards $50M ARR. Watch the full episode here: https://bit.ly/3YzjaBH "It’s a game of different rules at each stage". #ForceAndFrictionPodcast #RevOpsLife #GTM #SaaS #B2BGrowth #EntrepreneurJourney #ScalingUp

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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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💡 A New ROI: CPA+ When ChatGPT hit the scene, our CTO, Bill Fischer and his team wasted no time diving into the potential of LLMs. Our goal? To fundamentally transform recruitment advertising. 🌐 Our vision: We deliver candidates! That vision is becoming reality. In Q1 2025, we’re not just delivering candidates—we’re delivering on our promise and creating a new pricing model. Enter CPA+: only pay a fixed fee per candidate, ranging between $20 and $100, based on the target group and geography. Here’s what makes CPA+ revolutionary: CPA: Cost Per Applicant—pure and simple. +: A qualitative match between the candidate’s info (think CV or LinkedIn profile) and the job description. With CPA+, the source of the candidate doesn’t matter anymore. 🌟 Whether they come from social media, job boards, niche channels, or even news outlets, all that matters is that you get the relevant candidates. VONQ’s algorithms take care of the heavy lifting, publishing jobs across channels with top-notch performance data and delivering vetted candidates straight into your ATS. 🌟 A New ERA of Recruitment Advertising & Automation AI is reshaping the world of recruitment advertising. 🌎 Twenty years ago, Monster led the charge with online job postings. A decade ago, Indeed revolutionized the pay-per-click model. Today, AI is accelerating the pay-for-performance model, bringing us closer than ever to the ultimate goal: the hire. 🎯 Last week, we hosted a webinar for our ATS partners to unveil our strategic direction and 2025 roadmap. The excitement after the webinar for CPA+ was off the charts! 📈 With HAPI CPA+, our ATS partners and their customers are stepping boldly into this new era. It’s not just about candidates, clicks and applicants; it’s about delivering the right match and getting closer to what really matters—the hire. 🏆 VONQ is incredibly excited to be shaping this new era! 🚀 #RecruitmentAdvertising #ATS #Innovation #HAPI #CPA+ #AI

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If you’re in PE BD, this episode is a must-listen. Bill delivers a masterclass on how PE firms should partner with operators / CEOs to shape an effective M&A strategy. He also dives deep into the right way for deal sourcing pros to approach and connect with founders. Huge thanks to Bill Nunan for his time and insights! Dan Herr remind me, how much are we charging people for all of this content?

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Speed to lead might sound simple, but the architecture behind it is anything but. ZoomInfo's demo routing is powered by Zoominfo Enrich, which we used to create a system of models and workflows for SDRs to connect prospects with closers (AEs). As always, our goal is to optimize outcomes while maintaining equitability for reps. Let's break it down: ⚖️ Balancing Model: Designed within Salesforce, this system prioritizes demo allocation by evaluating the number of eligible events over their event quota over a rolling period to ensure a fair distribution of leads among AE cohorts. 📏 5 Tier Prospect Scoring Model: Dynamically assesses and assigns prospects to a tier based on channel, segment, win rate model, and title department rating collected and enriched at the time a prospect fills out a form via ZI form complete.. 🏆 Win Rate Model: Leveraging ZI enriched data points, this model refines demo allocation by categorizing prospects and accounts into win rate cohorts based on thousands of ZoomInfo’s industry-specific and title data points, such as # of sales employees and recent funding activity all help pinpoint the best meeting. ✅ AE Tiering Eligibility: Based on segment and ACV quota, AEs are eligible from anywhere from 1 to 4 tiers of demos. The demo router matches eligible AEs to a prospect tier to determine whether or not an AE is best suited for this particular meeting. 🗓️ Availability Integration: Through direct integration with Google Free/Busy API, we prioritize speed to lead by matching AE availability with the time the SDR coordinated with the prospect. This way we can book more same-day and next day meetings. The magic is that an SDR simply has to hit a button to initiate this process and schedule a meeting, making the handoff and tracking practically seamless We're continuously refining our model to adapt to nuances like PTO, market changes, and shifting demands to keep our leads flowing as quickly and smoothly as possible. See what Steven Bryerton, our SVP of New Sales has to say about Speed to Lead 👉 https://lnkd.in/gSQ5JyrD 

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Hot off the press, here is our strategy paper on The Future of (MSP) Work, which provides a deeper dive on why we see Productivity & Work Analytics as the next big opportunity for #MSP. Stay tuned for the upcoming thought leadership series on #futureofmspwork from Produce8 🚀 Chris Day Joel Abramson Marco La Vecchia Janice Siddons, Executive MBA Joe Panettieri Shar Oborowsky Ryan McGinnis

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🎉 Exciting News Alert! 🎉 🏢 Are you ready to streamline your lease renewal process? Look no further! I'm thrilled to share our latest release, designed specifically to revolutionize how you manage lease renewals. 🚀 ✨ This new update offers a seamless and efficient solution to handle lease renewals, empowering property managers to save time and resources while ensuring a smooth transition for tenants. 📑💼 Check it out! 💙 #realestateaustralia #realestatenewzealand #propertymanagementaustralia #propertymanagementnewzealand #innovation #justthebeginning

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“Lack of visibility is the enemy of revenue.” Joe Vitalone (Strategic Advisor, Extreme Networks) said this on a recent Clari webinar. And I couldn’t agree more. Without visibility, CROs and revenue leaders: - Miss critical deal insights that could help prevent slippage or loss. - Struggle to set accurate forecasts because they don’t have a full view of the pipeline. - Lose alignment as marketing, sales, and customer success aren’t operating from the same data. - Fail to spot revenue leaks early, allowing problems to grow unnoticed. Visibility isn’t optional for revenue professionals — it's a must-have.

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🎙️ Excited to share lessons from the latest episode of *Lessons in Leverage.* Learn how to Maximize your Impact, Calibrate Your Compass and Future-Proof Leadership . Full episode at lessonsinleverage.com

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David’s S&M as a % of net new ARR is basically the same thing as net new CAC ratio and at 2.3x it’s running high. Even if you back out stock-based compensation (SBC) it’s still running above 2.0x. And these are best-in-class public companies. But despite historical comparisons is 2.0x too much to pay for a $1 of new ARR? It depends, mostly on expansion potential and stickiness. If paired with a high NRR, it works. If paired wtih a low GRR or a short CLT then it might well not. But, more than anything, make sure you look at it both ways — relative to past norms and relative to future value.

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Q&A with Xactly CFO Jason Godley — key trends in the SaaS market, how to navigate business uncertainty, and why finance chiefs need to act as chameleons. More in his article with CFO! http://spklr.io/6040qwA2 

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Are you a founder of a SaaS company considering a fractional CTO? Burke Autrey, former CTO and current CEO of Fortium, understands your needs. That's why Fortium offers Technology Leadership-as-a-Service, available virtually, fractionally, or on an interim basis, providing you with the right level of support exactly when you need it. 👀Watch our video to learn more - or visit https://gag.gl/zvEQqX #leadership #saas #technology

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2025 Is When... VCs & Boards realize transactional tech vendor leaders cannot execute a Profitable, Efficient, and Growth business model. It's not their fault. They never gained the experience, and their compensation is not aligned to execute this model.

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Customer Success isn’t just about keeping clients happy, it’s a boardroom-level conversation that investors will scrutinize. ⬇️ At #SaaStr2024, Nick Mehta from Gainsight broke down 10 critical questions that every founder and customer success leader should be ready to answer when engaging with investors. #CustomerSuccess #SaaS #TreeAndLeafPartners #NickMehta #Investor #Leaders #SaaStr2024

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Force and Friction Podcast is back with a new episode featuring 🚁Roee Hartuv from Winning by Design Roee dives into a game-changing concept for SaaS founders: Revenue Architecture. Did you know 60-80% of revenue often comes from existing customers? Roee breaks down why investing in post-sale teams can deliver compounding value over five years. If you're serious about maximizing retention and expansion, you won't want to miss this conversation. Episode goes live Tuesday 12/03/2024 #ForceAndFrictionPodcast #RevOpsLife #GTM #Bowtie #RevenueArchitecture

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