Ryan Gridley

In episode #153, I tackle bookings data. I see problems over and over in how SaaS companies track or don’t track bookings data. - New ARR - Expansion ARR - Contraction ARR - Renewals - Feed S&M metrics Primer on software bookings: https://lnkd.in/gRW6AWsm Listen to the episode here: https://rpb.li/2p1v #SaaS

2

New RevTech Episode out! 🚀🚀 LeanData showed us how they enable hundreds of GTM & sales workflows for customers to grow revenue 📌 📌 Christine Maxey wowed us with her retention programs & revops knowledge 💡💡Hendrick Lee's product chops gave us a new lens into market trends and AI Check out the recap blog and listen to the full episode here: https://lnkd.in/eimPNqty #b2b #saas #revenueprotection #orchestration

16

The #1 struggle for RevOps teams trying to generate more revenue with less cost is… prioritization. There are multiple areas RevOps can work on to be more “revenue efficient” but where should they focus on first? Eddie Reynolds, CEO of Union Square Consulting, probably the OG of RevOps, says RevOps teams should use the Revenue Efficiency Pyramid as a rubric to ask the right questions and gauge the limitations of their RevOps strategy. This will help them find out the most important areas that are BROKEN and need to be PRIORITIZED. Watch the full episode to learn more about the Revenue Efficiency Pyramid along with other tactics and frameworks that will help fine-tune your RevOps strategy. Trust us, you won’t want to miss this episode! Revenue Efficiency: Generate More Revenue with Less Cost https://lnkd.in/gEjAqQ7y 

7

Portfolio company Sequence has just launched their CPQ Product for B2B software businesses with hybrid pricing, designed specifically for Fintech, AI, and B2B SaaS startups. This release powers B2B teams to: Build and e-sign flexible pricing proposals or contracts: For teams selling custom deals with usage tiers, minimum commitments, or ramped pricing, Sequence CPQ works for any pricing model or deal term. Implement an intuitive product (synced with the CRM) to power sales productivity: "Sequence is like a notion page supercharged with pricing tools." Automate finance: Once a quote is executed teams can automate all downstream billing, invoicing and revenue collection workflows.

19

Want to learn more about how Altify simplifies selling? Watch this video overview and see why we're the only vendor uniquely positioned at the effective intersection of a software provider and training partner. ⬇️ https://lnkd.in/gxhs9h8D #AccountPlanning #Altify #Salesforce #SalesSoftware #Selling

7

SaaS teams aren’t stagnant, and their compensation plans shouldn’t be either. But the two rarely stay aligned as targets, teams, and the market change. Historically, it’s been too hard to adapt and introduce plan changes without major disruption to sales, operations, and payout processes. That is… until now. Today, we are excited to announce major platform enhancements that give Sales, Finance, and RevOps leaders adaptability and usability in a commission tracking platform. Features like a first-of-its-kind Mapping Manager that allows users to build data logic once in a template, save it, and re-use it anytime they need to add a new comp plan and connect to its data source. (A massive time saver.) Our Manager Plans and Dynamic Team Assignments are designed to seamlessly support the shifts that occur when reps transition between teams. These features ensure that your compensation plans stay aligned with your evolving team structure. And a new multi-level approval process ensures that by the time Finance gives its final sign-off on commission earnings, reps and sales leadership have already seen and approved their earnings, streamlining the payout process while giving reps more ownership over their commissions. We are constantly listening to our customers and evolving QuotaPath to address their biggest pain points. Thank you to everyone who contributed to today’s announcement, which positions QuotaPath as the most adaptable commission software on the market. Check it out below. #RevOps #commissions #software #adaptability

48

17 Comments

When you’re evaluating sales/revenue operations in B2B SaaS, you have THREE options: Manual Quoting Building a Homegrown Tool Buying a CPQ Platform Our latest blog by Matt Mitchell dives into the pros and cons of each approach, and helps you find the best fit for your team. Here’s a Sneak Peak: Manual Quoting: Quick start, but prone to errors & inefficiencies Homegrown CPQ: Customizable, but resource-intensive & very hard to scale Buying a CPQ: Efficient and scalable, but choose wisely to fit your unique needs Read the full blog and transform your quoting process today! https://buff.ly/3ySNhJC #CPQ #MonetizeNow #SalesOperations #B2B #Tech

4

Win rates are declining, but buyer expectations have never been higher. The pressure is on for sales teams to deliver—quickly and flawlessly. #demoautomation has emerged as a critical tool for GTM orgs to tackle these challenges (and more) head on. Want to know more about the 4 trends that are driving demand for demo automation? Check the comments. 

9

2 Comments

Overwhelmed trying to manage your SaaS? It's time to break the cycle of missed renewals and unrealized strategy: https://lnkd.in/gkbupp3X Join Erin Guagenti (Peterson)and Dawn Tiura for "Beyond the Survival Guide: maximizing SaaS ROI" to learn how to: ✅ Gain visibility into your SaaS ✅ Streamline processes ✅ Optimize spend Let's move from reactive to proactive management! #procurement #webinar #saasmanagement

16

1 Comment

David Yockelson joined James Kaikis on The New GTM Playbook to break down all things demo automation. Is demo automation overhyped? Are we overselling these solutions? His take: too often, there’s often a lack of clarity about which demo methods work best for which scenarios. We need to talk more about the specific problems each method solves to set the right expectations and drive better outcomes. We couldn’t agree more and can’t wait for you to hear all of David’s insight. If you want to watch the full episode head to the link to the video to drop your email and we’ll let you know as soon as the series goes live. 

19

3 Comments

Our own Jeffrey Serlin recently sat down with RevOps Review podcast host Jeff Ignacio to talk about annual GTM market planning -- a timely discussion as 2025 goals, budgets, hiring plans, and initiatives are hot areas of focus at the moment. #salesplanning #revenueplanning #revenueoperations #revops #salesops #2025planning Give it listen! https://lnkd.in/eNvMD4QG

10

📢Webinar Happening Tomorrow! Topic: You Can’t Control IT Costs without Managing SaaS 📅September 26, 2025 | ⏰ 11:00 AM PST Is SaaS sprawl draining your IT budget? Join Jim Rapoza, VP & Principal Analyst at Aberdeen, and Zach Bosin, Head of GTM at Josys, for an insightful Spiceworks Webinar! They'll be diving into how SaaS management solutions can help you gain full visibility into your software spend, eliminate redundant subscriptions, and enhance security. 🔑What You’ll Learn: ▶️The hidden costs of shadow IT and SaaS sprawl. ▶️Strategies to regain control of your IT environment. ▶️Real-world examples of businesses that optimized their SaaS usage and cut costs. There’s still time to join us—don’t miss out on these critical insights! 👉 Register here: https://hubs.ly/Q02R8T2c0 #SaaSManagement #ITSolutions #CostOptimization #ShadowIT #Josys #Spiceworks #Webinar #ITEfficiency #TechWebinar #Cybersecurity

1

🚀Aviso Sales Tip:  Mastering Deal Pull-Ins to Crush Your Quota! Aviso analyzed thousands of deals from top-performing customers and sales reps to provide insights into the art of deal pull-ins. Here’s what we found: 🌟 Reps who have clear visibility on which deals can be closed this quarter, even if they’re from the next, consistently outperform their peers. 📊 As of Q2 2024, Aviso customers uncovered a potential pull in the pipeline of over $5 million of deals sitting in future quarters, closed, and won $2.8 million or ~55% by the amount in the immediate quarter. A strong pull-in strategy not only helps close the quota gap but also makes life easier for managers by hedging against unforeseen deal slippage. 🔥 With Aviso’s superior deal pull-in model, reps consistently achieve higher quota attainment, with over 75% of them exceeding their targets and becoming best-in-class performers. 🔗 Learn how Aviso can boost your quarterly sales with the power of pull-in deals: https://lnkd.in/gZJjDnA6 👉 For more sales tips and tricks, follow us! #B2BSales #SalesStrategy #QuotaCrushing #SalesTip

5

As a startup, you're likely familiar with the benefits of fractional leadership—whether it's a fractional CFO or CIO. But have you considered the significant advantages of bringing in a fractional Salesforce consultant or Administrator to leverage the full power of your CRM solution without overspending? Just like fractional executives, Gold Ridge provides expertise on demand, offering flexible solutions tailored to your business's growth needs. https://lnkd.in/gS8HpaUq

1

"RevOps is an internal service organization" for your company's executive team and go-to-market leaders. On a recent episode of RevOps Champions, John Marcus III shared his take on the pivotal role of revenue operations for business growth and success. Here are a few takeaways from that conversation: 1️⃣ When filling a RevOps role within your company, hire individuals with frontline experience in sales, marketing, and customer support. These folks will be knowledgeable and empathetic when creating metrics and compensation plans that motivate and support employees. 2️⃣ RevOps professionals are becoming increasingly important to leadership teams. RevOps plays a supportive role, contributing to the scalability and growth of businesses by enabling cross-functional alignment. 3️⃣ Alignment between marketing, sales, and customer service teams is critical. The harmonious collaboration of these departments creates a seamless journey for customers as well as internal teams. You can find the link to his full episode in the comments 👇

2

1 Comment

Here's a model for SaaS CEOs and CROs working to build out sales incentive plans. Thanks to FLG Partner and CFO Eric Mersch (author of Hacking SaaS) for sharing this thoughtful article with specific examples. https://lnkd.in/exupCu5F #SaaS #SalesIncentivePlans #CEOInsights

15

Jared Barol led GTM strategy & ops at Salesforce, Reputation, and more. When it comes to balancing focus and innovation - two very different, but key components of GTM, Jared is the go-to guy. He joined Stephen M. Lowisz on the GTM Secrets podcast to discuss growth, innovation, and more. Get the full episode on all major podcast platforms! Link in the comments. #gtm #saas #b2bmarketing