Sandra Bustos

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

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Our partnership with Brex now gives us unparalleled insight and breadth in SaaS purchasing reports

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Just saw the latest article from the SF Chronicle about Bay Area road conditions, and it’s a stark reminder of how much work we have ahead of us. While we’re making headway in the region (shoutout Stacy Hanstad!), it’s clear that many communities are struggling with deteriorating roads that impact daily life. At vialytics Americas we believe we can help turn this situation around. Our AI-powered road management system captures detailed road condition data every 10 feet, allowing municipalities to identify and prioritize repairs more effectively. This proactive approach means cities can tackle road issues before they escalate into bigger problems, ultimately making our roads safer and more reliable for everyone. With our technology, municipalities can: - Make informed decisions: Get real-time insights into road conditions, enabling smarter maintenance strategies. - Save money: By addressing issues early, cities can reduce long-term repair costs and allocate budgets more efficiently. - Enhance safety: Improve overall road safety for all users, from drivers to pedestrians. The #BayArea deserves better roads, and with the right tools, we can make that happen. Let’s work together to improve our infrastructure and support the communities that rely on it! #roadmangement #california #sanfransisco #roadcondition #potholes #publicworks #govtech #innovation

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An epidemic of delayed revocations has infected the public CA community. @Tim Callan and @Jason Soroko track delayed revocations since the beginning of 2021, examine the trend line, and discuss root causes. Listen at @Sectigo here: https://lnkd.in/dVrRJpn2

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BusinessTime can help California businesses navigate wage and hour issues, including meal and rest breaks, by providing automated tools and insights that ensure accurate tracking and adherence to labor laws. Here’s how: 1. Automated Tracking for Meal and Rest Breaks • Compliance Monitoring: BusinessTime tracks when employees take their meal and rest breaks, ensuring compliance with California’s labor laws that mandate specific break periods. • Alerts and Notifications: Automated reminders can notify employees and managers when breaks are due, reducing the risk of violations. • Detailed Reporting: Provides clear records of break times, which can serve as evidence of compliance in case of disputes or audits. 2. Wage Calculation and Accuracy • Accurate Payroll Processing: BusinessTime’s precise time logs ensure employees are compensated correctly, including overtime calculations, avoiding costly underpayment or overpayment issues. • Customizable Settings: Tailor the system to reflect California-specific wage laws, including split-shift premiums and differential pay. 3. Insights and Reporting • Real-Time Insights: Managers can monitor compliance in real time to address any deviations immediately. • Audit Readiness: Maintain detailed, organized records of work hours, breaks, and policies to streamline audits or legal proceedings. 5. Employee Accountability and Transparency • Employees have access to their own time records, fostering trust and reducing disputes related to missed breaks or incorrect wages. Why This Matters for California Businesses With stringent wage and hour laws, businesses face significant penalties for non-compliance. BusinessTime not only reduces the administrative burden but also minimizes the risk of lawsuits and ensures adherence to California’s labor standards. By implementing BusinessTime, businesses can proactively address compliance challenges, protect themselves legally, and create a fair and transparent workplace. It is easy to get started. email [email protected] #WageCompliance #TimeTracking #LaborLawSolutions #WorkforceEfficiency #BusinessAutomation https://lnkd.in/eHtHrSQQ

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Churn rates in SaaS are often taken for granted. A 5% churn rate? Sounds manageable until you unpack the numbers. If you're losing customers at that rate every month, you're left with less than half of your original users by the end of the year. The average B2B churn rate might be lower due to the methodical decision-making process, but there's no getting around the fact that B2C companies are more susceptible to quicker exits. Voluntary churn is where the real battle lies, as buyers pull the trigger on cancellations for reasons ranging from budget cuts to outright dissatisfaction. So, what's the play? You need to visualize your churn as a strategic battleground. Whether it's by tightening your onboarding processes, identifying churn indicators early, or even tailoring your cancellation offers, the aim is simple: keep the customers you’ve worked hard to acquire. Churn isn’t just a metric—it's a mindset. Let's debate: Is it smarter to accept a higher churn as a given in a rapidly changing market, or is the focus on reducing churn at all costs a more sustainable strategy? Keep it civil, folks. https://lnkd.in/ehMpvWed

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Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/g9gnGrdz  

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What do companies like Miro, Zapier, Cisco and JLL all have in common? They're all sending folks on their RevOps team to #RevOpsAF 2024 in San Diego, that's what. 😎 Yes, we will have some amazing workshops and sessions led by folks like: Ali Rastiello (VP RevOps at Health Catalyst) Anjai "AJ" Gandhi (Chief Growth Officer at Marlin Equity Partners) and Daphne Costa Lopes (Director of CS at HubSpot), to name a few. And yes, we'll also have some incredible offsite experiences included with your ticket, like: 👻 Taco and tequila tasting plus a ghost tour (courtesy of Scratchpad) ⛴️ Ferry ride + Coronado Island walking tour (courtesy of Subskribe) 🍻 Ocean Beach brewery tour (courtesy of Openprise) 🧘 Yoga and Meditation on the beach (courtesy of RevOps Co-op And double yes, other folks are planning activities around the event like: 🤝 A MarketingOps.com meetup by Mike Rizzo and crew ⚾️ Andy Keehn and the folks at Prolifiq are getting a group together for a Padres game But I think the most incredible thing about RevOpsAF 2024 is the attendees. 🚀 So if you wanna hang out with best-in-class revenue operators for a few days, then join us why don't you? 🙂 Learn more → revopsaf(dot)com #revops #revenueoperations #salesops #salesoperations #marketingops #marketingoperations #mops #conference #inperson #professionaldevelopment

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I've seen a few conversations lately about PMM charters. Charters are a powerful way to introduce, or relaunch, PMM to your org. A comprehensive charter to should outline: 1️⃣ why PMM exists at your org 2️⃣ your primary responsibilities 3️⃣ your processes and activities 4️⃣ how to leverage PMM If you're looking for another example of a product marketing charter to leverage, check out this one from Pranav Piyush on Reforge. I find the section on success criteria to be especially valuable. https://lnkd.in/gU5Q4tbK Note: you need to be a member to access this but Reforge has a free 14-day trial.

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Do you know how much the internal meeting you just had cost? Was it really worth it? At airevplatform.com, we tag, report, and track every hour spent by the team. This practice was in place before I joined—it was initially geared towards engineers—and the salesperson inside me initially revolted against it. Let’s be honest, nobody enjoys tagging hours. Over time, though, it grew on me. Tagging still sucks, but the data we gather is priceless. Now, we can easily track the cost of every meeting, and I can measure each person's individual efficiency, even for part-time team members. Here are some examples of the conversations we are having: "You were prospecting for 4 hours each day for a week and got no leads? We either have a volume problem, a messaging problem, or a targeting problem. Let's dig in." "I spent 1 hour prospecting last week. Am I overwhelmed with meetings? What kinds of meetings?" "How much did we spend to acquire this client? Was it 15 calls for $99/month contract with no expansion potential?" "We invited 20 people to a meeting that really only required 3? Let’s examine this and make sure we don’t overspend on the planned budget in the future." As our company grows, I may ease some of the rules around tagging and automate it as much as possible, but this method has opened my eyes to a lot of efficiencies and inefficiencies in our process. In a world where bootstrapping and profitability are becoming cool again, this approach is one of the ways to keep track of what's working and what's not.

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If you want successful tech implementations, you need to do the work. You can't just blame it on the vendor or the analysts. I recently spoke on the Ahead of the Heard podcast with Sr. Dir of Customer Success at Brex, Ben Terrill about CS tech and how he sees the future of #customersuccess. One thing I found enlightening was how lean tech stacks can be. Most people I speak with have rampant tech bloat. Ben's team on the other hand runs a lean tech stack, focusing on making effective use of tech rather than having a slew of excess tech. Full link in the comments. #b2btech #procurement #sales

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SaaS leaders tell me the same thing: "We need more leads, but good ones." That's where WMAmerica comes in. We don't do fluff. We do results. When I joined, my mission was simple: help SaaS companies grow fast. Not just any leads, but the right ones. Take one client: They had product-market fit but zero lead flow. In 3 months, we: 1. Boosted qualified leads by 60% 2. Closed 5 new major clients 3. Got them scaling like never before Another founder? Sick of bad leads. We stepped up and: 1. Booked 30+ meetings with perfect prospects in a quarter 2. Grew their revenue by 40% Lead gen is tough, but with the right partner, it's a game-changer. Ready to see results? Let's talk.

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In the wake of the California Minimum Wage Act, many businesses are grappling with the added pressure of increased payroll expenses. To adapt to these changes, it's important to explore sustainable solutions. Businesses can choose to reduce labor, increase prices, automate operations, or a combination of the three. However, cutting labor hours may have negative consequences for revenue and customer experience. Investing in technology offers a practical solution to mitigate labor costs. Automation and AI can streamline operations and increase efficiency. GRUBBRR®'s technology can make a substantial impact on automated customer service, operational efficiency, and data analytics. Check out the self-ordering platform and digital innovation that GRUBBRR® offers to help your business adapt. #GRUBBRR #BusinessAdaptation #MinimumWage #TechSolutions #CaliforniaBusiness #selforderingplatform #retail #qsr #digitalinnovation #kiosk Samsung Electronics America https://lnkd.in/ekbqXRQY

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How to put the Rev back in RevOps 🏎️ That's what Annie Dean and I are going to be speaking about at OpsStars next month. With RevOps Co-op, I've had a front row seat to the evolution of the RevOps function over the last several years. And I've seen a few main trends: 1/ RevOps is global (lots of growth outside of US) 🌎 2/ RevOps isn't just for software / technology companies (lots of growth outside of this sector) 🧑🏻‍💻 3/ RevOps is not SalesOps rebranded 🙅🏻 Gonna get into the details of these things and more with my session on 09/18. If you'll be in the Bay Area on 09/18 ping me, I'd love to get together for a coffee ☕️ , a workout at the local CrossFit gym 🏋️, or a run 🏃 #revops #revenueoperations #salesops #salesoperations #marketingops #marketingoperations #mops #sops #gtmops #alltheops

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So we've got this whole #RevOps meme competition going over at RevOps Co-op with our partner Fullcast, The Go-to-Market Cloud And while I can't compete myself because, ya know, ethics, rules blah blah blah 🙄 That doesn't stop me from generating meme inspo for you all 😄 This one is for all of us out there that have been completely devoured and seemingly taken over by a demon during #territoryplanning season But through a RevOps exorcism have lived to talk about it 😅 So might I suggest that on your first full work week following the Thanksgiving holiday To take a little break from work, b/c you know you deserve it, And spend about 5 minutes creating a RevOps meme for yourself (I personally use Imgflip) And then submit that 🔥 meme at the link in the comments 👇🏻 PS there are some pretty sweet prizes too 😏 #revops #revenueoperations #salesops #salesoperations #marketingops #marketingoperations #memethrowdown24 #sops #mops #csops #cxops #gtmops #alltheops

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Update: Turns out Customer Success gets crazy ROI from Daydream. Increases CSM capacity by 25-50%, grows NRR, lets leaders/CSMs be strategic v. tactical. Just watch. We're leaning into Success hard. Success teams are stretched thin & under more pressure than ever. Growing their book of business means digging deep into each account, pulling data from multiple sources, researching news & role changes, revisiting past calls, mapping that to ICP-specific playbooks. It's basically impossible to do that well across 50-300+ accounts. So accounts get neglected. Opportunities get missed. We give Success AI-powered leverage, the power of 1000 revenue analysts digging deep into every account, looking at past calls, product usage, marketing touches, etc. and pulling out insights and recommendations that help you expand your book of biz, without having to throw bodies at the problem -- Scaled Success. If you are or know a Success leader, lmk and we'll get a magical result. Key use cases: - 1-click QBRs, with pre-drafted analysis - Magical Account Planning (Researched For You) - Customer Health/Churn/Expansion Flagging + Next Best Actions (Pre-Drafted) - 360 Customer + Book of Biz Views w/ All Relevant Data - Pulling Insights from Transcripts/ Calls -- e.g. Risks, Product Feedback Trends - Analytics & NRR

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I am going to take the other side. In my experience, metrics that people are judged by drive behavior. I understand why retention dollars is an important CCO metric, but any flavor of sales metrics into a CCO role impacts their behavior and that of their staff. I have always believed that the CCO and their organization is meant to be the advocate and the voice of the customer. The moment that the CCO and their organization's comp/performance is driven by selling to the customer, their intentions come into question. I still believe there is immeasurable value in being able to tell the customer, truthfully, that no one's compensation in the CCO's organization, including the CCO, is driven by selling them anything. The moment you put the CCO under a CRO, unless you structure their role, performance, and compensation under the CRO as net retention only, you lose legitimacy. I think that there is value in having positive friction between the customer and sales groups at any company. There needs to be an ongoing push/pull between them to ensure that the customer is getting the value that they deserve. Customer advocacy needs to continue. Retention should be the driver, not revenue expansion, for the CCO and their organization.

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This time of year for compensation professionals has us acting like a physicist trying to split the atom. Simultaneously closing current, opening a new year, day-to-day activities, maintaining some level of sanity, and oh yeah the holidays. More about "making a list" and gifts in few.... Over the past quarter we have continued to grow our sales compensation community to over 260 companies with 350 members. These members have: 1. Broadened their sales compensation network (locally and virtually) 2. Discuss their challenges and solutions to common issues 3. Heard from the market leading firms to prepare for planning discussions 4. Had some laughs about how we all got into the field.... We would like to "make a list" of items that we could use to provide even more tangible solutions and tools that our members can use at their organizations next year. Take a look at our registration, and submit a topic / request we could get into our backlog. Samples below: - Technical solutions - log a specific problem or module you would like to use, and we'll create a knowledge base article to help you implement it. - Specific benchmark metrics to support internal conversations (operations or design related. - Others? https://lnkd.in/euctyMbg Please note: Our gift to you has been to remove cold calling from our GTM strategy, and invest these dollars in delivering value to the community.

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Operational planning is dreadful - period. In our second episode of The Ops Drop, we’re talking all things planning with Julia Kim. Julia is a seasoned RevOps leader and an adjunct instructor at Columbia, so you know she’s bringing the good stuff! We dive into: - The role of RevOps in leading planning - How to know when it’s time to adjust your plans - Making operational planning more agile and less... painful Check out the highlights below and the full episode is here: https://lnkd.in/ghyQbhd7

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