Scott Berkson

🚀Discover how Josh Glover's experience at nCino, Inc. shapes his role as President & CRO at FloQast — and why he’s excited about the company’s future! 🚀 In this episode of "Blood, Sweat & Balance Sheets," Josh shares with Mike Whitmire how his insights from scaling solutions at nCino guide FloQast’s strategic expansion into new offerings. 🔍 Key Takeaways: - 🏦 How lessons learned from nCino are influencing FloQast's approach to developing new offerings, such as compliance. - 🧩 The critical role of FloQast experts and users in customizing products to meet specific customer needs and deliver real value. - 🛠️ The importance of tailored marketing, engagement, and expert support for each new solution to address unique challenges effectively. Tune in to hear Josh’s perspective on leveraging past experiences to drive future success at FloQast. https://lnkd.in/g5t7kGpV

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Personalization? It's not rocket science, but it's EVERYTHING at the C-Suite level. 🤯 If you're trying to sell to a CEO, you BETTER be coming prepared with insights tailored to THEM. 🗣️ Henry Schuck, CEO of ZoomInfo, gives us his take. 🔥 No more generic pitches - they're not cutting it! What are your thoughts on personalization in sales? ⬇️ #sales #leadership #businessdevelopment

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📊 RevOps Leaders: Maximize Your GTM Impact at GTM2024! 💼 Join us for an exclusive workshop at Pavilion's GTM2024 in Austin: "Optimize Your GTM Motions to Maximize Revenue" 📅 October 16, 10:15-11:00am CT 📍 Sage - 4th Floor 🎙️ Led by: Dave Boyce (Chairman at Winning by Design) and Rich Taylor (VP Marketing at Zenlytic) In this session, you'll learn to: - Fine-tune your GTM processes for peak performance - Leverage data to drive decision-making - Align RevOps with overall business strategy Don't miss this chance to elevate your RevOps game. See the link in the comments to save your seat! #GTM2024 #GTMStrategy #RevOps #RevenueArchitecture

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I shared my thoughts with Dom Nicastro before #Opticon which were quoted in his coverage of the event for CMSWire. The article itself gives a great overview of the announcements at the event and where Optimizely is going. Having attended the event, I'm even more excited on where they're going. Opti CMS 13 is expected in Q2 2025 and will bring parity between PaaS and SaaS for headless and Visual Builder. Adding #headless SDK's for #NextJS and other frameworks will make it easier and faster to get value from headless architecture. And the previews I saw of actually integrating in Experimentation and Personalization right into Visual Builder will make it a very compelling offering. Given all this, the inflection point where a majority of new Opti builds will be headless instead of .Net based is pretty close if not here already. Besides that, I was really impressed with the rest of their suite. #CMP was a stand out, especially around Opal and it's use of AI. The dashboarding capability of their latest acquisition NetSpring and what they've been able to do to correlate experimentation results with other KPIs is impressive, especially considering they've only been working on it for 4 weeks. Really bullish about Optimizely coming out of Opticon. At Altudo, we'll be sharing our takeaways and thoughts on strategy coming out of the event in a webinar in a couple of weeks. You can sign up here: https://lnkd.in/er6t7CVe

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And we're back. One of my absolutely favorite episodes of The GTM Kickback! to date. Richard Brasser - an insanely sharp GTM leader with over 2 decades of sales leadership, executive work, entrepreneurship, and GTM consulting experience with some of the top software vendors in the world - joined me for a little over 30 minutes We talked everything that it takes in 2024 to drive your company towards a more modern, AI enabled, GTM machine - Enhancing your ability to forecast (both as a leader and a rep) - Developing TRUE ICPs based on realtime data & buying trends - Hire better reps that hit quota more consistently - Create IMMENSE amounts more predictability in your revenue models, profitability, and success metrics across the business Absolutely brilliant thoughts from Richard on all of this - a must listen for anyone toying with AI in their operating structure and looking to make more money this year using it. Full link in the comments below 👇🏻⬇️ #GTMSearch #GTMKickback #SaaSSales

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Migrating from Marketo to HubSpot? Don't sweat it! In just one week, our FREE webinar dives deep into key considerations, timelines, and best practices for a smooth transition. Get expert tips to make your move a breeze>> https://hubs.la/Q02v0mvr0 #MarketingAutomation #MarketoMigration #HubSpot

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One of the classic traps as a revenue leader once you are past $20M in revenue? Mistaking *activity for progress* 🤷🏽‍♀️ When the pressure to deliver $$ is high and your existing game plan isn’t driving the results you had hoped, it’s easy to want to abandon your plan and try ‘new stuff’ to find a way to win… 😅 But sometimes this translates to a CRO special called: ‘Change for the sake of change’ 😩 It’s typically well intentioned and comes out of desperation to improve things. But if it isn’t well thought it can lead to.. 1️⃣ thrash for your teams with the constant in directions 2️⃣ poor execution across the board given the multiple initiatives and the chaos this type of leadership brings 3️⃣ loss of long term confidence in strategy and leaderships ability to pick the right one for the company Don’t get me wrong — being agile and making changes in real time as you get insights is a key part of revenue excellence but it has to be well thought out at scale… ✅ Strategy: A well thought out strategy coupled with an execution game plan ✅ Patience: making sure you are giving enough time to each leg of that strategy ✅ Opportunity Cost: Considering the cost of adding new initiatives to the existing work As you go from a scrappy startup to scaling up, the hardest thing to do is say no and hold the line on prioritization. 🔑 Say no to say yes 💪 That’s where excellence lives!! Happy scaling friends 💰 #changemanagement #cro #leadership #decisionmaking #revenueleader

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Consultants are stuck in spreadsheets...but so are CEOs and Value Creation teams...Here are the top benefits of getting UNSTUCK: -We teach teams how to actually run their business better -The system connects the front line executors to the actual strategy -The Centrae Platform serves as a centralized place for your GTM motion "Give a Man a Fish, and You Feed Him for a Day. Teach a Man To Fish, and You Feed Him for a Lifetime" Centrae gives you best practices and thoughtful guideance. It's all the things you appreciate about consultants, but none of the things you hate about consultants. Comment "Demo" to book a quick intro and get a preview tour of the tool emailed to you directly!

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Our CEO is attending #Agentforce #WorldTour Dallas! We look forward to sharing a recap of the event and key takeaways for those unable to make it #KoopalConsulting #Salesforce #PartnershipPartners #KGAM #RevenueOptimization #GTM #SaaS #SalesforcePartner #PartnerStrategy #SalesOptimization

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One of the most important use cases Snowflake users leverage is getting their marketing spend data to show up in the tool. There are three big trends I see while they’re undergoing this process — and how they can leverage LiftLab to improve their results. 1. The legacy system that they used to do it was siloed, old-fashioned, and expensive. So, if they had a system for it, it wasn’t meeting their current needs. 2. The legacy systems often can’t handle granularity. Things like trade desk red slots, where you’re getting a row for every impression, were too granular for the system to manage. 3. MMM. MMM is really common and driven by the fact they already HAVE their data spend in Snowflake. They trust it as a secure platform. If you’re going to do MMM, you need two things: revenue data and ad spend data. In my mind, the revenue data is the dog and the ad spend is the tail — it should follow where the revenue data goes. In Snowflake, you’ve got one table that’s got all your revenue data in it. And that’s going to be consolidated and rolled up to finance, to an investor, etc. You have this audited, CFO-quality, P&L-level data. And then you’ve got the spend, which should match all the invoices and expenses where you’ve spent your money (Google, TikTok, etc). When organizations try to use Pixels or a similar tool to track spending, it winds up different from the revenue you have in the P&L. Same issue happens if your product is purchased in someone else’s store. The big North Star is: as I spend more, how can I make the cash register ring? How can I make the checkout page light up? For customers who leverage both Snowflake and LiftLab, they can pump the LiftLab data back into their Snowflake instance so they can consume it easily. As a result, users don’t have to look at 8 different dashboards a day. It’s better than having a subject matter expert. LiftLab data in Snowflake is the answer to siloed data, to the inability to manage granularity, to high-quality MMM, AND to dashboard usability. Watch the full #CurveYourEnthusiasm episode with James W. Warner here: https://lnkd.in/eerQJuyT

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Bad #marketingops: - Undocumented processes  - Too many tools - Constant fire drills  - CMS and systems littered with hacks and work arounds - Limited resources supporting GTM motions Bada$$ #marketingops: - Clear definitions and process documentation - Lean, purposeful #martech stack  - Prioritized, quarterbacked project management - Right mix of internal/external expertise #opsenabledgrowth #demandgen #revops

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Your buyers know your product. They know what moves, and they have a good sense of how much to stock. While emotional decision making will always be a part of business, those emotional decisions should be driven on a foundation built around data. Using AI technologies helps drive better inventory decisions to take your organization to new heights. Learn more at thrivetech.com. #InventoryOptimization #AI

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SaaS sales can be really hard, but it doesn't need to be 🥳 Quote-to-cash software helps make the entire final mile of your sales cycle better, faster, & stronger. (Especially when the QTC software is the easiest-to-use on the market — G2's words, not ours 😉) Learn more about the top 10 benefits of quote-to-cash software for SaaS startups in the link in the comments >>

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What is one data point an organization can use to measure their effectiveness in implementing their values? 🤔 As Chris Dornfeld explained to Rick and Ryan in this week’s episode - retention is a key metric organizations can use to identify if they are acting on company values. Simple fixes can have a monumental impact and eliminate the costs that come with employee turnover. 💸

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Kevin Rippon is a CRO and GTM genius. He joined Stephen M. Lowisz on the GTM Secrets podcast to discuss B2B SaaS conversion rate optimization. It goes far beyond just a pretty website. It's a journey that you have to optimize for. Very different than just picking a button color, which is often what CRO is incorrectly boiled down to. Get the full episode on any podcast platform, YouTube, or our website. Link in the comments! #saas #saasmarketing #cro

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𝐒𝐲𝐧𝐭𝐡𝐞𝐬𝐢𝐬 & 𝐭𝐡𝐞 𝐫𝐮𝐥𝐞 𝐨𝐟 𝟑 GTM leaders and practitioners must analyze large amounts of market, product, and customer data for informed decision-making. They also need to communicate these decisions to key stakeholders and inspire action. While AI can help digest and structure this information, a human in the loop is still necessary for decision-making and effective communication with stakeholders. This is where synthesis and the rule of 3 come into play. 𝐖𝐡𝐚𝐭 𝐚𝐜𝐭𝐢𝐨𝐧𝐬 𝐜𝐚𝐧 𝐈 𝐭𝐚𝐤𝐞? 💡 𝐒𝐲𝐧𝐭𝐡𝐞𝐬𝐢𝐬: Set aside a regular time slot at the end of every day to process all the information from meetings, reports, emails, customer discussions, etc. Look for key themes in the data and all the notes. Align them with your and your company's core priorities and decide which ones to filter out. Then, distill it down to the core concepts. (Pro tip: Keep an rolling doc on these themes, and use it as a source for performance reviews or planning later!) 3️⃣ 𝐑𝐮𝐥𝐞 𝐨𝐟 𝟑: As one of the fundamental rules of great presenters, the rule of three encourages communicators to present their messages and takeaways in groups of three. Why three? This number is large enough to encapsulate multiple concepts, yet small enough for the audience to remember. If you are new to this, practice this rule in everyday communication with your spouse, family, and friends when summarizing a story or describing a vacation. Sometimes my family teases me when I add a filler third point just to reach three 🙂 Don't force it, not everything needs to be in 3's.

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🚨 🚨 Something I need to get off my chest! 🚨 🚨 Agencies need to move away from this quick, short-term mentality of trying to place every lead today and bring back into focus the importance of building their pipelines by maximizing their database, response times, engagement processes, and remarketing efforts. GQR recently took a stab at this with leads coming from Travel Nurse Source as they noticed areas for opportunity within how they prioritize and work their leads from us. They engaged a Staffing Engine to help streamline and reengage their candidate pool and the results were amazing. 400% increase in placements and a dramatic reduction in delayed responses and manual workload. GQR's initial challenges were not unlike those faced by many agencies: manual lead distribution, missed opportunities, and a focus on immediate placements. However, by partnering with Staffing Engine and leveraging AI for automated lead distribution, GQR was able to revolutionize its recruitment process. Key Takeaways: 💪 Work Every Lead: The shift from manual to AI-driven lead distribution allowed GQR to capture and act on every lead efficiently. This ensured no opportunities were lost due to oversight, leading to a 4x increase in placements. Every lead, no matter how small or seemingly insignificant, was given attention, helping to uncover potential placements that might have been missed otherwise. 📣 Building and Maximize Your Candidate Database: GQR’s approach underlines the importance of nurturing a large pool of candidates. Instead of focusing solely on candidates ready for immediate placement, the automated system helped the agency engage with candidates consistently, ensuring they remained in the pipeline for future opportunities. This strategy not only increases the number of placements but also builds a robust database that can be continuously leveraged for future needs. 📶 Long-Term Approach Over Quick Wins: The success GQR experienced was a result of taking a long-term view. By improving response times and ensuring that candidates were engaged promptly and consistently, they enhanced the candidate experience and ultimately placed more candidates with fewer submissions. This strategic, long-term focus on relationship-building and efficiency, rather than just immediate placements, led to sustained success. GQR's experience shows that when agencies commit to working every lead and building a strong candidate database, they not only increase their placements but also enhance their overall efficiency and client satisfaction. This approach moves away from the short-term, transactional mentality, fostering a culture that values long-term success and continuous engagement with candidates. Check out their full case study here - https://lnkd.in/e8n5S2VA

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