Sean Jacobsohn

So often, CSM is a focal point for reduction or elimination entirely in today's more efficiency driven environment. This insightful piece emphasizes that when executed and valued correctly, however, CSM in fact stands at the very core of what is SaaS valuation to begin with. It's time well spent to read for those in CSM, for other adjacent SaaS executives, as well as an equally vital read for board members who often drive these elimination decisions.

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Heads up that we're kicking off our webinar with ACG tomorrow! Be sure to save your spot to see how you can level up your career in dealmaking.

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A wave of consolidation is sweeping through the sales tech industry. I recently listened to a brilliant episode from the Topline podcast, featuring Salesloft CEO David Obrand, that shed light on the current state of the GTM tech landscape. As highlighted in the episode, key players like Clari, Gong and Outreach are expanding their offering to boost their TAM and offer more comprehensive solutions. Whilst the trend is understandable, the danger is long-standing partnerships start to fray as overlapping functionalities emerge - partnerships that were once the lifeblood of the sales tech ecosystem. For us, it begs the question. In a world of all-encompassing GTM suites, is there still a place for specialized, best-in-breed solutions? I believe the answer is a resounding yes - but only if they can offer extraordinary value. To thrive in this new era, point solutions must not only deliver great results but also seamlessly integrate into a company’s core tech stack and existing workflows. At MultiplyGTM, we’re laser-focused on providing planning intelligence that complements rather than competes with the everyday solutions revenue teams rely on, and goes deep in addressing a critical need - empowering revenue leaders with the confidence and clarity to achieve their goals. Whilst we may lack the resources of larger players, our goal is to provide unparalleled planning intelligence and insights that drive revenue, while growing sustainably and delivering immense value to our customers with our domain expertise. We're on the cusp of announcing some game-changing partnerships too that will extend our reach and impact, while maintaining our focus on delivering the revenue planning capabilities that drive profitable efficient growth. Stay tuned! 🚀

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Designing territories is key to ensuring the success of your sales force and, by extension, your company. However, with a plethora of strategies available, selecting the right one can be challenging. The team at RevOps Co-op dives deep into the details 👇 https://gag.gl/Nm2xoO #RevOps #Data #DataQuality

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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A recent Forbes article suggests that CROs must get 3 things right to succeed: defining, funding, and accelerating revenue operations. This piece is part of the general buzz around RevOps - but the buzz is missing a key point. You need to hire a RevOps leader who can successfully integrate the right elements into your business from the start. RevOps is not just about adding a new role, but about acknowledging that running a successful go-to-market operation requires a systems thinking approach. Specifically, it’s about managing the intersection of people, process, and technology. The challenge is that companies tend to over-index on one of these elements at different stages of growth. Early on, the focus is often on hiring as quickly as possible. As you scale, the emphasis shifts to leveraging technology to streamline operations. Once you’ve grown larger, the focus turns to implementing robust processes and governance. What’s crucial is having someone who continuously oversees all three aspects. You need to balance people, processes, and technology throughout your growth journey, not just in isolated phases. The rise of RevOps reflects a growing recognition that this intersection is key to achieving consistent and sustainable growth.

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Amplitude Announces Second Quarter 2024 Financial Results: - Second quarter revenue of $73.3 million, up 8% year over year - Annual Recurring Revenue of $290 million, up 8% year over year - Number of customers representing $100,000 or more of ARR in Q2 grew to 547, an increase of 10% year over year This quarter was all about meeting our customers where they are. In Q2 we took our Snowflake Native offering GA, doubled down on our open ecosystem, and unveiled a self-serve portal that makes it easier than ever to integrate with Amplitude. To our customers, partners, and Ampliteers, thank you! Your trust, partnership, and hard work is invaluable! #PLG #ProductLedGrowth #DigitalAnalytics #ProductAnalytics #Retention #Acquisition #Monetization

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Gong's GTM teams love DealHub! We're geeking out over how Gong, the Revenue Intelligence leaders, are using DealHub.io to, well, rock their sales world! Their Deal Desk, RevOps, and Sales teams are all raving about the platform. Here's why DealHub is a hit at Gong: * Less Busywork, More High Fives: DealHub slashed manual work by 50%, freeing up time for what matters – closing those deals. * Crystal Clear Visibility: Say goodbye to pipeline mysteries! Everyone at Gong has a bird's eye view of the sales process. * Faster Sales Cycles: DealHub helped Gong accelerate their deal cycles, meaning quicker wins and happier customers. * Teamwork Makes the Dream Work: Collaboration is key! DealHub fosters seamless communication between all of Gong's awesome teams. Curious how DealHub can boost your RevOps magic? Check out the full story! https://okt.to/WeHlgw #RevOpsLife #SalesTeamWins #DealHubLove #CustomerSpotlight

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As the economy tightens, the partnership between Chief Financial Officers and Chief Marketing Officers becomes crucial. 🤝 In Forbes, Seismic's CMO Paige O'Neill shares key insights on how strategic alignment between CFOs and CMOs drives higher growth. Read more of Paige's Q&A, below.

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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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💜 Gainsight + Champion 💜 We just released a killer new eBook together on how to drive growth through your hidden customer champions. With many of us in the midst of 2025 planning, this book dives into the incredible growth engine right in front of us: our customers. The ebook has practical insights on empowering champions and learnings from top brands using Gainsight and Champion. I just re-read it myself, and it's giving me all sorts of light bulb moments (yes my phone just happened to take a 100% organic photo right when I finished reading it. And yes that is my thinking pose.) Check it out 👇

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Catch Jimmy Chen at Sigma Computing, Director of Sales Development, as he explores the innovative MATT framework: 💬 Crafting messages that resonate deeply ⏰ Streamlining your daily tasks for peak impact 🎯 Targeting the accounts that really matter 📅 Optimizing timing to maximize engagement Jimmy and our host Eric challenge outdated sales conventions and share insights on fostering strong team alignment. 🔗 Hit play to elevate your sales tactics to unprecedented heights! YT: https://hubs.li/Q02tlQ0D0 Spotify: https://hubs.li/Q02tlKnS0 🗨️ Want to tweak your sales strategy or share a pro tip? Drop us a comment—we’re all ears for a great sales discussion! #SalesDevelopment #CIENCE #Podcast #Sales

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🎤 RevOps friends! Delegate will be joining Sweep's webinar on (How to own your GTM Tech stack without becoming an "Accidental Admin") 🔊 Our VP of Platform, Ernest Wong will be speaking alongside Daniel Cohen, MBA, Stefan Klotzbuecher, and Aviv Bergman about strategies to manage your GTM systems. Link in comments! #RevOps #Delegate #gtm

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What if sales commissions were higher for renewals than new business in #sponsorship? How would that affect incentives around servicing and proving value to partners?

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Here's a great article that discusses the emerging trend of SaaS companies finding success by focusing on niche vertical markets rather than horizontal markets. It explores how this strategy allows companies to differentiate themselves, cater to specific customer needs, and achieve higher customer retention rates. #verticalsaas #customersuccess

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Reimagine CPQ! Join the conversation with Phoenix Moomaw & Neal Cook to learn how Redis fuel GTM execution with DealHub.io CPQ & Subscription Management. #revops #GTMstrategy #cpq

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This is a really interesting interview with the Toast CRO discussing how they evolved their GTM to drive hyper-growth. The focus of adding field reps based on "geographic density" vs. "geographic breadth" is a great distinction. Staying disciplined enough to do that is the hardest part, but for highly local industries like the restaurant industry, it makes so much sense. Their viral growth is really amazing to watch--taking the US by storm, 1 street at a time. https://lnkd.in/ek3_ic6S

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85% sales reps never achieve their annual targets Effective & unique ways to solve this: - Give 100% sales value as incentives to new sales reps - Make 2 reps achieve 100%+ targets before hiring more - Don't hire from No.1 market share brand in your industry - Take CEO, CPO along during client doubt clearing phase - Don't hire sales head till product market fit is established - Hire a rep only if you can buy your own product from them - Give quota targets to senior managers and sales heads too *** My newsletter "More than Buzzwords" dives into - Startups - Careers - Entrepreneurship Interested in these topics? Follow me / subscribe...https://lnkd.in/gBf8wMMF #B2B #Hiring #Startup

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