Sharat Sharan

We're launching the inaugural edition of Beyond Benchmarks, a deep dive into the metrics and trends observed across the early-stage enterprise cloud market. This is the first look at some of the business data around GenAI in SaaS. Some initial observations: 1) 60% of SaaS companies have already integrated GenAI into their offerings (60% of these as part of their current product and 40% as a new product), and an additional 20% are planning to do so this year. Almost half aren't monetizing these features. Those that are are primarily experimenting with both usage-based and flat fee pricing models. 2) Most companies are utilizing OpenAI as their primary LLM, but many are experimenting with multiple models - and we are noticing an early trend towards intelligently routing GenAI inference requests to different models based on cost, performance, and security. 3) Though we are in the initial innings of GenAI, we are seeing some positive signals - companies that implemented GenAI had 7% higher NDR than those that did not. Still early days, but we'll be doing this benchmarking report regularly to track and share how things progress in this new era. Link to report in comments.

104

6 Comments

It’s time to nominate the BEST of the BEST partnering & ecosystem professionals in the Channel Focus Community ⏰ Submit your nominations before September 13th ✅ see link below #ChannelFocusCommunity #ChannelLeaders #PartnerPrograms #EcosystemStars #PartnerEcosystem Rod Baptie Bachis Balfe Larry Walsh

3

Why is CONTINUOUS sales enablement critical to scaling Cloud GTM? Kate K., Sr. Director, Global AWS Alliance at JFrog explained her 360 degree enablement strategy on the Cloud GTM Leader course hosted by Roman Kirsanov Ongoing Seller Enablement is Key: ✔ Cloud marketplaces (MP) could be central to your company's success. They can help sellers close deals faster and meet or exceed quotas. However, cloud GTM is NOT a primary focus for sellers, who concentrate on their accounts and customers.   ✔ Therefore it’s Alliance leaders goal to ensure sellers grasp the benefits and importance of MPs. But how? Here are Kate's 10 Rules of Effective Sales Enablement: 1️⃣ Regular and Continuous Efforts: Understand seller focus areas and keep cloud strategies top-of-mind without overwhelming their inboxes. Help them integrate cloud GTM early in sales cycle 2️⃣ Go Beyond One-off Sessions: Include scheduled enablement calls, join QBRs, and maintain consistent communication. Ongoing sessions and follow-ups are vital to prevent “out of sight, out of mind” issue 3️⃣ Deliver Enablement in Various Formats: Use short on-demand videos, longer recordings, and in-person events to cater to different learning preferences 4️⃣ Create Easy-to-Reference Guides: Create cheat sheets and central source of truth for sellers on key topics, e.g. “how to co-sell” or “GTM via MPs” 5️⃣ Establish Central Communication Channels: Use platforms like Slack to send Cloud GTM updates and facilitate collaboration and marketplace experience sharing among sales teams 6️⃣ Provide Guidance for Co-Selling: Offer support on how to win in co-sell calls, including what questions to ask, how to show up, and what NOT to do 7️⃣ Leverage Customer Stories and References: Use success stories to build credibility with sellers and get them excited. Compelling customer examples can help sellers internalize how MPs can expedite deal closures 8️⃣ Identify and Leverage Successful Sellers as Advocates: Boost credibility by inviting sellers successful in Cloud GTM to share their stories in regular meetings. Developing internal advocates creates powerful peer influence. You can then across different motions or industry focuses can also be effective, ensuring relevance 9️⃣ Conduct Research for Sellers: Gather insights to empower sellers before engaging in conversations with key stakeholders at the cloud provider 1️⃣ 0️⃣ Seek and Act on Feedback: Encourage open communication and actively incorporate feedback from sellers and sales leadership to support them where they need it the most Implementing ongoing sales enablement is essential for scaling Cloud GTM effectively. By integrating regular training, providing accessible resources, and fostering collaboration, you can get sales teams excited and aligned with MPs. This can help them meet quotas, make customers more successful and significantly contribute to company growth. How are you enabling your sales teams to excel in Cloud GTM?

29

1 Comment

💪💡Wisdom is learning from past mistakes from others but also oneself. Retrospection with action is powerful. An insightful weekend read from the WSJ… Christopher Mims shares his list, from 10 years of covering consumer tech for the The Wall Street Journal: ( link here: https://lnkd.in/eKj2wX_t ) 1. Disruption is overrated. 2. Human factors are everything in tech adoption. 3. People lie to themselves… and to you. 4. Tech bubbles are productive, even if wasteful. 5. We’ve got more power to shape how tech impacts us. Some of my list, from 25 years of early stage consumer internet investing and operating: 1. Tech disruption is overestimated in the short run, underestimated in the long run. (Amara’s Law) 2. Social proof is powerful in tech adoption. 3. Hope kills. Execution is everything. 4. Run towards tech bubbles. 5. Tech optimism empowers positive change.

2

The Future of AI in Sales: Where Are We Heading? 🚀 I recently had the opportunity to join TPY Capital’s podcast, Aideation, alongside Omri Allouche, Chief Scientist at Gong, to discuss the transformative impact of Generative AI on B2B sales. We covered some of the most critical topics shaping the field today: 💡 How GenAI is redefining sales roles and processes. ⚔️ The dynamic competition between startups and established players. 🛠️ Practical insights for implementing AI effectively in sales teams. 🤝 Building trust and securing buy-in for AI solutions in enterprise settings. Big thanks to Guy Yamen and TPY Capital for hosting this engaging and thought-provoking conversation. This episode is packed with ideas for anyone exploring the future of sales and AI. 🎧 Check it out here: 👉 YouTube: https://lnkd.in/dG6iJvAM 👉 Spotify: https://lnkd.in/dB5V7pDS What’s your take on how AI will shape the future of sales? Let me know in the comments! Greenfield Partners #GenerativeAI #SalesInnovation #Entrepreneurship #B2BSales

136

1 Comment

In vSaaS, sustainable growth beats hypergrowth. The real winners are built on strategies that compound over multiple years. I've put together integrated GTM strategies for vSaaS that helped our portfolio achieve sustainable, scalable growth. Start narrow but envision scale from day one. Your initial focus sets the foundation for future growth. If you want to learn more about acquiring and operating Micro SaaS, please follow my Substack: https://lnkd.in/grAv-RgD For the love of the game 🏴‍☠️ ⚡ #Growth #Strategy #Marketing #Sales #Startups

49

1 Comment

Cloudinary's CRO Allison Metcalfe brings a wealth of experience in revenue operations for SaaS companies, which she discusses extensively in a recent episode of The GTM Podcast by GTMnow. Listen in to discover: - Her unique path from customer success to CRO - Why establishing a robust post-sales function is crucial from the start - How to balance product-led growth with an enterprise sales strategy - Traits that define an effective modern CRO - Using customer stories as a significant growth driver - Insights gained from LiveRamp's remarkable growth and its acquisition by Acxiom - And more https://okt.to/y4RqAP

9

🤩 Yeah, baby. Go-to-Market going mainstream! 🤩 🏆 Finally, getting the attention it deserves. GTM is evolving from a one-time new product launch to how a company operates every day - essentially becoming the company's operating system, unifying the X-functional teams working as "one team" focused on revenue growth and a great connected user experience— no more finger-pointing. 👉 👈 Yep, Marketing and Sales, we have all been guilty of this when the going got rough. 🥺 It has been a long road in Product Marketing, with many bumps and bruises along the way. 🤕 GTM is definitely "BetterTogether"! ☮️ ☮️ 🩷 🩷 🥂 Sangram Vajre, @Bryanbrown, and Lindsay Cordell have led the charge at  GTM Partners for the last 3 years 🔥 🔥 , redefining the future of GTM, making it simpler with Sangram's new book "Move" the 4-question GTM framework and a repeatable system with its innovative GTM OS (Operating System) that connects strategy and execution. Congratulations to all the 2024 GTM OS all-stars !!! 🤩 🏆 💪 I am excited to be part of the GTM OS movement as a GTM Partners certified advisor helping B2B CEOs, Founders, CMOs, CROs, Revops, and CS transform their GTM and align 🎯 their teams to accelerate growth. And yes, all of it sprinkled with a bit of "Better Together" good vibes. ☮️ Are you ready for 2025? Up your GTM game: 🔍 Take the free MOVE 4-question GTM assessment online (takes 5 minutes) https://lnkd.in/gCRw6fXm 📕 Buy the book https://a.co/d/iGXlOXk 💪 Consider getting your team GTM OS certified https://lnkd.in/gERTCj3x 🔥 Want to know more - feel free to book a time with me https://lnkd.in/g7MipHP7 Join a CXO roundtable on Nov 21st at 10 PST on GTM challenges for 2025 - DM me if you are interested in participating. Claude #GTM #GTM Better #ProductMarketing #2025planning

5

1 Comment

Who are the leading GTM experts in VC that you know? Think Jason Gelman who is GTM operating partner at Primary Venture Partners or Max Altschuler at GTMfund!

17

13 Comments

When you’re the CMO of 5 different companies you leverage voice enabled conversational AI to deliver high quality leads to your various sales teams. Of course when one of those companies is a conversational AI company you get to write the scripts and prompts at 3:30am! Revmo AI Providertech

12

What’s Next in Marketing: Check Point’s CMO on how full-stack marketing is like conducting an orchestra SDxCentral CEO Matt Palmer talks with Shashi Kiran, CMO of Check Point Software on how marketing is really like conducting an orchestra to make beautiful music.

8

"Big Tech & B2B Marketing - What You Need to Know" A CMO Confidential Interview with Jean English, CMO of Juniper Networks, formerly the CMO of Armis, Palo Alto Networks and NetApp. This episode is brought to you by Props. Jean describes the ongoing digital transformation journey, how the "Infrastructure Layer" works and why it's so important to marketers, and why Marketing and IT should be BFF's. Key topics include: the forces driving M&A in tech; a 3-part process to integrate AI into your team; and key questions to ask during a marketing interview with a tech company. Tune in to hear an infrastructure case story about The Gap and why her mantra is "Be Bold. Be Kind." Jeff CullitonKip KnightJean EnglishMargaret Molloy 🙋‍♀️Seth MatlinsCarilu DietrichJoseph PerelloDaniel McCarthyPeter FaderCary HatchJason RadissonChris AndrewJoyce KimMaryam Banikarim 🗽🚕 ❤️Leesa Eichberger Holly Lanahan #cmo #cmoconfidential #ai #junipernetworks visit www.Props.co https://lnkd.in/ee8GSVug

29

2 Comments

A lot of conversation around #AI could feel repetitive, but luckily for us, MIT Sloan Management Review has recently delivered us brand new research and insights into how to effectively utilize #generativeAI: including how to optimize performance and productivity with AI, and importantly, how to set reasonable #sustainability goals and build discovery groups to promote #diversity in the workplace! The article goes a lot more in-depth than my short post could do justice — including lists of upcoming trends and technological shifts to be mindful of in 2024, as well as a webinar series by MIT Sloan lecturer George Westerman that aims to demystify and contextualize the role of AI in near-future. Definitely give this a read when you have some time. I’ve been arguing that ultimately, AI is a tool not unlike a calculator — new technology will feel less scary and disruptive once we have had time to fully understand it. These reports prove my point, and even just one full year into the big AI boom, we have a model of #ethical and #sustainable rules to set as a precedent for the future. How do you feel about this? If you have had time to read the full article, do you have any new takeaways?

10

4 Comments

Cultural Fit in Vendor Selection is crucial for aligning values and ensuring smooth partnerships. Learn how to effectively evaluate and integrate cultural fit. ... \<a class="cz_readmore" href=""\>\<i class="fa czico-061-menu-4" aria-hidden="true"\>\</i\>\<span\>Read More\</span\>\</a\> https://lnkd.in/d4pMrhY6 #businessvalues #compatibilityassessment #culturalalignment #culturalassessment #culturalfit #culturalintegration #organizationalculture #partnershipsuccess #procurementbestpractices #procurementstrategy #strategicsourcing #suppliercompatibility #vendorevaluation #vendormanagement #vendorselection

1

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! 🚀

26

1 Comment

Earlier this week , I had a conversation with Rachit Kataria 👨🏽‍🌾 from Centralize (YC W24) that highlighted a common pain point in sales, especially in strategic accounts: making sense of who’s connected to whom across large teams, especially when deals involve multi-threaded, enterprise accounts. Centralize’s approach could be a game-changer for anyone tackling complex sales cycles, particularly in enterprise accounts where multiple stakeholders—and their evolving priorities—can make or break a deal. The platform maps out every contact, every conversation, and each person's priority within the account, all at a glance. It’s like getting a real-time, AI-powered account plan, an idea that I've been thinking of for a while. Rachit and his team at Centralize did a way better job than I ever could. Imagine working on a deal and knowing exactly who on your team already has strong connections to the decision-makers, champions, and blockers in the account. No more guessing, no more crossed wires—just a clean, centralized map of connections and insights that you can use to influence deals, renewals, & churn. As we discussed, so much of sales tech has focused on tracking data for managers and less on fostering relationships—Centralize’s approach could change that. It’s not about more data; it’s about actionable relationship intelligence, plain and simple. If you’re looking to boost your win rates and expand multi-threaded engagement in your accounts, take a closer look at Centralize. 👀 Has anyone else experimented with team-selling tools like this? I'd love to hear about your experiences! #sales #teamselling #salesstrategy #AI #Centralize #salesenablement

24

1 Comment

Expand profit margins and reduce risks using Syncron Contract Price: Featuring dynamic pricing, streamlined approvals, and consistent profitability. Recognized as a leader in the IDC MarketScape and honored by Frost & Sullivan, learn how Syncron Contract Price can boost your income today! #PricingStrategy #IDCMarketScape #TechnologyLeadership

6

Technology is changing faster than ever when it comes to driving sales productivity and results. Listen in as these three sales technology experts talk about the latest breakthroughs- and what’s coming next.

6

For all emerging managers out there who are trying to understand the world of LPs: This 10X Capital episode on "How to Pick Top Decile Venture GP’s" is awesome. Albert Azout of Level Ventures candidly shares some amazing insights on how LPs evaluate emerging managers, what separates the best GPs from the rest, common pitching pitfalls etc. Thanks David Weisburd for hosting this. Link in comments!

12

3 Comments