Steve Mankoff

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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With 40+ GTM workshops – where do you start? Here’s an overview of the Centrae PE Revenue Acceleration Framework. Some people call it a “PE Portfolio Company Playbook” or a “Toolkit”. Either way, it’s a proven approach to growing revenue for lower middle market companies. We start with an assessment, then guide the company through a learning plan to leverage the right workshops for their business. Here are just a few: 1.   Market Research -TAM/SAM -Ideal Customer Profile -Buyer Persona -Buying Process Maps -Value Proposition 2.   Sales Fundamentals -Sales Revenue & Budget -Sales Org Design -Talent Hiring & Onboarding -Territory Design -Compensation & Quota -Pricing Strategy -Channel Strategy -Sales Leadership -Customer Success 3.   Marketing Fundamentals -Lead Management -Strategic Brand Direction -Marketing Org Design -Campaign Strategy -Content Strategy -Digital Strategy -Product Naming 4.   Sales Execution -Prospecting -Opportunity Management -Deal Desk -Configure, Price & Quote -Channel Optimization -Sales Operations -Technology Stack -Key Account Enablement -Win Strategies -Sales Plays & Playbooks 5.   Marketing Execution -Buyer & Competitive Positioning -Lead Management -Content Development -Product & Marketing Launch -Campaign Build -Customer Marketing -Account Based Marketing -Field Marketing -Agency Marketing -Marketing Operations Any other Commercial/GTM/Revenue Growth in your toolkit?

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IT Manufacturer's GTM Investment Shifts: Key Growth Areas and At-Risk Sectors Harrison Brendle weighs in on his feed! What are your thoughts? Where are you seeing Manufacturers increase their investments and where are they backing off?  Are there verticals or market segments that should be concerned? What suggestions can you offer those that service the at-risk sectors?

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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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Measurement is great – but it needs to be strategic and efficient. If not, your teams will run headfirst into a wall of tech fatigue. Too many systems. So much messy data. It’s overwhelming. To tackle this challenge, two RevOps Award Winners, David Hayward (Senior VP GTM, Yext) and Deborah Fritz (VP, Global Field Ops, LiveRamp), chat about how to consolidate to stop revenue leak. Check it out here: https://bit.ly/3Ufyvow

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Many SaaS Management programs fail to meet savings and efficiency goals or even get off the ground. After meeting with thousands of companies attempting to get control of their SaaS spend and risk, we’ve learned why.  On Tuesday, September 24th at 2PM ET, join Cory Wheeler to learn: 👉 The most common challenges in SaaS Management 👉 Why spreadsheets, legacy SAM, and contract management tools fail 👉 The data, processes, and tools required to drive a successful program 👉 The fastest path to achieving quick wins and saving money Save your seat now: https://lnkd.in/dbJaz_SW

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What happens when two channel powerhouses team up? Dive into the exciting collaboration between Mark Venuto and Bill Patchett. Their new venture Software Sales Group (SSG) is changing the landscape for technology advisors and MSPs, opening up unprecedented SaaS revenue streams beyond conventional telecom sales. As AppDirect Capital partners, Mark and Bill's latest venture harmonizes the forces of AppDirect with security leaders Trustifi and SaaS Alerts. Read the Channel Futures article: https://lnkd.in/gWZxceTn

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Ever wondered how to effectively expand B2B targeting beyond LinkedIn? Our Paid Media team did just that by leveraging MetaMatch® by Metadata for our client, Appian Corporation. By expanding beyond LinkedIn to platforms like Facebook, we achieved phenomenal results: 💰 $19 CPM on Facebook 📉 $6 CPC on Facebook 📈 76% increase in qualified leads This strategic shift not only broadened Appian's reach but also significantly enhanced their cost-efficiency and lead generation. Discover the full story of our success and the innovative tactics we employed in this exciting new case study. 👉 https://ow.ly/SQAO50RRmNQ #B2BMarketing #PaidSocial #MetaMatch #SocialMediaStrategy

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How can DealHub accelerate your strategic GTM plan? Here is what Moran Laufer, CFO at Factorial has to say about their approach…. * Generate company-wide operational efficiency * Manage the entire Quote-to-Revenue lifecycle around one source of truth * Standardize execution across every GTM line-of-business Kudos to Jonathan Angel for creating an exciting partnership with our customer – resulting in outstanding success. #GTM #finance #strategy

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One tactic for improving pipeline generation in 2024: Build a robust partner ecosystem. Not too long ago, folks at Ebsta and Pavilion analyzed 4.2 million opportunities, generating over $54 billion in revenue, from 530 best performing companies. Here are a few major takeaways ⤵ 👉 Top B2B sales professionals focus on sources of revenue, not pipeline. 👉 Partner referrals account for the greatest source of revenue (31%), even though they only make up 10% of pipeline. 👉 The sales velocity for partner referrals is higher than other channels (3.8x). Yet, only 12% have a partner program. What does this mean? It means there are still tons of sales opportunities for you to reap. And if you have a partner programs, you've got a head start! Learn how you can set up a referral partner program in the comments below ⤵ This discovery also further proves that #referralpartnerships is the top-performing GTM motion now!

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Many CEOs and GTM leadership teams are intent on capturing more quality deals but find their sellers gaming the compensation system instead. The key to navigating this challenge? Incentivize your sellers to drive the behaviors you want. Continue the discussion with Michael Hoffman, SBI, The Growth Advisory's CEO, and Chris Cabrera Founder and Board Member of Xactly Corp as they explore how growth dynamics can affect key decisions and how the right incentives can enable sellers to excel in capturing greater value. Listen to the podcast here: https://hubs.li/Q02zq2D50 #sbi #gtm #gtmvaluecreation #growth #podcast #talent

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What does building one of the most successful B2B tech companies take? ZoomInfo's Henry Schuck shares his journey from startup to NYSE. Packed with insights on PE funding, IPOs, and market challenges on this special episode of the Metrics that Measure Up Podcast. Listen now at https://lnkd.in/eHDcsF5c #StartupToIPO #B2BGrowth #TechLeadership

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🌟 Whether your SaaS business is generating $1M or $100M in ARR, one thing remains constant—the foundation of Customer Acquisition Cost (CAC). 🧮 In my latest SaaS Metric School session, I dive into why getting your CAC right is critical for scaling efficiently and sustainably. From isolating fully burdened sales and marketing expenses to setting up your SaaS P&L correctly, these fundamentals don’t change with growth. If your CAC is off, so are your key metrics like CAC payback and LTV to CAC ratio. This can lead to poor decision-making and missed opportunities. But when you master these fundamentals, you set your SaaS company up for long-term success. 🚀 How are you managing your CAC? Let's discuss how to optimize this crucial metric for your business. Episode 148 is now on YouTube: https://lnkd.in/g4Ru8QBd #SaaS #SaaSMetrics #CustomerAcquisition #CAC #ARR #BusinessGrowth #StartupGrowth #SaaSFinance #SalesEfficiency #MarketingEfficiency #LTV #Forecasting #DataDriven #SaaSStrategy #FinancialManagement #GrowthStrategy #SaaSSuccess #SaaSLeaders #ScaleUp #BenMurray

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🌟 Whether your SaaS business is generating $1M or $100M in ARR, one thing remains constant—the foundation of Customer Acquisition Cost (CAC). 🧮 In my latest SaaS Metric School session, I dive into why getting your CAC right is critical for scaling efficiently and sustainably. From isolating fully burdened sales and marketing expenses to setting up your SaaS P&L correctly, these fundamentals don’t change with growth. If your CAC is off, so are your key metrics like CAC payback and LTV to CAC ratio. This can lead to poor decision-making and missed opportunities. But when you master these fundamentals, you set your SaaS company up for long-term success. 🚀 How are you managing your CAC? Let's discuss how to optimize this crucial metric for your business. Episode 148 is now on YouTube: https://lnkd.in/g4Ru8QBd #SaaS #SaaSMetrics #CustomerAcquisition #CAC #ARR #BusinessGrowth #StartupGrowth #SaaSFinance #SalesEfficiency #MarketingEfficiency #LTV #Forecasting #DataDriven #SaaSStrategy #FinancialManagement #GrowthStrategy #SaaSSuccess #SaaSLeaders #ScaleUp #BenMurray

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Next week, we're heading to #GainsightPulse as Platinum Sponsors 🎉 Hundreds of leading software companies (including Gainsight!) trust us to streamline acquisition, drive expansions, automate the end-to-end renewal process, and more. ➡️ Stop by booth P2 to pick up some swag and learn how Cleverbridge can transform your digital customer experience. #Pulse2024

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Does your company operate in a "make every month" cadence? Most SaaS companies do-- you aren't alone. Few companies have accurate forecasts outside of a 90-day time horizon and we dig into the reasons for that and how to improve forecasting processes. One reason is this make-every-month cadence of pulling deals in, but also that forecasting is siloed with sales. Let's talk about how to improve forecasting and break this cycle: https://sta.mx/o41f

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On this episode of the podcast, Cece Kintner joins Ed Marsh 🇺🇸 for a wide ranging conversation about differences and similarities between industrial and tech marketing and sales, including the opportunity for industrial manufacturers to leverage Revenue Operations. They talk CRM and technology implementation, sales process, content marketing, sales enablement, channel sales and more. #Packaging #PackagingMachinery #RevOps #IndustrialRevOps #SalesOperations #MarketingOperations #CRM #industrialsales #IndustrialMarketing #ManufacturingMarketing https://hubs.ly/Q02KbRcl0

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