Timothy Low

What are the root causes of poor GTM team alignment? Our recent survey sheds some light on what your revenue team Ops peers are saying. These comprehensive reports provide all the information. https://gag.gl/4YHwRD #RevOps #DataQuality #RevTeamAlignment

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Thanks to Dave Rigotti and team for a wonderful #PLGTM conference in SF. I had great discussions with sales and marketing leaders and here are some observations on how PLG has evolved. Part 1: Time to rethink PLG practice ✔ While the core idea of PLG revolves around self-service adoption and user-driven growth, the practice has evolved, and companies are recognizing the need for a hybrid approach. ✔ For a lot of practitioners, PLG means self-service and users adopt the product without sales support. In practice, PLG leads to increases S&M costs increasing CAC. So, it no more just about building a product but putting the marketing $ behind it. ✔ Enterprise buyers are researching on their own and have good information before they come to the call. Huge number of prospects want sales help in navigating the value prop but want to try out themselves. ✔ PLG does lead to execution speed driving the awareness, showing the value, decreasing sales cycles and enabling simple and faster expansion. ✔ There is a myth that only startups or B2C companies use PLG and has to be bottom-up approach. While many of the companies we know and products we use might be B2C, lot of enterprise B2B companies are PLG as well. e.g. users can simply signup and start using Calendly, Canva or Airtable. teams can start using the products like loom, figma and datadog. ✔ Bringing customers need a hybrid approach in 2024. You need to provide user value created by the product and buyer value created by sales teams. Think about product market fit and product customer fit - leading to greater number of happy customers ✔ Every KPI you are measuring should drive an outcome. If you collect data, ask "what is it used for? " and "how does it help customer or adoption?" ✔ As the PLG model continues to evolve, companies must adapt and embrace a balanced approach that leverages the power of self-service adoption while providing sales support to drive customer success and long-term growth. Thanks to David Yockelson and Dave Boyce for providing engaging discussion on the core of PLG. #productledgrowth #productledsales #salesledgrowth #startups #salesleadership #productmanagement

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Sharing RevOps co-op community best practices on something we all know is critical - designing territories to ensure the success of your sales force and, by extension, your company. The number of different strategies available make selecting the right one both challenging and critical. The team at RevOps Co-op delve deep into this topic 👇 https://gag.gl/Nm2xoO #RevOps #Data #DataQuality

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Forget Inbound and Outbound artificial boundaries...and your old-fashioned play(s)/silos by Sales or Marketing in our new "B2B buyer in full control" world. No more spamming, sequences, non-personalised, un-engaging messages please SDR/AEs bombarding me;)... ending up straight into our Junk and Trash WATCH my one-min summary shown (SLIDES AVAILABLE) in June's Revenue Marketing Alliance Product Marketing Alliance ABM summit (watch on demand see link in comment) on https://lnkd.in/e2-4aZXR Thx as always Andrei Zinkevich Vladimir Blagojević Fullfunnel.io too for the usual inspiration, Elena Simou also, lkg fwrd to sharing more soon! It is all about an integrated AllBound, "a la ABM" playbook and even more importantly a GTMOps / RevOps mindset and framework. ABM = GTM: Pure & simple. Not Marketing, not Sales but cross-Product, CS, Sales, Marketing and related teams, all for the full customer journey benefits...from new sales to renewal & expansion (incl Partners) You need to (1) focus on enabling & boosting your Go To Market strategy, which motion(s) or which mix of, PLG, SLG, PLS or whatever.. (2) adapt your ABM playbook, craft your strategy and segmentation as you see here from top to bottom. What are the cohorts, firmographics, attributes, triggers, HubSpot properties, you name it, that are critical to define these cohorts with first, second or third-party data or other... selecting your most promising accounts using predictive AI, scoring, buying intent tactics and MarOps set-up

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Discover how PreSales teams are evolving, adapting, and unlocking new opportunities in 2024 👀 From organizational structure to budgeting and analytics, explore the trends shaping the industry: https://lnkd.in/eGvrCeJT ​

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I read a great post today (kudos Aaron Howerton) about how to correlate partner behavior with partner portals and it got me thinking. Why do we now label customers as partners, but we don't label partners as customers? We use to only offer one or two ways for customers to engage with us and all our content focused on the cool bells and whistles that our product featured. Now we offer countless options to learn about and purchase our solutions (fka products) and content now focuses on how we solve the customer challenges. Partners have choices too. Will they invest their valuable time and resources in you or choose another path? Building a truly great partner ecosystem requires you must offer several options to easily engage and be laser focused on how you are relevant to customers (aka partners).

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Cloudinary CRO Allison Metcalfe joins the GTM Podcast from GTMnow to share a variety of insights on building a great SaaS business: from customer stories as an incredibly powerful growth lever to balancing product led with enterprise sales motions. Give it a listen: https://okt.to/x2YpUj

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Remember the time when you had to prove your point in a debate competition, and you needed solid evidence to back up your arguments? In the business world, proving ROI for your initiatives is no different! 🎯 Top revenue enablement leaders know the importance of showcasing concrete results to justify investments and drive growth. Check out this insightful blog by Mindtickle to learn how you can effectively demonstrate ROI and elevate your sales strategies. 🌟 Read more: https://lnkd.in/gCWW9d9d #SalesEnablement #ROI #BusinessGrowth #Mindtickle

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Such an important day today for Fullstory when we formally introduce the world to #Fullcapture. We're introducing a completely different paradigm for collecting behavioral data to ensure our customers are the most competitive and successful. Learn more about the origin story of Fullcapture from our CEO Scott Voigt here: https://lnkd.in/gD6c-dQX

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Learn more from Rahel about the ROI of structured content

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If you want to drive impact and influence with your buyers, you want to surround them with the voices they already trust. That’s the simple explanation for the power of nearbound marketing. Including your partners in your GTM motion is a huge unlock for all parties involved. The power of ecosystem at work. At Vena Solutions, we’re focused on growth through this model and the future is bright. Orchestration for greater impact and scale through a combination of partner specialization and account based engagement, will leave you better prepared to withstand whatever comes in the future. Companies and GTM leaders leveraging these ecosystems at scale are driving: 1️⃣ More revenue 2️⃣ More customer delight 3️⃣ Happier sellers 4️⃣ More productive partners 5️⃣ Stronger bonds, both internally and in the market If it sounds too good to be true, that’s because it basically is 😉 If you’re interested in getting into the details, the team at Reveal just released an awesome resource. It’s a blueprint that can help you overlay your account-based segmentation and partner marketing strategy across all GTM teams AND the entire customer journey. Talk about a game changer… You can get a copy (for free!) at the link in the comments. #Nearbound #NearboundMarketing #Partnerships Isaac Morehouse Jessica Fewless Shawnie Hamer

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Thanks for hopping on the podcast, Jacob Hagemeyer! This guy is both a friend and client at Cultivate Advisors. He knows how to market professional services to C-Suite executives and has an interesting opinion on B2B webinars. Check out the full episode! #marketinganalytics #revops #revenueoperations

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Unproductive meetings and conversations are not fun, but this video is funny. With Salesloft’s latest launch, say goodbye to wasted time and energy, and hello to FOUR new conversation intelligence capabilities to help revenue teams capitalize on every interaction. >> Conversation Key Moments: understand how competitors, objections, and decision-makers are affecting buyer decisions >> Meeting Prep Workflow: prepare for buyer meetings in a fraction of the time with an AI-generated “cheat sheet” >> Auto Buying Group Capture: automatically capture members of complex buying committees and create a contact record >> AI-assisted Conversation Scorecards: get AI-generated assessments of seller performance from their calls with buyers ^^And get all these great insights served to you right within your daily workflow See more on our new features here: https://lnkd.in/eyKxUdW7

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Unpaid speakers? Let's talk about speaker fees. Find out why not paying speakers costs more than they think. Check out the thoughts from a keynote speaker in this post: https://lnkd.in/gd_NfK-X Share your thoughts on fair compensation for speakers in the comments below. #Events #SpeakerPayments #EventMarketing #SpeakerFees

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GTM efficiency has become a key topic in 2024 and will be front and center for CRO’s and CMO’s as planning begins for 2025. SDR effectiveness and productivity is a significant problem. At The Pipeline Group we built ground up the right talent, data quality, best practices and tech stack to break through the massive digital noise and to not just CREATE pipeline but to help PROGRESS it. Get ahead of the brutal 2025 plan and let us show you how we can take out costs and drive efficiency. I know you have all had a bad experience with outside agencies but we are proven and different! You have nothing to lose, I won’t waste your time and if we can’t help it will be stated in the first 15 mins. DM me or Ken Jisser

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RevOps pros know the importance of RevOps Data Quality, but even they struggle to find simple places for the organization to get their head around where to start. 💥 Compromised data can lead to a 10% dip in revenue! Explaining such a significant loss to stakeholders is no small feat. 😬 Begin with addressing the inefficiencies in your funnel to gain approval from top management. Establish the groundwork, and our manual will assist you in demonstrating its importance to the C-suite. https://gag.gl/sXrl8i #Data #Revenue #RevOps

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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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This workshop is an invaluable opportunity to understand how to effectively implement RevOps strategies and foster a culture of continuous improvement within your organization. This aligns perfectly with our mission to empower businesses with the tools and insights to achieve sustainable growth. Modern Revenue Operations (RevOps) is pivotal in unifying marketing, sales, and customer success functions, ensuring every department is strategically aligned toward generating and sustaining revenue. By leveraging the insights shared in this session, I'm confident that attendees will be better equipped to drive consistent results and unlock their full revenue potential. Don't miss out—join us and take a significant step towards optimizing your business growth.

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