Troy L Monney

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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Thank you so much for this great writeup of the PMM role in SMB/MM and Enterprise! Out of curiosity, how do you know if you've accomplished the metrics for success in Enterprise you set out in (3)? Do PMMs in developer/infra focused companies need to be technical to get beyond 'the core?' I'll use an example relative to me. I've used CloudFormation and have some very specific opinions on that product. As such I can semi-credibly outline a customer value prop and highlight use cases for an IaaC solution from Pulumi or HashiCorp. But that clearly can't be what proficiency means to you because then I (or anyone else) would need how to deploy and manage containers to work at Docker, Inc or any company using Kubernetes. So how do you think of what it means to be proficient and how have you gone about getting there throughout your career? Thanks again for the post and for any thoughts you can offer.

Did you Hear?????? The #Olympics are coming back to Utah in 2034, and I'm beyond thrilled. As a much younger individual, I remember the Winter Olympics coming to Utah, and it was epic. I'm ready for the next go around -- put me in coach. Speaking of Olympics, are you ready for the upcoming Opening Ceremonies? Domo, as it turns out, is pretty good at #data -- actually it's kind of our thing (connecting to data, transforming data, visualizing data, automating data, taking action on data, etc). So...of course we put together a bit of an Interactive History of the Olympic games (Medals by country, athlete, and games) -- all showcasing the power of DATA. Take a look at the total number of Olympic Games, how many unique events, total athletes, and even individual athlete and country performance. The visualization of this data is actually pretty darn cool. Take a look, enjoy, and GO USA!!!!!!!! Link to the post and visualizations are in the comments. ENJOY!!!!!!! Thanks Ben Schein, Jace McLean, and everyone else who made this happen. Epic Stuff!!!!!!!

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Speed to lead might sound simple, but the architecture behind it is anything but. ZoomInfo's demo routing is powered by Zoominfo Enrich, which we used to create a system of models and workflows for SDRs to connect prospects with closers (AEs). As always, our goal is to optimize outcomes while maintaining equitability for reps. Let's break it down: ⚖️ Balancing Model: Designed within Salesforce, this system prioritizes demo allocation by evaluating the number of eligible events over their event quota over a rolling period to ensure a fair distribution of leads among AE cohorts. 📏 5 Tier Prospect Scoring Model: Dynamically assesses and assigns prospects to a tier based on channel, segment, win rate model, and title department rating collected and enriched at the time a prospect fills out a form via ZI form complete.. 🏆 Win Rate Model: Leveraging ZI enriched data points, this model refines demo allocation by categorizing prospects and accounts into win rate cohorts based on thousands of ZoomInfo’s industry-specific and title data points, such as # of sales employees and recent funding activity all help pinpoint the best meeting. ✅ AE Tiering Eligibility: Based on segment and ACV quota, AEs are eligible from anywhere from 1 to 4 tiers of demos. The demo router matches eligible AEs to a prospect tier to determine whether or not an AE is best suited for this particular meeting. 🗓️ Availability Integration: Through direct integration with Google Free/Busy API, we prioritize speed to lead by matching AE availability with the time the SDR coordinated with the prospect. This way we can book more same-day and next day meetings. The magic is that an SDR simply has to hit a button to initiate this process and schedule a meeting, making the handoff and tracking practically seamless We're continuously refining our model to adapt to nuances like PTO, market changes, and shifting demands to keep our leads flowing as quickly and smoothly as possible. See what Steven Bryerton, our SVP of New Sales has to say about Speed to Lead 👉 https://lnkd.in/gSQ5JyrD 

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For those billing hourly, this is work that you are already doing that is lost to manual timekeeping. For those that work in a fixed fee model, this is work that is being missed to manual timekeeping. Stop trying to recreate your day, AI can and should do this for you. Get credit for the work you are doing using AI to automate your timesheet.

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Jared Barol, former Head of GTM Strategy at Salesforce and Reputation, joined me on the GTM Secrets podcast by Identity Matrix. This guy knows his stuff. We discussed balancing innovation and focus, competing at the highest level, and market penetration. Jared was awesome to have on. Go check out the full episode on every major podcast platform. Link in the comments! #saasmarketing #marketing #gotomarket

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My rough notes from 6sense conference this week (1000 revenue folks in Las Vegas ) as I head out - Great marketing is never a tools problem. It’s an alignment problem - 6sense now competes with every tech vendor there is. Their strategy seems to be to go broad and assimilate every rev function under one umbrella. They still partner with companies that go deep into these areas similar to Hubspot but their ecosystem play doesn’t seem as developed yet - To implement 6sense properly you definitely need agency help. Because it requires lots of internal alignment on GTM strategy and implementation takes time . See both points above - There’s no magic wand to hit pipeline numbers at a certain stage. No hacks. Just a lot of channels that have to work in synchronicity together. Common goals for the teams working together - Marketing teams are a lot more fearful than sales teams. Because their impact is always so hard to track. Even with the best attribution software some things can’t be measured - I still hate big conferences and plastic carpets. It feels artificial and performative. But I get why they work so will continue to sponsor some We did decide to organize our first user conference in March 2025 but making it much smaller (100 customers only ). No pitches. No booths. No stages. Just to let people connect and have a good time. So if you want to sponsor it please DM me Pardon the brevity of this message as it’s written in an Uber on the way to the airport

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Partner leaders- we've got work to do. Sam Jacobs leads a community of CRO and GTM leaders- he's one of the most thoughtful, experienced, and effective people guiding the next generation of business leaders. This week he called out how poorly defined and poorly understood the partner playbook is- not just in the broader market, but even among the community of GTM experts. There's no playbook, it's hard to plan around, and "A bunch of partnership people standing around in a circle talking about how they're undervalued won't move the needle." He is 100% right. On the other side, I just got off a call with Dan McAllister, SVP Global Alliances and Channels at Boomi. Dan successfully led partnerships at SAP, Netsuite, Box, Mulesoft, and Salesforce before this role. When it comes to recognizing the opportunities the ecosystem presents his business, defining a strategy, crystalizing a joint business plan with his peers on the leadership team, and then executing the plan, Dan is one of the best in the world. #Partnerships are not one size fits all. The gap Sam called out in understanding partnerships and the partnering community's ability to close it is real. I'd like to personally invite Sam and all GTM leaders who want to understand partnerships better to join our Ecosystem Business Summit next week to hear how the best partnership leaders define partner strategy, rally their teams to understand the partner opportunity in GTM planning and lead the business through execution. We might all be great at recognizing the opportunity partnerships present, but unless you can rally the business around it you're failing as a partnership leader. We've got work to do! Join in link in comments.

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Sales isn’t just a numbers game; it’s a confidence game. You can hand a rep the best script, but without the confidence to deliver it, the script falls flat. So, how do we build confidence in our sales teams? Here’s the secret: Let them win. The more wins a rep gets, the more they believe in their ability to close deals. Whether small victories in role-play or big wins in the field, each success strengthens their belief that they can do this. And when reps believe in themselves, that’s when they truly thrive. Confidence is contagious. The trait can turn an average rep into a top performer. Next time you’re with your team, remember that your job isn’t just to teach techniques—it’s to help them build confidence. Because confident reps close more deals.

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Buckle your seat belts. ZoomInfo Copilot is here! 🛩 #ZoomInfoCopilot

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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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Great dinner and discussion on the cutting edge of outbound automation and signals. Two nuggets from the discussion: 1) Email deliverability is especially critical for GTM motions with large scale outbound automation (usually selling to SMBs and wide TAM). There doesn’t seem to be a silver bullet, and banking on one deliverability vendor / approach is risky. 2) Bulllish on signals and automation for up-market GTM motions, but needs to be done thoughtfully. Likely keeping reps in the driver’s seat and less end-to-end automation.

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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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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

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As we enter Q4, I wanted to share some timely advice for revenue leaders preparing their forecasts. This guidance is crucial for anyone building out their Q4 pipeline. Video Takeaway: close dates matter and they should reflect reality. If most of your pipeline is set to close on 12/31, it's time for some serious cleanup. 4 Tips to Clean Up Your Q4 Pipeline: Tip 1: Sort your Q4 pipeline by date. You’ll likely see deals spread across the three months. Review any deals with close dates set for 12/30 or 12/31—these are often placeholders. Ask the rep to present a closing plan, including agreed-upon milestones with the prospect ending on 12/31. This will likely be a learning opportunity, as they may not have one. Instruct the rep to re-engage with the prospect, confirm a realistic decision date, and update the close date accordingly. Pro Tip: Don't let the rep simply push the deal into 2025, as this only prolongs the problem. Tip 2: Add "push count" to your report of Q4 deals. For any deal that’s been pushed more than once or more recently than in the last two weeks, check the last engagement date (different from rep activity; this is the last time you heard from or spoke to the prospect). If the engagement was more than 30 days ago, the deal is likely stalled or dead—ask the rep to confirm. Pro Tip: This should he used weekly to review pipeline as a leading indicator the rep has lost sync with the prospect timeline or the deal altogether. Tip 3: Add "time in stage" to your report of Q4 deals. For any deal that has been in a particular stage for more than 30 days, check the last engagement date. If it’s been more than three weeks since the last contact with the prospect, this deal is probably stalled or dead—ask your rep to confirm. Pro Tip: Put this into your pipeline dashboard as a color coded indicator of stalled pipeline Tip 4: Add "deal age" to your report of Q4 deals. If the deal age exceeds your average sales cycle, or if the time between creating the opportunity and the close date is much shorter than your average cycle, the deal is likely stalled or unrealistic. Again, ask the rep to confirm. Pro Tip: This should be used weekly in deal reviews, especially for new opportunities to confirm the rep is setting realistic targets on deals and to identify deals that have stalled. #sales #pipeline #q4 #forecast #salesmanagers #salesmanagement GTM Advisors

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🎯 Love an #enablement endorsement from Sales Leadership! "It has elevated the pedigree of our sellers within the business. Not only making their lives easier, but making their selling better." 🤩 🏆 Check out the customer story that OneSource Virtual did with Seismic in San Diego last month. Big thanks to my team and Brian Levey for always being an executive champion of enablement programs in the field. 🎬 Watch the video and read the full #OSV story here: https://lnkd.in/giRnnDG5

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How much should you spend on sales and marketing?

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In B2B sales, it’s not just about who you know—it’s about who THEY know. Relationships are more powerful than ever in prospecting. How are you leveraging your team’s relationship capital today to find your next big customer? I’ve used over 20 different revenue intelligence tools in my sales career: ✅Gong, Chorus ✅ZoomInfo, Apollo ✅Salesforce, HubSpot, Dynamics ✅6sense, Bombora ✅Salesloft, Outreach, Groove ✅Zoom, Calendly you name it, I’ve used it or tested it. There’s only one tool that has been a constant in every sales role I’ve had and I wouldn’t take a job at a company that doesn’t have it. 🧐Can you guess which one?🧐 Clue: they call me the “TeamLink” queen at work 😉 Ps: I’m always happy to chat about my experience with these tools and recommend which one is best for your type of business and use case as one size does not fit all, and most importantly not all of them integrate with your CRM! #Prospecting #DeepSales #SalesTips #dataquality #techstack

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"An innovation juggernaut." "A leader." These are a few of the things I love about Cresta's recognition on the Forrester Wave for Real-Time Revenue Execution. (Getting the highest score in 15 of the 31 evaluated categories is also pretty sweet). My favorite one though from this wave was a statement about our customers. "Customers validated that its innovative platform is delivering results." People are driving results with our platform, today. This isn't something far out into the future. Fortune 500 customers are using Cresta to improve agent productivity, make their managers more effective, and supply insights to the leadership team that propel their business forward. MASSIVE thank you to our customers and to all Crestans who make it possible. ...Still lots more to do. It's always day 1. To get a complimentary copy of the Wave and read more about it, check out my blog on it here: https://lnkd.in/dj-hfYMt

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