ICONIQ Growth’s Post

New Post: Missed Your Forecast Last Quarter? Here’s How to Tighten It for Q4 As we head into Q4, it’s time to reflect on the results from Q3. If you’re in revenue leadership—whether in Sales, Customer Success, or Marketing—and you missed your forecast, it’s crucial to rethink your approach for the upcoming quarter. Your forecast isn’t just about hitting numbers; it drives strategic decisions across your business. Missing it […] Read more: https://lnkd.in/et2mW7jF

New Post: Missed Your Forecast Last Quarter? Here’s How to Tighten It for Q4 As we head into Q4, it’s time to reflect on the results from Q3. If you’re in revenue leadership—whether in Sales, Customer Success, or Marketing—and you missed your forecast, it’s crucial to rethink your approach for the upcoming quarter. Your forecast isn’t just about hitting numbers; it drives strategic decisions across your business. Missing it […] Read more: https://lnkd.in/et2mW7jF

New Post: Missed Your Forecast Last Quarter? Here’s How to Tighten It for Q4 As we head into Q4, it’s time to reflect on the results from Q3. If you’re in revenue leadership—whether in Sales, Customer Success, or Marketing—and you missed your forecast, it’s crucial to rethink your approach for the upcoming quarter. Your forecast isn’t just about hitting numbers; it drives strategic decisions across your business. Missing it […] Read more: https://lnkd.in/et2mW7jF

Rethinking the Commercial Operating Model: Why Most Companies Are Stuck in the 80s and 90s Most companies are still operating with outdated sales models from the 80s and 90s. This approach is obsolete in an era where recurring revenue models demand a fundamentally different strategy. After all recurring revenue is a result of recurring value. The classic sales funnel no longer aligns with the nature of modern business. Customers today seek ongoing value and sustained engagement and education, necessitating cohesive alignment among Sales, Marketing, and Customer Success teams. Contrary to the old focus on closing deals as a one time sales, a customer's lifetime value mostly emerges post sale. Neglecting the critical role of Customer Success can result in missed growth and retention opportunities. Optimising revenue and productivity requires alignment of all GTM teams to a common methodology, metrics, and framework. This ensures everyone works towards the same objective, in a transparent and inspectable way, with the objective to deliver continuous value to customers. Acquiring new customers today demands overhauling traditional sales dynamics. Companies must adopt a modern commercial operating model focusing on various factors such as the customer value proposition, segmentation, profit formula alignment, key resources and content. An effective and consistent multi channel strategy is equally crucial for reaching diverse customer segments and articulating value propositions seamlessly in any target vertical. Leveraging marketing channels, partner networks, and outbound sales creates a frictionless purchasing process which can be scaled and repeated. Do you choose to thrive or die, companies are at an inflection point, either foster a culture of continuous value delivery, aligning all GTM teams, whilst embracing a customer first model or die! #BusinessStrategy #SalesInnovation #CustomerSuccess #RevenueGrowth #ModernSales #GTMStrategy #BusinessTransformation #RecurringRevenue #SalesAndMarketing #CustomerExperience #DigitalTransformation #BusinessModelInnovation #SalesAlignment #CustomerRetention

Your GTM strategy and sales forecasts need to better adapt to unpredictability. But how should you rethink your approach? Clari's Elizabeth Temples recently interviewed Seth Marrs, Principal Analyst at Forrester for key insights on the trends shaping the future of #SalesForecasting and their session was packed with takeaways. Here one that stood out to us: 👉 Churn is at all time highs, particularly in tech. But to improve net dollar retention, you can't just introduce dozens of add-on features or products for sellers. ▶️ Instead, Seth recommends you focus relentlessly on (just) your *biggest* opportunity. ▶️ As he noted, high-performing teams don't overwhelm their audience or sellers, and instead guide prospects through a cohesive, linear narrative that paints a clear value journey. ▶️ Focus on identifying your core product's value narrative and ensure each product up-sell or cross-sell is stacked on in the right succession, framed from the lens of customer value and *building upon* that initial value in a logical way. ☝️ Our POV? The need for a consistent, successive sales narrative also highlights the importance of targeted & specific sales incentives that align to these long-term customer needs, too. Explore all the session's insights linked in the comment below 👇

Balancing the company strategy and how you actually generate revenue is a superpower. Company: “We need to focus on Tier 1 and 2 accounts and increase investment in these segments.” Historically, the strategy has focused on Tier 1-3, but Tier 3 has more SMB accounts. Tiers 1 - 2 focus more on MM and the specific verticals that have proven to win. You create a strategy to educate and convert these accounts and move investment from the tier 3 accounts to focus on tier 1-2 to support the growth goals and company’s OKRs. Targeting and focus significantly decreased for Tier 3. Here’s the PROBLEM: The SMB segment is consistent and predictable and makes up 40% of new revenue. Targeting and focus significantly decreased for Tier 3. Reach and engagement decreased across all GTM motions. Three months later, this segment declined, and overall pipeline and revenue targets were missed by 7%. This was recognized, and investments were adjusted to a balanced approach. Company: “We want more Tier 1 and 2 accounts, but we don’t want to ignore Tier 3. Those are still important.” TAKEAWAYS: 1️⃣ Forecasting a gradual decerase from this segment in the plan is key. It is unlikely to significantly adjust investments and resource focus and maintain the sale volume and conversion. 2️⃣ This could have been flagged earlier in the funnel by looking at segment trends. 3️⃣ You can move investments around, but don’t pivot too hard and ignore a core segment that still drives revenue (even if it’s not a priority). Is revenue a priority? 4️⃣ Things never work out as you predicted, so adjusting quickly and documenting your learnings is the best way to move forward. #b2b #gtm

Stop the cacophonous clash! Bring your sales and marketing teams in a  harmony. And yes, it’s the hidden goldmine for your Company. If they’re on the same team, Sales and Marketing can really catapult your numbers. Your organization is missing revenue opportunities due to the misalignment between your sales and marketing teams. Major Reasons for Misalignment: 1. Divergent Goals and Objectives 2. Inadequate Lead Handoff process 3. Insufficient Data Sharing Steps to realign: 1. Define Clear Roles and Goals 2. Integrated Content and Messaging Strategy 3. One truth Data and Decision Making Benefits of Re-alignment 1. Quality & Conversion Boost 2. Relevance and Personalization 3. Data-Driven Decision Making Over this week, I’m going to break down everything from the reasons of misalignment to its befits of realignment. So follow me and ring that bell to never miss updates. Here’s a question for you: Is your organization missing revenue opportunities due to misalignment between your sales and marketing teams? What signs have you picked up? Hi, I’m Prashant. I help B2B Enterprises Boost their Revenue by 300% and more with customized Customer Acquisition and GTM Strategies. Follow me for hyper growth strategies in 2025. #sales #marketing #growth #business #manufacturing #logistics #supplychain #3pl #distribution #technology #construction #healthcare #realestate #ai

Recently, I was given a hypothetical: How would you achieve a 10% NRR boost in 12 months? My initial reaction was, “Well, that’s a challenge!” But then I thought about how I would get there, and this is what I came up with. 🔍 Proper Segmentation: A key starting point is developing a usage-based, strategic segmentation plan beyond just ARR. I divided the customer base into two categories: *Upsell Potential: Focus on customers with the most growth potential. *Usage Patterns: Understand how customers are using your software. Prioritize those already deriving significant value from the product. 🚀 Upsell-Aware CSM Team: Your Customer Success Managers should be trained to recognize buying signals. Transitioning from a purely “problem-solving” team to one that’s also sales-aware is crucial. Incentivize upsell success by integrating it into their bonus structure. 🔄 Clear Upsell Path: Company-wide buy-in is essential. Ensure: *The product team is developing upsell-worthy features. *The marketing team is engaged in upsell campaigns. *The sales team targets customers with long-term growth potential. I’m sure I missed a ton. What are your thoughts? #CustomerSuccess #NRR #GrowthStrategy #Upsell #CSM #CustomerRetention

𝗛𝗮𝗿𝗻𝗲𝘀𝘀𝗶𝗻𝗴 𝗖𝗼𝗻𝘁𝗶𝗻𝘂𝗼𝘂𝘀 𝗙𝗲𝗲𝗱𝗯𝗮𝗰𝗸 𝗳𝗼𝗿 𝗘𝗳𝗳𝗲𝗰𝘁𝗶𝘃𝗲 𝗚𝗧𝗠 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗲𝘀 𝗮𝗻𝗱 𝗣𝗹𝗮𝗻𝘀 In today's fast-paced market, real-time feedback is not just valuable—it's vital. At KLONE we maximize the impact of continuous feedback mechanisms essential for fine-tuning Go-To-Market (GTM) strategies and plans. Here's how we do it: 1. 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗜𝗻𝘁𝗲𝗿𝗮𝗰𝘁𝗶𝗼𝗻𝘀: Every customer interaction, from initial contact to post-sale support, is a goldmine of insights. We encourage the capture of this data to understand buyer behavior and preferences, which informs more targeted marketing and sales approaches. 2. 𝗦𝗮𝗹𝗲𝘀 𝗣𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲 𝗠𝗲𝘁𝗿𝗶𝗰𝘀: We monitor key metrics such as close rates, cycle times, and throughputs. This data helps identify what's working and, what isn’t, allowing for rapid adjustment to sales tactics. 3. 𝗠𝗮𝗿𝗸𝗲𝘁 𝗥𝗲𝘀𝗽𝗼𝗻𝘀𝗲: Real-time market feedback helps us gauge the effectiveness of marketing campaigns and product launches, providing a clear picture of market reception and areas for improvement. By giving this information to our CRO or VP of Sales, they can then integrate these feedback types into their GTM plans. KLONE not only aligns sales and marketing efforts but also enhances adaptability, ensuring our clients stay ahead in a competitive landscape. How are you currently making enhancements to your GTM plans to stay ahead of your competition? If you would like to learn what it would take to align with KLONE to potentially improve your GTM strategies and plans, contact me at [email protected] or (941) 400-2673. #SalesPerformance #GTM #CustomerFeedback #RealTimeInsights #KLONE

🚀 Introducing IDC Velocity: The Sales Strategy Game Changer for 2025🚀 We’re excited to unveil our latest SaaS platform, designed to revolutionize sales strategies with IDC’s data-driven insights at its core. IDC Velocity transforms uncertainty into opportunity, aligning your sales approach with real-time market dynamics. ✨ Why Choose IDC Velocity for Sales? ✨ 🔹 Accurate Market Sizing: Align sales goals with precise TAM, SAM, and SOM calculations. 🔹 Account Prioritization: Focus on high-value accounts for maximum impact. 🔹 Competitive Insights: Outmaneuver competitors with sharp market intelligence. 🔹 New Market Exploration: Identify and seize emerging growth opportunities. 💡 Don't leave your 2025 strategy to chance—plan smarter and grow faster with IDC Velocity. Learn More: https://lnkd.in/g-ThneNg 📰 See our full announcement in today’s press release: https://lnkd.in/gNTjw5Um hashtag #SalesStrategy hashtag #SalesOperations hashtag #RevOps hashtag #SaaS hashtag #IDCVelocity hashtag #MarketInsights hashtag #SalesPlanning hashtag #AI hashtag #DataDriven