Jason Bay’s Post

Just wrapped up an outbound training with 59 mid-market AEs & SDRs at Shopify This group CRUSHED it. I had a killer time working with everyone. Shopify has a ton of open SDR & AE positions right now. Here's why you should consider joining their team: ✅ Shopify is an absolute juggernaut in the space In Q2, revenue increased 21% to $2.0B. They're growing 25% year over year. They're crushing it during a time when many SaaS orgs are struggling. ✅ Their SDR org is top 1% I haven't had a client do it better. Diana Gates heads up the SDR org. Waseem K. and Mia Thomas are top-notch managers. ✅ Great front-line leaders Christopher Rännefors heads up the mid-market team. Shout out to all Joe Kim Joey O'Kane Melissa Matos Alicia Jones Kay Dyt ✅ World-class enablement Siobhan Sweeney and Britt Hardin did an awesome job of setting up the program and getting everyone bought in. ~~~ Check out Shopify's careers page here: https://lnkd.in/egjix93v #sales #outbound #pickupthephone

Starting my 3rd week as a GTM Engineer at Clay. … I'm sure l'll have tons of cool outbound + growth strategies to share as I go. (already have a table that automates personalized meme creation to show...shoutout Imgflip and Dylan Wenzlau's 🔥 API and support) But I couldn't have done it without a little over a year on the LEANEST sales team in the Shopify space - Skio. Noah Finn took a gamble on me (trusted a strategy consultant as his 1st BDR hire) + taught me how to write emails that actually convert. Vinny Luka was my first real mentor + drilled down on consistency & hard work (& how to properly cook wagyu). Adrian Balakumar was unbelievably casual about how fast he ramped as an AE + helped me level up into a similar role. Aidan Thibodeaux set the standard for us all - selling on another level while supporting anyone who needed guidance. All the while, Nick Bélanger + Hayden Baugh were building a well-oiled partnerships machine. I'm going to miss working with that team A TON, but I'm excited to keep following the 🚀. If you need a Shopify subscription partner - check out Skio...the brands speak for themselves. skio.com/demo And if you want to scale personalized sales or heard of Clay and want to learn more - DM me :) Clay is an awesome product and an even better team. …trust me, I wouldn’t have left Skio for anything less than the best. P.S. I promised Hutch Gourley a shoutout for giving feedback on my Clay application project 💙

Managing a technology partner program successfully requires a degree of honesty about where your solution sits in the market dynamics of your ecosystem. I see a lot of one-size-fits all guidance out there and while we all have SOMETHING to learn from each other the truth is I'm not going to get very far building Talon.One's program by trying to cut-and-paste processes that work for Shopify or SalesForce. Here's how I think about it, are you a Hub or a Spoke? ☸ Platforms like Salesforce, Shopify, Braze, and commercetools are Hubs. As a Hub.... Primary Value to Partners = Access to Customers Primary KPIs = Sourced Revenue, Influenced Revenue Platforms like Talon.One, Hightouch, and Avalara are Spokes. As a Spoke.... Primary Value to Partners = Feature, Function, and Customer Experience Enhancement KPIs = Influence Revenue, Retention Uplift, Customer GMV Growth, Customer Time-to-Market, etc. Now, I can hear the keyboards clacking away in the comments and let me be clear I'm not suggesting that as a Spoke you shouldn't be sending your partners business whenever you get the chance. What I'm saying is that if you are a Hub and you are measuring your Spokes purely on sourced revenue, you're missing the point. If you're a Spoke and you aren't choosing the Hubs you partner with primarily on how efficiently they can unlock new pipeline within your ICP, you are focusing on the wrong things. Value exchange between partners does not mean that each partner in the exchange needs to be offering the same KIND of value. What are you ACTUALLY in a position to offer your partners? Is what you can offer aligned with how a particular partner is measuring success with your partnership? Every partnership is nothing more or less than a structured exchange of value between companies within an ecosystem. 🤝 Understanding this is a critical piece of defining your tech partnerships strategy and making sure you're not wasting effort due to misalignment on the nature, goals, and KPIs of the value exchange. Happy Thursday! #partnerships #alliances #technologypartners #saas

Exciting News: Introducing SouthLeap! I’m thrilled to share that after years of dedication and collaboration, we are officially launching SouthLeap! The SaaS industry has evolved, and today, client retention and expansion are more critical than ever. At SouthLeap, we’re on a mission to redefine what post-sales teams can achieve. Our unique approach transforms these teams from cost centers into powerful growth engines for forward-thinking SaaS companies. Together with my incredible partners, Arturo Rajlevsky and Michelle M. Chow, we bring over 20 years of industry expertise to the table. We’ve spent the last decade building elite post-sales teams for some of the fastest-growing B2B SaaS companies, and now, we’re bringing that expertise to Mexico. Our goal is to build top talent hubs that deliver unmatched efficiency and results at a fraction of the cost. This is just the beginning. We’re eager to connect with those who share our vision for the future of post-sales. Let’s work together to turn your goals into achievements and set new benchmarks for success. Thank you to everyone who has supported us on this journey so far. We’re just getting started, and I can’t wait to see what the future holds for SouthLeap and our partners. Let’s redefine post-sales together!

Take two. My model needed a little tweak. As I was saying, I'm seeing more clearly how a transactional #marketplace capability can help B2B ISVs to achieve more from their channel partnerships strategies. Let's crunch some numbers. Before Marketplace A B2B software company generating $100M in ARR **thinks** it creates a revenue multiple between $2 and $20. This revenue multiple is opportunity for services partners pursue and convert it into real economic upside. Ideally, part of this multiple returns to the ISV as a "reverse multiple stack" through net customer retention contributions, net customer growth contributions and net new revenue contributions. The reality:  - Revenue multiple accountability & monetization is haphazard and inconsistent.  - Partnerships team tenure is 1-2 years. It's just too hard to produce results with little to no data. After Marketplace The same B2B software company with $100M in ARR **knows** it delivers a $5 revenue multiple opportunity for services partners. 4% of this flows through its own transactional marketplace as net new revenue. This includes a "reverse multiple stack" boosting overall revenue by 20-25%. In this transactional marketplace paradigm:  - Revenue multiple accountability is a science & monetization is accelerating  - Partnerships team tenure has extended to 3-5 years. Data-rich workflows create unlimited opportunities for new ideas, innovations, solutions and commitments to excellence The opportunity for ISVs to bring game-changing accountability and monetization to channel partnerships is material and available now. In addition to net customer retention, net customer growth and net new revenue contributions, the ISV adds more revenue through new marketplace monetization contributions (i.e. new marketplace-specific products & services that add value for customers and partners). Get in touch to talk. I love this stuff. James cc James Dutton, FCIM, Sarah Fay, Callum Golds, Patrick Duggan, Eduardo Ezban, Adam Greco, Heather Delleney (she/her), Simon McDermott, Asher Mathew, Chris Samila, Zachary Van Doren, Justin Butlion, Stephan Pretorius, Matt Greitzer, Nick Morley, Chris Padfield, Hisham Khalifa, Fausta Pavesio, Axel Nitsch, Nilendu Pal, Kristina Prokop, Avi Newman, Khan Smith, Eva Papoutsakis Smith, Roman Kirsanov, Phil Soane, Scott Brinker, Matt O'Neill, Jay McBain, Ty Lingley, Dimitar Stanimiroff, Jonathan Petrino

I wasn’t solely fixated on the amount of SaaS I could sell in 2023. Although reaching that goal is important, my primary focus was on the journey leading up to it. My focus was on iterating my strategies and processes, proactively managing renewals to demonstrate adoption and value, and identifying customer needs to assist them in achieving their objectives or solving problems. That remained my primary focus. 2023 brought a lot of challenges as many are aware. After a not so good Q1 something had to change. It felt like there was so much out of my control and things that worked in 2022 were failing in 2023. That’s when it came to me. I was the one that had to change. So I did. I looked at almost every aspect of my work and iterated, then iterated again, and again, and again. I built a ton of scalable processes, shortened my sales cycles, got ahead of renewals, set good boundaries and communication with my account teams and I exceeded on quotas for the year earning a spot in Presidents Club! I can’t wait to celebrate with the Demandbase team in Hawaii! I am thankful to Demandbase for empowering me to innovate and iterate, providing the flexibility to unleash creativity and develop scalable strategies that propelled my business to new heights in 2023. Looking forward to leveraging these lessons to elevate my team to even greater heights in 2024! Aloha! 🌺

Unlocking Growth: The Power of Partnerships in SaaS In the competitive world of SaaS, strategic partnerships are key to unlocking growth, expanding market reach, and driving sustained revenue. By collaborating with industry leaders and leveraging the strengths of each partner, companies can achieve remarkable results. Here are a few examples of SaaS companies that have seen impressive success through partnerships: - HubSpot & LinkedIn: HubSpot partnered with LinkedIn to enable seamless lead generation through LinkedIn Ads. This partnership not only broadened HubSpot’s user base but also helped them boost lead quality by 30%, providing more qualified opportunities for their sales teams. - Slack & Salesforce: By partnering with Salesforce, Slack gained access to a vast enterprise customer base. This strategic move significantly boosted Slack’s growth, ultimately contributing to its $27.7 billion acquisition by Salesforce. The partnership has improved productivity for users by integrating powerful CRM features directly into Slack, enhancing user engagement by 25%. - Shopify & Facebook: Shopify’s partnership with Facebook has enabled merchants to sell directly through social media channels, allowing them to reach over 2 billion monthly active users. This collaboration drove a 76% increase in online store traffic for Shopify merchants in 2020, demonstrating how partnerships can provide access to untapped markets. - Zoom & Dropbox: Zoom’s integration with Dropbox streamlined workflows for users, boosting engagement and increasing Zoom’s daily meeting count by 50%. This partnership showcases the impact of value-added services, enhancing both companies' appeal to a broader audience. Partnerships like these allow SaaS companies to enhance their product offerings, access new customer segments, and drive impressive KPIs. The right partnership strategy can lead to increased market penetration, boosted user engagement, and ultimately, higher revenue. Investing in strategic partnerships isn’t just about sharing resources—it’s about shared success. Explore how your SaaS company can benefit from partnerships and reach new heights. #SaaS #Partnerships #BusinessGrowth #StrategicAlliances #RevenueGrowth #KPI #Sales #TechPartnerships #B2B

It's rare to talk to a founder who doesn't want or isn't trying to go up-market... Just a Friday reminder that... - not every product is made for Enterprise - few start-up/scale-up products are actually ready for enterprise - just because you've won a few ENT clients, doesn't mean you have ENT pmf - the drive up-market will cause friction in your pipeline and sales cycle - going up-market without proving a fit will only cause frustration across your sales and cs orgs - going up-market requires a shift in your ICP and personas...which requires greater testing, training and enablement. Not every product caters to this. If you're all in on going up-market, you must be all in on heavily investing in your product, people, and enablement. Otherwise, reps will get laid off for not hitting their number when it likely had much more to do with the product and not nailing your ENT ICP.

Friday = New Client Onboarding 🤝 This time: 🏢  B2B 📝  Lead Gen 🏗  Construction What is your best tip for smooth onboarding? 𝗜'𝗹𝗹 𝘀𝘁𝗮𝗿𝘁.. ✅ Onboarding Guidance call ✅ SOP documents for the Client ✅ Loom Videos for additional instructions What's your onboarding tip? 👇👀 #google #googleads

Building a reseller program can be a huge opportunity to expand your market reach and increase sales through trusted partnerships. 🤝 Why go it alone when you can collaborate with resellers who bring valuable relationships and expertise? This strategy opens doors to new customer bases and strengthens your brand’s credibility. 🔑 Choosing a platform like Microsoft Marketplace offers loads of additional benefits, such as increased visibility, streamlined transactions, and greater trust. Want to know the secret sauce for setting up and growing your reseller program? Dive into the insights from our amazing CRO, Juan, on the ELG Insider blog. 👉