Pavilion

Companies that exceeded Q3 revenue targets are shifting focus: expansion is the new acquisition. We survey over 100 executives every quarter to get a read on their performance. Customer-led growth emerged as a key theme among top performers for the first time this year. Want to see where you stack up? Read Pavilion’s Q3 Pulse report below ⤵ https://lnkd.in/d9T49QzY

🗳️ It’s Election Day! While you're casting your vote, don’t forget to help us recognize leaders shaping the RevOps landscape. This is your chance to spotlight standout RevOps professionals who are paving the way for growth, efficiency, and innovation in our industry. Know someone making a difference in RevOps? Nominate them for Pavilion’s 50 RevOps Leaders to Watch in 2024 by November 10th! Submit your nominations here 👉 https://lnkd.in/d6SpJJfA This is your chance to celebrate the people driving real results in our industry.

The Pavilion and TrustRadius GTM Awards celebrate exceptional go-to-market leadership, and we are excited to spotlight the winners for the RevOps Leader of the Year, Fractional/Advisor of the Year, and Revenue Architect of the Year awards! 🚀 ⭐RevOps Leader of the Year Winner ⭐ Sandy Robinson, M.Ed., SVP of Revenue Operations at Patra Corporation Sandy brings over 20 years of experience in sales, leadership, training, enablement, and revenue operations to the industry. When Sandy joined Patra, she immediately recognized an opportunity to improve sales velocity, close rates, and retention. She reimagined the entire process by creating a new roadmap for the customer journey, restructuring the sales team’s compensation plan to better align with results, and implementing new tools and training to ensure everyone was on the same page. ⭐Fractional/Advisor of the Year Winner ⭐ Rachel Johnson, Fractional CMO and Marketing Practice Founder of GrowthJen As the Fractional CMO and Marketing Practice Founder at GrowthJen, Rachel provides hands-on, strategic guidance across the entire revenue lifecycle, applying agile and MVP methodologies to drive rapid results and long-term impact. Rachel’s expertise spans every facet of the go-to-market process, including sales, marketing, client success, and revenue operations. Known for her "roll-up-your-sleeves" approach, she excels at combining high-level strategy with actionable execution. ⭐Revenue Architect of the Year Winner ⭐ Chris Nixon (CFA, CPA, FPAC), Head of GTM & Customer Finance at OneStream Software Chris plays a pivotal role in driving cross-functional alignment at OneStream, working with the company’s sales, finance, customer, and marketing teams to ensure the principles of Revenue Architecture are integrated. As OneStream prepares for its IPO, Chris focuses on optimizing go-to-market efficiency and providing key insights to guide the team. Known for his expertise in change management, Chris builds trust across the organization while applying a data-driven, relational approach to decision-making. Cheers to Sandy, Rachel, and Chris 👏👏👏

Last Call to Enroll! ⏰ Enrollment for CCO School closes in just a few days! If you’re a CS or Sales leader looking to sharpen your skills, scale your team, and align post-sales functions with business growth, this is your final chance to grab a spot. 🙌 This course will help you develop the strategies you need to drive customer retention and revenue—don’t miss out! 📅 Classes start November 5th. Join us before it's too late! 🎓 Register now: https://lnkd.in/e2idJgBy

⏰ Last Chance to Enroll! ⏰ RevOps School with Brian Kreutz kicks off next week on November 6! This is your final opportunity to join a live, interactive course that will equip you with the skills to align CRM with G2M strategies, run a Revenue Engine Diagnostic, and master data-driven decision making. If you're a Sales or RevOps leader looking to sharpen your skills, this is the course for you! 📅 Final call—enroll now before it’s too late! 🔗 https://lnkd.in/eN6EP3vT

Guy Rubin will be speaking at the National Sales Conference on Thurs 14 Nov in Birmingham. He'll be sharing analysis of $57 Billion of Revenue and revealing how top sellers 'sell'. This session at NSC 2024 is in association with Pavilion and members can take advantage of VIP entry. Talk to Melanie Nye, CMP. Non-Pavilion members can register for the conference here https://lnkd.in/efbhfTGP. #sales #revenueintelligence

Last week I attended my first Pavilion Executive event as a new member. And let me tell you, it did not disappoint 😉! 📈 The talent and experience of those in attendance, as well as the quality of the conversations were top level and hard to beat. It's always great to step away from our partnerships bubble, and have conversations with other GTM leaders to understand their perspectives, pain points, and expectations. This event once more confirmed that the interest and excitement for partnerships is definitely there and there’s a lot of opportunity in front of us 👊, but also a lot of misunderstanding 🤔. Thank you to Bijay Alex Mathew for putting this together, and to all the members for welcoming me to the community. I look forward to many more events, to meeting many more incredible leaders in ATX and around the world, and to taking advantage of everything else that Pavilion has to offer! See you at the next event! #ProfessionalDevelopment #GTMStrategy #RevOps #Community

What sets successful enterprise businesses apart in a rapidly changing market? In today's episode of Topline, Sam, AJ, and Asad sit down with David Obrand, CEO of Salesloft, to explore the strategies and insights propelling their success. David discusses the critical focus on enterprise growth, the integration of AI in sales, and how Salesloft is evolving to meet market demands. He also shares key lessons on reshaping their market narrative and building lasting customer trust. Listen to the full episode to discover how Salesloft is redefining the future of sales, available on all major podcast platforms.

Why are local car dealerships on TikTok better at marketing than $1B VC-backed SaaS startups?  They are telling a compelling story.  They are using their ACTUAL employees as the main character.  They are making their product, the trucks (see video), the supporting cast.  They are injecting humor.  They are pulling us into becoming FANS of their brand.  SaaS companies are doing the opposite.  They are not telling a story.  They are not integrating their employees into their brand. They are not making the product the supporting cast to the outcomes they drive.  They are avoiding humor.  They are not trying to make us fans.  In Episode 2 of The Breakdown, Kathleen Booth (SVP of Marketing & Growth at Pavilion) and I dive into the world of TikTok and how SaaS companies can steal the attention-grabbing techniques and compelling storytelling used by car dealerships to elevate their strategy. P.S. Why are SaaS companies so far behind on TikTok and storytelling? Is it fear? Do they just not have the talent? I want your take.

Two weeks after wrapping up my first Pavilion GTM conference, a few powerful takeaways are still top of mind and influencing my planning for next year: Ever Evolving GTM: The need for a new GTM approach in B2B couldn’t be clearer. Shorter tenures are causing a loss of institutional knowledge, complexity is demanding tighter cross-functional alignment, and GTM efficiency has dropped by 58% since 2019. With rising capital costs, execution and efficiency are more critical than ever. As hard as it is aligning teams and sweating the details on performance and being in the same boat is ultimately what will lead to success or failure. As always enjoyed the sessions from Winning by Design and 🐶 Jacco van der Kooij, GTM Partners and Sydney Sloan was my favourite presentation on technical marketing campaigns and first team mindset. Is AI the Next Big Thing or Everything? Analyst Benedict Evans delivered a compelling talk on AI, illustrating that while interest is sky-high, actual applications are still limited. A consistent theme was the importance of exploring AI’s potential, given its fast-evolving role, especially as scalable use cases emerge and I am really excited to see more from Amanda Kahlow and 1mind. Sharing Success, Showing Humility, and Directness: A big takeaway was the authenticity shown by leaders like Benjamin Samuels and Kim Scott, and Square’s Tom Hanrahan, who openly shared their journeys and challenges. Their openness underscored that humility, candor, and success can, and should, coexist in leadership. And I got a selfie with my hero too thank you Kim! An inspiring experience and community I’m grateful to have been a part of Thanks Sam Jacobs and Kathleen Booth and team. #GTM #marketing #b2b