Mark Goldberger

Our partnership with Brex now gives us unparalleled insight and breadth in SaaS purchasing reports

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Ready to elevate your B2B SaaS game? Dive into strategies that transform complexity into clarity. Unravel the intricate puzzle of growth with actionable insights. Are you aligning company strategy with execution for maximum impact? Discover how to harmonize sales and marketing to power up your revenue engines! How often are you tuning in to market insights and refining your approach? Here are 5 key insights to drive your company forward: 1. Decode the landscape: Know your trends and dynamics to position effectively. 2. Connect the dots: Let marketing drive growth, beyond just campaigns. 3. Embrace synergy: Ensure perfect alignment between sales and marketing. 4. Listen & Anticipate: Use market insights to stay agile and responsive. 5. Empower through enablement: Equip your team for success with consistent messaging. How does your approach stack up against these strategies? Watch the full video: https://lnkd.in/div6jKmY 👏 Don't forget to share this post if you found it insightful—let's spread the knowledge! 🚀

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When you're not in the board room, you're always wondering, "What's going on in there?". I have now worked with seven companies where I'd regularly present to a board, a mixture of PE and VC-led, and it's almost always centered around a few key topics. If you're meeting your numbers: - what's your future forecast  - how are you going to continue to grow - how will you grow faster and more efficient  - update on money in the bank and spend If you're not meeting your numbers (along with the things I mentioned above): - what is your plan to turn things around and meet your numbers (this includes new logo, back-to-base sales, and churn reduction) - what resources can they offer to help - do you have the right players in the right seat This is an oversimplification because many nuances are at play, but this is generally it. While board meetings can be stressful, almost every board I've worked with wants to be helpful. Of course, their interest is, first and foremost, that the business is healthy and growing, so there's always that undertone, but overall, they want to help. After all, they are guardians of the investments they make on behalf of others and have to report back on their performance. Think of them like they are CSMs for their investors (the folks that give them money). They need to get a great return on the investment they made on their behalf.

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Amplitude Announces Second Quarter 2024 Financial Results: - Second quarter revenue of $73.3 million, up 8% year over year - Annual Recurring Revenue of $290 million, up 8% year over year - Number of customers representing $100,000 or more of ARR in Q2 grew to 547, an increase of 10% year over year This quarter was all about meeting our customers where they are. In Q2 we took our Snowflake Native offering GA, doubled down on our open ecosystem, and unveiled a self-serve portal that makes it easier than ever to integrate with Amplitude. To our customers, partners, and Ampliteers, thank you! Your trust, partnership, and hard work is invaluable! #PLG #ProductLedGrowth #DigitalAnalytics #ProductAnalytics #Retention #Acquisition #Monetization

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I advise a few early stage GTM execs at tech companies, and probably the most common problem is this (and this isn't just about tech, this applies broadly): Focus. Here's an example of how it goes: Them: We've got SMB customers but enterprise aspirations. Me: Is the product built for the enterprise? Them: Recently, yes. Me: Do you have any enterprise customers? Them: Yes, 20. Me: Are they paying for it? Them: Yes, we're getting upwards of 7 figure deals on 3 year terms. Me: That says a lot-- you've got a repeatable sales motion. Why are you still selling to SMBs? Them: We get a lot of leads like that, and it's hard to say no to a quick close. Me: How much work does it take to service those SMBs? Them: A TON. They have no process for adoption or even people to use it. Plus, there's no expansion upside. Me: What type of company is the CEO telling the board she's trying to build? Them: An enterprise SaaS company-- and that's what the sole focus of the product team is. Me: Why are you not focusing exclusively on selling to the enterprise customer? Do you even really want the SMB customer? Them: Good question. Me: If you focused on that, wouldn't you also be more capital efficient? Would it increase your sales productivity? And let's not forget that sneaky cost to service the customer that's happening with SMBs. You might be actually losing money on them. Them: I think we need to focus or GTM effort. End scene. For my company, I'm focusing on one grape variety (Sauvignon Blanc, or Sauvy B as some cool kids say). You can buy it directly from our website, or it'll be available in very limited geographic locations (Cape Cod, Islands, the Hamptons). All about the focus. #gtmadvice #marketing #b2b #wine

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Click the link in the comments to access the full interview: Given the need for CRO's to be more data-driven and analytical now compared to just a few years ago, would it make better sense to elevate a VP of Marketing into a CRO role over a VP of Sales? That's not what I planned to ask Tracy Sestili, 3X CMO, and first time CRO at Intellimize, when I had her on The GOATS of Growth, but given her experience and successful track record it would have been interview malpractice if I didn't ask. Candidly, some people on this platform have already vehemently disagreed with the premise of the question. Listen to the clip below and let me know what you think. In addition to that meaty topic, we also discussed: --The Importance of Cross-Functional Collaboration for CROs --Addressing Pricing, ICP, and Product Feature Issues --Strategies for Scaling Revenue --Challenges of Expanding into New Markets --WHY PLG is Not a Silver Bullet --Dominating a Market before Expanding --Creating a Seamless User Experience --Balancing Growth and Efficiency (may favorite topic lately) Tracy, you were a fantastic guest! Thanks for agreeing to do the show! Please follow Tracy for more great content.

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Top H1 takeaway from QBR's about our Rev Org: "We're an ecosystem, not a hierarchy." (h/t Alexandra B.) We collaborate, everyone's voice matters, and we strive to put people in roles they love so they can be madly successful. Hearing this statement was validation that what we are building in the Revenue Org at LibraryPass is unique, and scalable, and contagious. And we have roles coming soon! So if you're interested in being part of an ecosystem, let's chat. Here's to an even better H2!

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Wise words from Max Baumann: What truly moves the needle isn’t flashy marketing or fad-based social media. It’s stellar retail execution—effective promos, impactful demos, and clean in-store performance with your priority retailers. With 75-80% of sales still happening in brick-and-mortar, optimizing sales and marketing spend around retail execution is truly non-negotiable. Want to win? Look to partners like Basemakers, and tools like Repsly.

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2024 has continued to be a year of recalibration for SaaS—and for me personally. The shift from "growth at all costs" to sustainable, profitable growth has tested leaders across the board. Those who thrived demonstrated adaptability and a return to fundamentals: operational excellence, efficient scaling, and long-term value creation. I’ve been fortunate to witness this firsthand at Kapiche, working alongside Ryan Stuart, and a team dedicated to our customers. It's been a powerful reminder that, even in challenging times, innovation and customer-centricity are what set companies apart. Here are some observations from the year: 👉 Australia’s SaaS landscape has improved significantly ‣ Local talent has matured, making it easier than ever to build world-class teams right here. ‣ Remote work continues to enable global collaboration, though challenges like cultural alignment and team connection still require focus. 👉 Customer-first values remain an unresolved challenge ‣ Companies want to listen to customers, but outdated systems, silos, and misaligned cultures often stand in the way. ‣ Leaders must champion customer-centricity from the top down, and Boards need to prioritise customer metrics alongside financial KPIs. The companies that solve this will dominate their markets. ‣ This is an industry agnostic issue and there is significant room for improvement across the board. Looking ahead, 2025 feels poised to be a breakout year. Optimism is returning to SaaS, driven by leaner operations and shifting macroeconomic and geopolitical conditions. As the tech sector rebuilds momentum, I’m confident that we’ll see a return to normalcy (not euphoria, though). Wishing everyone a joyful holiday season!

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Amplitude Announces Third Quarter 2024 Financial Results: - Third quarter revenue was $75.2M, up 6% year-over-year - ARR was $298M, up $8M from the end of the second quarter - We now have almost 3,500 paying customers, with 567 of those representing more than $100k or more per year Q3 was all about winning the enterprise. We are starting customer conversations differently, reaching key decision-makers, and demonstrating fast value in ways we weren’t before. The result is a higher-quality book of business, with better attach rates, longer contracts, and bigger expansions (we had multiple expansions exceeding 7 figures in Q3). Consolidation is another big theme that's been playing out for several quarters. It’s clear that our customers are looking for an all-in-one platform, and they are finding that in Amplitude. And we've continued to make our platform better. In Q3, we launched Amplitude Made Easy, our completely redesigned platform experience that takes the difficulty out of analytics. We also deepened our partnership with our friends at HubSpot, launched Web Experimentation, and acquired Command AI (fka CommandBar). To our Ampliteers, partners, and customers—we couldn’t do it without you! Thank you. Thank you. Thank you.

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Commissions Continued: What Amount Counts? When a deal closes, like a recent upsell for additional licenses, we’ve structured a process to pay commissions based on the annualized amount rather than the prorated portion. Here’s a quick breakdown: -> Opp ARR and Quote Amount = cost of additional licenses for a full year. -> Two Order records related to Quote: one for the prorated term, another for the full renewal term. Example: Adding 9 Licenses in September, Renewal is 1/1/2025. -> Prorated Amount (Term 1) = $2,000.00 -> Full Amount (Term 2) = $7,000.00 We will be paying our CSMs commission on the Full Amount (Term 2). I’d love to hear how other teams handle the above scenario. What’s working for you?

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🚨 Last Call for the Nektar Buzz Boat: Just 2 Days to Go! 🚨 Nektar.ai, DocketAI and RevOps Co-op are bringing you an exclusive GTM leaders Cruise in NYC(5th Sep), Boston(10th Sep), Chicago(12th Sep). Our GTM Leaders NYC Cruise is setting sail in just 48 hours, and we’ve got a couple of exclusive passes left. Don’t miss your chance to join an elite group of GTM pioneers for an evening of strategic insights and high-impact networking—right on the water! 🌊 Here’s why you need to be there: 🎯 Cutting-Edge Discussions: We’ll be diving into how AI is transforming sales, how to turn customer engagement into actionable data, and the latest GTM tactics that are driving real growth. 💡Discover how to operationalize Buying Groups: We’ll be diving into how AI automates capturing & tracking engagement with your buying groups on auto-pilot at scale. 🤝 High-Caliber Connections: This is your chance to network with fellow leaders who are pushing the boundaries of what’s possible in the GTM space. 🍸 Unwind & Recharge: Kick back with some great drinks, delicious bites, and amazing views on the cruise while you chat and chill with fellow leaders in a laid-back, exclusive vibe. With only a couple of spots left, this is your last chance to secure a seat on the Nektar Buzz Boat. If you’re serious about elevating your GTM strategy, you won’t want to miss this. Register on the link or DM me to grab one of the final passes. Let’s make waves together! 🐝🚢 #GTM #Sales #AI #Networking #Leadership #Nektar #BuzzBoat https://lnkd.in/g59Sxa6Z

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How do you reduce costs while accelerating growth? That was the crux of the question posed in a post recently by Michelle Benfer after a dinner she attended with other Revenue Leaders. While Executive Leadership too often favors reducing " sales support staff" (aka RevOps/Enablement) over reducing sales headcount, Michelle argues that, when done right, RevOps makes revenue orgs less reliant on headcount not more. What do you think? This topic was tailor-made for The GOATS of Growth podcast, so I asked her to join me. In this clip you'll hear her describe what she thinks best-in-class RevOps looks like.  Michelle, you are what best-in-class GTM leadership looks like, and I thank you for joining me! Please follow Michelle for more great content and reach out if you have more questions--ONLY after listening to the episode. Here is the link to the full episode. https://buff.ly/3Cjhr6Q. Please subscribe to the show if you like what you hear!

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Awesome SaaStock workshops yesterday led by Kevin "KD" Dorsey on how he operationalizes his sales teams and keep them up to date, Rita Jhaveri on the importance of customer onboarding with a fun workshop (Team Monkey FTW!), and Jake Dunlap for new insights on creating a effective buying experience. My biggest take aways from the sessions were: Our buyers' environment is changing and how they buy is changing. Are your internal processes staying up to date to meet your buyers where they're at? At startups I think of my sales org processes within a constant loop -> What's our.... TAM -> SAM -> SOM -> ICP -> Buyer Persona -> Pain Points for said personas within the ICP -> Does our product solve those pains points -> relevant messaging for marketing + disco + demo -> win customer -> case studies -> renew -> apply case studies and stories to new business sales cycle -> repeat The challenge I hear often is that people don't know what their ICP should be and so everything after that falls flat. But why is this so hard to figure this out? It's going to sound ridiculously simple..but it's your industry tags. Read more on why and how to fix it in the comments below and if you’re attending SaaStock today let’s meet up! #saastockusa2024

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A very helpful enablement tool that almost no one has? List of initiatives / tools / programs to steal budget from + WHY our solution is a better investment. In most orgs… There are 1000 one pagers about random features. Zero one pagers about initiatives that we could get $$$ from and how to position for it.

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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Employee Productivity is up, but what’s happening with Headcount Efficiency?!👇 ICONIQ Growth's latest report reveals a notable trend in the SaaS space: While employee productivity - reflected in the ARR per FTE benchmarks - has surged in recent years, headcount efficiency has actually declined. As you can see in the chart below, OpEx per FTE rose over the same period. What do you think is the reason for this? Temporary blip due to market conditions that growing AI adoption will eventually correct? Or will companies always find ways to absorb productivity gains, preventing significant profit boosts? #saas #startup #tech #kpi #benchmarks

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Hey RevOps - ever wonder if that “competitive salary” of yours is actually competitive? 🤔 Or maybe you're feeling overworked - curious how your workload and responsibilities compare to your peers? We're answering these questions and then some with the The 2024 RevOps Compensation & Workload Report 📖 Being delivered through partnership by BoostUp.ai and RevOps Co-op, Our plan is to dive deep into: 💼 Compensation trends in RevOps 📊 Forecasting methodologies and accuracy 📋 The impact of deal reviews and sales methodologies on performance ⏳ Workload distribution and how to optimize for impact But we need your help - the more data we get, the better the report will be. We're about to close things up so we can crunch the numbers, But before we do, would you take the next 5 - 10 minutes to fill out the survey? 🙏🏻 Your input will help shape the future of RevOps, Plus, you'll get early access to the findings - meaning you'll be able to go to your boss and ask for that raise, backed up by data, ASAP 😏 Survey link in the first comment below - thanks in advance y'all 👇🏻 #revops #revenueoperations #salesops #salesoperations #marketingops #marketingoperations #mops #sops #csops #cxops #gtmops #alltheops

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Do you know what a Sales Performance Improvement Plan refers to? Do you know how to craft a Sales PIP properly to boost sales results? You can find answers to these questions in the article below. The ability to detect a sales representative's performance gap is just the first step. The more important goal is how to design a sales performance improvement plan to eliminate this gap. Do you use Sales PIPs in your company? #b2bsales #salesperformance #salesleader #pip #salestips

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