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New Bundle Alert for Revenue Operations Leaders! RevOps Excellence: Essential Content Bundle for Revenue Leaders This comprehensive bundle contains five different resources tailored to help revenue leaders enable their marketing, sales, and customer success teams in their journeys to operational efficiency! What resources will you get by downloading the bundle? 🚀 The Ultimate RevOps Playbook 🎥 On-Demand Webinar: Right-Sizing Your Tech Stack: Building Your Revenue Systems Landscape for Operational Efficiency 🧑🏻💻 On-Demand Webinar: Decoding Private Equity: Crafting Impactful Reports & Metrics ⚙️ MarTech Stack Audit Template 📊 CMO Marketing Dashboard Download the bundle here: https://hubs.ly/Q02wBH7w0 #RevOps #RevenueOperations #RevenueLeader #RevenueGrowth #BusinessStrategy

Happy Monday y'all! Here's a quick post on Impact's blog where I cover some trends that align with the future of sales, marketing, and revops. As always, thanks for the read and support!

We’re excited to announce that Gainsight is recognized in the 2023 Gartner® Market Guide for Customer Success Management Platforms! Download your copy today to learn: 🔍 Why there is a shift from a business case for CSM platforms built on churn reduction to one increasingly built on protecting ARR 🌟 Emerging themes in the CS market and product direction, including support for different sales models and emerging CSM roles, extending across partner networks, application of AI, and more 🛠️ The four essential capabilities that all CS platforms must support 📚 And much more! https://bit.ly/3S3LAR4 #CS #GartnerReport

"Have you converted your algorithm into a practical application?" (People Organized by Function) x (Processes Aligned to Deliver Customer Experience) x (Technology Platforms of the Business Operations) = Business Systems x (Total Addressable Market) x (Unique Value Proposition) = Target Market x (Ideal Client Profile) X (Marketing Strategy) = (Brand Awareness) x (Communications Channels) = Outreach x (Buyer Personas) x (Tactics) = Marketing Strategy x (Investment) x (avg. Life Time Value of Customer) = (Revenue Operations) x (Business Development) = Sales Opportunity Pipeline x (avg. Close Rate) x (Number of Evaluators per 30 days) = Projected Monthly Sales Volume x (Lifetime Value of the Customer) x (retention rate x projected number of clients) /12 = Projected Average Monthly Rate of Return x (Number of Competitors x Competitive Win Rate ) x (Total Addressable Market) = (Total Projected Market Opportunity) x (Avg Revenue Generated Per Employee per $1,000,000 in Revenue) = Market Valuation of the Company x ($43,000 Avg Revenue Generated Per Employee Per $1,000,000 in Revenue Generated) x (Number of Employees) x (Number of Business Systems ) x (Number of Processes per Employee) = Total Dollar Amount of Opportunities for Efficiency Gains = Chambers Capital Ventures #socialsaturday

The finale to my first Sales and Marketing Innovators "season" is Thursday on "Revenue Architecture Alignment: A Blueprint for Effective Marketing and Sales" with John Stone III and Sherwin Uretsky. Shifting business models and pivots in go-to-market strategy to meet changing market dynamics happen all the time. Aligning sales & marketing processes can be high effort, but fail to plan and what goes missing? #pipeline, #targets, #customervalue. Get a blueprint for a successful plan - teaser below Our attendance this year has been fantastic, which the Sales and Marketing Innovators team and I attribute to pragmatic programming: balancing hype topics (#AI) with critical operational ones (#revenuegeneration). Link to session below - what have you got to lose? Ummm.... your #pipeline? Pam Boiros Dave Hall, Molly Silvia, Rob Ciampa and John Stone III look forward to seeing you.

Fullcast Launches Data-Driven Capacity Planning for Go-to-Market Teams — MediaContacts.co — Scenarios empowers Go-to-Market #teams to align #strategy and execution. SALT #LAKE #CITY #June #4 #2024 Fullcast, a leading #software and strategy #platform for Go-to-Market teams, is #excited to announce the #launch of its #latest #product Scenarios, which allows organizations to #build Go-to-Market models, #run #Whatif analyses and build projections around revenue, carried quota, #effective headcount, #sales #team #productivity and headcount capacity. Fullcast's Scenarios allows organizations to #track their capacity #model on an ongoing basis and continually adjust and respond to #market and resourcing constraints. "Our product team is #led by a former revenue operations #leader who's building products for revenue operations leaders," said Fullcast CEO Ryan Westwood. "Our product team is led by a former revenue operations leader who's building products for revenue operations leaders," said Fullcast CEO Ryan Westwood. "By providing organizations with the means to create and deploy data-driven capacity planning directly to Salesforce, we're enabling them to stay agile and responsive, ensuring that operations and goals remain strategically aligned company-wide." Scenarios is the latest innovation from Fullcast, building on its award-winning, end-to-end platform that helps companies plan, execute and track their Go-to-Market strategy. By managing capacity, coverage and sales planning within a single dashboard, Fullcast is able to mitigate errors by keeping valuable data and strategy information in one place. "Fullcast was designed to seamlessly unify operations, sales, marketing, strategy, finance and customer success teams," said Fullcast Chief Technology Officer Bala Balabaskaran. "By connecting planning activities with tactical sales execution, Scenarios can make continuous adjustments in response to real-time strategy changes." Key features of Fullcast Scenarios include the following: For more information or to schedule an interview, please contact Fullcast Chief Marketing Officer Amy Cook at amy@fullcast.com. About Fullcast Fullcast enables companies to build better territories and win more deals through maximizing revenue, improving productivity of sales teams and increasing revenue. Fullcast connects Go-to-Market planning activities with tactical sales execution, enabling operations, sales, finance and customer success teams to make continuous adjustments in response to real-time strategy changes.

I attended three great events last week in Boston and left with a clear and concerning conclusion: Tech companies must evolve or perish in 2024. My top three hot takes: 🔥 Silos are the Enemy CustomerXCon brought together an elite group of customer marketers to share pain points, successes and strategies around customer advocacy programs. I was struck by how much overlap exists between customer marketing and customer success functions and was concerned to see that we are actually seeing a further separation of functions instead of a merging of functions. This phenomena is not limited to just the CS/CMA teams, it's everywhere. Specialized organizational silos are counter-productive to evolution. Too many redundancies are appearing as departments are focusing inward instead of combining forces with other teams. Speed is the enemy here; teams are doing more with less, and corners get cut and collaboration suffers. 🔥 Shared Systems are the key It is mind-blowing how many new tools are coming to market every week. AI-driven tools are catching all the headlines, but mature tools are already deployed within your company that have dramatically expanded their features and use cases recently... and no one knows about it (see previous point about silos). Before investing in new point solutions in 2024, make sure you are doing a full evaluation of what you already have in-house. Most companies only use their current tools to a fraction of their full capabilities today and are slow to adopt new features. Focus on multipliers like data aggregation and automation to maximize the benefits across multiple integrations. 🔥 Companies are Poorly Equipped to Pivot Over a quarter million technology professionals were laid off in 2023 as budgets contracted. To handle the continued demands of the business, remaining team members are overwhelmed with their daily tasks, which is crippling creative innovation. Committing to adopting new tools and processes is difficult when you are overly reactive. I talked to many leaders who lost significant parts of their teams, and are now making deep cuts on what priorities can be reasonably attended to. Companies where infrastructure and operations have not prioritized previously are acutely feeling the pain, and they will have trouble shifting in 2024. We are facing a massive inflection point. SaaS Leaders cannot rely on old tactics or they will fail to keep up with the rapid and intense revolution that is underway. Purposeful Customer Experience will emerge as the unifying north star, and companies will need to reinvent their organizations, incentives, systems, and goals to facilitate this. Huge thanks to SlapFive: Customer Marketing, Planhat, Infinite Renewals, and Workato for three engaging events that provided great discussion, awesome networking, and lots of learnings. Special Shout out to Thomas Smeallie, Jeff Kushmerek, Dana Alvarenga, JEFF ERNST, Josh Lucas, Jon Pistis, Viet Huynh for hosting. Xperience Alchemy

Revolutionizing Revenue: Align, Automate & Amplify to Seize It All with Dan Barker, databig.ai, on Thursday, September 28th, from 11:30 AM - 1:00 PM at the Kirk Family YMCA focuses on four takeaways: 1. Unified Vision through ALIGNMENT 2. CUSTOMER-Centric Strategy 3. Harnessing AUTOMATION 4. INSIGHTS-Driven Sales Velocity Secure your spot here-->https://lnkd.in/gDp6FVuB

In our latest article we discuss how MultiplyGTM revolutionizes revenue planning in the fast-paced tech landscape, offering solutions to challenges posed by traditional methods through AI-driven forecasting, adaptable models, and collaborative planning, while highlighting its unique features, industry applications, and future developments. “We created MultiplyGTM to solve the same challenges we faced when leading our own GTM teams and building new companies. We not only created MultiplyGTM, we were its first users.” Dan Patterson #revenue #aecindustry #tech #innovation https://lnkd.in/dviTw2gK

If I had to build a #SalesEnablement function from scratch, here's the first thing I'd do (hint: it has nothing to do with launching programs). In fact, I'd press pause on all new programs. Because I'd be busy building a Performance Dashboard: - Deconstructing performance by determining the primary segments/areas of performance in a role (and the sales outcomes they align to) - Defining the key workflows within each area (and the leading indicators they align to) - Defining the outputs that must be produced in each workflow (and to what standard/KPI) - Working with Ops to aggregate and organize all this data into a single dashboard ___ I wouldn't care if the project took an entire year and we didn't launch a single program in the meantime. It'd be worth it. It'd be worth it because we defined what performance is and provided visibility into whether or not individuals are performing to standard. We'd define what actions are required to produce the outputs and build an environment that enables and sustains those actions. We no longer would brainstorm or rely on anecdotes as to what is needed. We'd no longer receive requests for enablement. We would check the Performance Dashboard and analyze where the performance problems are. Then we'd proactively (and appropriately) address those performance problems. If you had to build a function from scratch, what would you do?