Laura “LG" Guerra’s Post

Need a spark in your day tomorrow? Because this lineup is lit. 🔥 I'm honored to take part in this lineup of GTM rockstars, brought to you by Pavilion as part of their Elevate: Annual Kick Off event: ⭐ Sangram Vajre - 7 Predictions of GTM that will change the way you go to market ⭐ Nathan Latka - 3 Tactics You Can Copy From Large Saas Companies Using $15.6 Billion of Debt to Fund 2024 Growth ⭐ Tyler Lessard - Build Your Brand and Demand by Becoming Their Favorite Follow ⭐ Derek E. Weeks - 5 Strategies to Punch Above Your Weight in Crowded Markets ⭐ Emmanuelle Skala - Are you really "Customers first"? ⭐ Elizabeth McCalley.eth 🦋 - The 2024 Blueprint for an AI-First GTM Strategy ⭐ Anne Pao - Data helps you see around the curve. Alignment and action help you take the curve ⭐ Leslie Greenwood & Me!  - Building Community Without Building A Community ⭐ 🐶 Jacco van der Kooij - How to Architect your Growth in 2024 Taking place tomorrow - and it's open to *everyone* whether you are a member of Pavilion or not. https://lnkd.in/gPFi984J Free to sign up and for those who attend, there will be the chance to get EXCLUSIVE early access to the 2024 B2B Sales Benchmarks.

3 days left to claim early bird savings for RevOps Summit San Francisco! 🤝 🤔 How can I claim my pass? 👉 Save on tickets here: https://lnkd.in/e6BMJpV4. 👈 🤔 When is this year's summit? 🗓️ September 4 & 5 at San Francisco Marriott Marquis. 🤔 Who's attending? 🧠 RevOps leaders from Meta, LinkedIn, Google, Twilio, and many more. 🤔 What's on the agenda? ✅ Building a high-performing RevOps team ✅ Best GTM practices to drive growth ✅ Delivering value beyond annual planning ✅ Reactive vs. strategic RevOps strategy

Feeling inspired and recommitted after last week's GTM Partners Seattle roadshow. Much like reading your favorite book or watching your favorite movie, every time you play it back, you catch something new in the content. Some of my favorites nuggets I'll take with me into this week: "When you are unfocused, you pay an optionality tax" - Bryan Brown when discussing how focus will set you free in your GTM strategy. Whether it's your external offer to the market or your internal priorities, determine where your business can grow the most and skate there with speed and clarity. "Train AI to speak like your superhuman seasoned sellers" - Angela Frackowiak dropping unreal levels of knowledge and insight into how she, Branislava Jelicic and their team at Armis are using Regie.ai to scale the operational complexity of their inbound and outbound motions. "If you ask department questions, you get department answers" - the silo'd problem-solving across the GTM teams has to stop. Elevate your cruising altitude by using frameworks that don't pit functions against each other, but rather seek to draw out cross-functional solutions (I took a great framework pic at the event for anyone who wants it). H/T Outreach for letting us drink in your beautiful office view all morning

Wondering why product-led growth (PLG) is taking the business world by storm? 🚀 Okay, let me assure you: It's not just a buzzword. It’s a paradigm shift in how businesses scale. Think of Slack’s $7 billion valuation in under 5 years, Dropbox’s $1 billion sales in less than a decade, and Calendly’s skyrocket to a $3 billion valuation – all powerhouses of PLG. Their success stories show lower customer acquisition costs, more product-qualified leads, and enhanced customer retention. 📈 But what truly makes these PLG companies stand out? They share common features, let me help you with a few examples (I'm sure you've considered some of these) - Creating extensive resource libraries (Appcues), - Enhancing virality (Airtable), - Aligning with users’ goals (Crunchbase), - Providing frictionless sign-up experiences (CloudApp), ...and the list goes on! 🌟 As someone passionate about this space, I’m thrilled to share that I will be attending the most awaited event in the product-led space - PLGTM 2024 in San Francisco on April 16-17. This event is not just any conference; it’s a transformative experience for those passionate about shaping the future through product-led go-to-market strategies - and Dave Rigotti and team have put up a fantastic line up! Watch out for: - Keynote speakers like Meka Asonye, Clair Byrd, and David Yockelson are ready to drop some serious knowledge bombs 💣. - Covering hot topics like product-led sales, PLG technology stack, developer marketing, and much more. - An unparalleled opportunity for top-notch networking with leaders from across the globe. Grab your tickets (exclusive discount in the comments below) and let’s move towards a more user-centric, sustainable, and scalable future together! See you there 👋👋👋

Good read on the current (and near-future) state of GTM tech, if y'all haven't seen it. Worth 15m of your time to digest and consider. Some thoughts from my initial read: -Modern GTM stacks are built around four components: inputs, storage, capabilities, and federation (how data gets moved between the other components -"If you can’t move data because of your vendors or system complexity, you’re screwed." -"Having a highly-flexible stack means you can easily onboard and offboard vendors to create systems that fit your unique needs with the best tools possible without confusing/burdening the team or partners." -"Last year Growth Unhinged featured how seed-funded Thena was replicating 5-10 SDRs by using off-the-shelf tools, like Keyplay, Clay, and Clearbit. Rather than hiring 10 people to solve basic SDR problems, 10 tools did it instead. This resulted in a steady drip of inbound leads from a variety of channels, all turnkey initiated." -"The flipside of this early proliferation of tools was a maintenance cost. Instead of needing 10 SDRs, they needed just as much time to setup, manage and maintain the stack." -"We often went on a Marie Kondo-esque decluttering spree, ruthlessly auditing our tools and asking, "Does this spark joy... I mean, provide value?"

of all the change happening in GTM, there is one emerging motion I’m most excited about in partnership: nearbound. we have data and research on partner-led motions at GTM partners, but the partner playbook itself really hasn’t transcending the walls of silo’d partnership departments. partner-led is not a department. i t’s a strategy for every department: for sales, marketing, success, ops, and product. it’s nearbound. It’s nearbound gtm. & i’m so joyous to see the newest book to hit the gtm space this year: “nearbound and the rise of the who economy” by Jared Fuller i’m joining jared to launch it live on tuesday, 2/27 — you gotta pick it up if you’re serious about the future of gtm. who’s going to join us LIVE?

Anyone else remember when this was the “state of the art” GTM tech stack? 🙋♂️ Things have, well, changed. And not always for the better. The sad reality is that our dated and bloated GTM tech stacks hold us back from executing GTM plays with confidence. GTM tech is acutely painful for modern software businesses combining PLG, sales-assist, and scaled/AI-enabled outbound motions. But I probably don’t need to tell YOU that… Thankfully there are folks like Austin Hay (Ramp, Runway, mParticle, Branch, Clarify) who teaches THE MarTech course at Reforge. Austin joined Growth Unhinged to share his framework on how to build a stage appropriate tech stack that lasts. Full post: https://lnkd.in/eweGNcuU PS - don’t miss the stack diagrams from companies like Thena, Postmates, and Ramp 👌 #marketing #martech

Join Pavilion for Elevate: AKO - the virtual kick-off designed to level set expectations for 2024 and give you the strategies you need to set this year up for success. Topics include: • 7 Predictions of GTM that will change the way you go-to-market • 3 Tactics You Can Copy From Large Saas Companies Using $15.6 Billion of Debt to Fund 2024 Growth • Build Your Brand and Demand by Becoming Their Favorite Follow • 5 Strategies to Punch Above Your Weight in Crowded Markets And more! Feb 8th 11am ET (link to register below) #kickoff

Dust off your GTM playbook, it's time for a refresh! Out with the overused tactics, in with the future: RevGenius Next 50 GTM Creators list. Meet the rising stars, the boundary-pushers, the disruptors redefining SaaS growth. Join the movement, discover the Next, and be the GTM #gamechanger Ready to ditch the old and embrace the new? Join us on February 21st! Link in the comments 😉

Excited to share the second installment of our myth-busting series on Go-To-Market (GTM) and Revenue Operations! In this segment, we debunk misconceptions such as the belief that more leads always result in more revenue, that Revenue Operations is only for large enterprises, and that a one-size-fits-all GTM strategy is effective for all products. What are your perceptions of GTM and RevOps?