SAPI’s Post

In tech, the kick-off month is now past us. From my days at SAP, I understood the importance of kick-off and it is about uniting the field and energizing everyone to understand changes in the strategy and new plays for the upcoming year, enabling the field on all the new products/solutions/pitches and facilitating a great networking opportunity across all the field functions. When I was at SAP, I grew up going to FKOM (Field Kick-off Meeting). As I've been working in more scale-up or growth companies in the last 9 years, I noticed that many scale-ups lean towards calling them SKO (Sales Kick-off) instead of FKO (Field Kick-off). As I came into Collibra, I pushed to rename the start of the year event from SKO to FKO to create inclusion and recognize all the efforts of the pod structure across all GTM. I've always loved and enjoyed my collaboration with sales, but GTM is not purely a sales function and there are so many other teams in the field like Marketing, Partners, Customer Success, Professional Services, Operations, Deal Desk, Presales, etc. that work on a daily basis to drive the success and growth of the company. It's amazing how one letter of transitioning from SKO to FKO can change the inclusion mindset. All these little things that leaders do send a stronger message to signal the unity of the field organization and can have a bigger impact on team collaboration than we may think. Anyways, food for thought and has anyone be effective shifting this at your company? #techGTM #growthmindset

🎉 Last week marked my 3rd work anniversary at Supply Chain Alliance (SCA). Reflecting on the past three years, I've been fortunate to travel to new places and collaborate with some of the best supply chain professionals across various industries, including Retail, Fashion, Industrial Solutions, Packaging, Utilities, and more. Among the many important elements, three key factors have consistently stood out in my journey: Data, Processes/Systems, and People. 📈 Data: At the heart of every successful supply chain lies valuable data insights. Often, by simply analyzing the data, we've been able to address critical business questions even before setting foot on the client site. Harnessing the power of data-driven solutions, we've empowered our clients to make informed decisions, optimize operations, and stay ahead of the curve in their respective industries. 💻 Processes/Systems: Effective processes and systems form the backbone of a resilient supply chain. From guiding clients through ERP system implementations to designing user-friendly Excel-based tools, we've helped streamline operations, reduce costs, and enhance overall efficiency. 🏋♂️ People: Last but certainly not least, none of this would be possible without the collaboration and dedication of the people involved. In every project at SCA, I've learned that collaboration and teamwork are key drivers of success in any supply chain endeavor. By fostering strong relationships and engaging with stakeholders at all levels, we've been able to delve deeper into challenges and find solutions more efficiently. As I celebrate this milestone, I'm reminded of the invaluable impact these elements have had on our clients' businesses. I'm grateful for the continuous learning opportunities they've provided, and I look forward to exploring how these insights can be applied in other industries as well. Whether you're navigating supply chain challenges or seeking opportunities for improvement, we're here to help. Let's connect and explore how we can transform your supply chain for success. P.S. The only time I won a meaningful competition. 👇

When I joined Eyrene as the customer success officer, the company was already an established business. But it wasn’t always like that. Two founders started Eyrene in the mid 2010s, one was a tech whiz, the other - a man with vast business expertise. The guys were initially off to a bumpy start, but who isn’t, right? The first major customer – PepsiCo  – came in 2017 (still with us to this day - thank you guys). I personally mediated the whole thing, living up to my job title of customer success officer. The PepsiCo deal was followed by key partnerships with Henkel Polska, Henkel Iberica, BAT Malaysia, and some other big names. When the pandemic hit, Eyrene pretty much went into survival mode, focusing solely on the existing customers. But we weathered the storm. 2021 marked a turning point, when the market started to pick back up, and a strategic decision was made to go global. Since then Eyrene has captured a rather substantial share of the digital merchandising market. We are continuously looking for ways to expand our geography. What began as a team of 2, has evolved into a business with over 80 staff members (makes me super excited as Eyrene’s CEO). And the growth doesn't stop there. We are actively onboarding staff members, and not only tech guys. Fingers crossed, it is going to stay that way:)

I didn't even know it was a thing, but apparently it's BDR appreciation week this week! 😮 So a heartfelt shoutout to the tireless work and skill of my colleagues in EMEA, Dionne Warnars and Eshen Patel, as well as my North American counterparts, Maniha Isa, Dylan Scott, Emaan Kazemi and the newer team members who have joined Visier in the last few months. Every role has it's challenges, but if you're unfamiliar with the day to day, a very, very high percentage of our output leads to zip all. I can't think of any other job where the volume of activity equals the types of returns we get. Of course, there is a skill to it, but for example, in what other role can you make a call to who you believe is the Head of Transformation for a large FS company, only to find you're talking to a retired accountant who is doing their weekly shop in Sainsburys (thanks Lusha 😜 ), or, can you take the time to carefully research a prospect, craft a highly personalised email, only to find it's blocked or the recipient email address has rejected it, and have to do this at scale, day in, day out......you get the picture 😎 I believe the majority of us work hard to add value to who we prospect, based on an understanding of our product, our market and the problems we can help companies solve, and the best BDRs recognise that a prospect will buy when it is the right time for them, we can only highlight a potential problem and see if resonates and go from there. So to all my colleagues and wider BDR community, here's to a successful year both collectively and individually, and to many more calls, emails, LI voice notes, video messages, sequences, cadences, connects, meetings booked, opportunities created, healthy tension with your AEs and other ups and downs along the way! 🤝 #bdrappreciationweek

We recently concluded an intensive 2-day Key Account Management workshop for Coca-Cola key account team, focusing on "Collaborating for Value". We gained invaluable insights and skills to: -Drive mutually beneficial partnerships -Align goals and strategies with customers -Foster open communication and trust -Identify and capitalize on growth opportunities -Deliver tailored solutions and value-added services This workshop empowered KA team to: -Deepen customer relationships -Unlock new revenue streams -Enhance collaboration and innovation We're committed to driving business growth through strategic partnerships and customer-centric approaches. Kudos to Piotr Malita, Sunay Şanlı, Kanza Malik, Aamir Waqar for facilitating this workshop. #CocaCola #proudlyCCI #KeyAccountManagement #Collaboration #CustomerCentricity #Partnership #GrowthMindset #TeamDevelopment #Workshop #SalesExcellence"

🎆 Our company turns three today. 🎇 I have so many thoughts and emotions about this milestone, including memories of conversations with Brittany Potoka 3+ months before we launched. The initial idea was simple: offer presales-as-a-service to software resellers and publishers.  Like any new venture, the early days were filled with questions. Could we effectively market our service? Would companies embrace our idea? How could we efficiently scale our resources? Would our services be as sticky as a software subscription with a high rate of renewals? As a team, we've been able to test and answer these questions, and we maintain curiosity to keep asking more questions. Today, we go to market as three businesses that combined offer full lifecycle solutions engineering/architecture on a subscription basis.   Product Marketing Leader:  Better Content, More Leads Presales Leader: Middle of Funnel Discovery, demo, and close Business Consulting Leader:  Post Sales Solutions Architecture and ongoing Optimization If you asked me three years ago what I was looking most forward to seeing come to fruition, I would have said: 📊 Watching top-line revenue growth YoY 💰 Closing record-breaking software deals for our clients 🚀 Expanding into new markets and niches of technology Those things have been fun, but looking in the rearview mirror instead of looking ahead gives excellent perspective. Here are the things I've enjoyed the most looking back on our first three years: 📈 Watching our early individual contributors step into leadership roles 👨🚀 Seeing our junior SEs graduate into more significant roles, closing large deals 😁 Building a company culture that attracts outsiders in, and keeps the insiders here 💡 Collaborating with the best clients as a trusted advisor and participant in their revenue generation Three years ago, I was worried early on that we were selling "Jeremy-as-a-Service" (I was when it was just me!). I knew this would never have scaled. Many business books and advisors will tell you that you must get out of the way - don't stand in the way of your growth. Hire good people, give them the tools to be successful, establish a feedback loop, and get the heck out of the way. I have to give big props to the team who built rapport and put up big results for our clients. We now have over 20 employees who serve our clients across our three companies. Many of you know the leaders on my team from their individual contributor roles (doing demos, consulting, etc.), but I want to give them a shoutout and big thank you for helping steer the ship, build processes, cultivate ideas, and run this business. There is a 100% chance we would have failed as a company without you all: Jason Potoka Thomas Fitzpatrick Sean Reeves Mike Duberstein Lindsay Moir John A. Hicks I can't wait to see what this team will do in another three years.  #solutionsengineering #presales #erp #asaservice #subscriptionbusiness #subscription #startup #growth #celebrate

🎉 Grateful to share a milestone as I approach the 3-month mark at Tribute Technology as a (PH) Digital Marketing Lead! 🚀 Reflecting on my journey, I feel incredibly fortunate to work alongside such talented teammates and to be immersed in a work culture that sets the bar high. The level of appreciation and recognition here is truly exceptional. Recently, I was humbled to find myself featured 3 times in our "kudos channel" on Slack by both my boss and immediate supervisor, reaching over 300 fellow employees. It's moments like these that reinforce the value of teamwork and acknowledgment in driving success. With over six years in the Sales and Marketing industry, I've embraced various roles, constantly seeking ways to enhance internal processes and elevate customer satisfaction. Whether it's optimizing warehouse operations, refining sales procedures, mastering CRM systems, or navigating the diverse landscape of marketing from traditional print to digital platforms, I've always approached each challenge with a commitment to efficiency and client satisfaction. (As I'm always in the client-facing role) Yet, my past experiences have also taught me the importance of balance and self-care. In previous roles, the relentless pursuit of surpassing my own achievements often led to burnout. However, I'm grateful for those experiences as they've shaped me and brought me to where I am today. Joining Tribute Technology has been a game-changer. Here, I not only feel appreciated but also supported in my professional growth. It's a testament to the trust and opportunities extended by my previous employers that have paved the way for me to thrive in this dynamic environment. Here's to continued growth, collaboration, and making a meaningful impact together! 🌟

Congrats to the Tremco CPG Inc. sales trainees class 292 for completing this training! 🔎 DECODING DEI TO BUILD BETTER RELATIONSHIPS ➡️ OBJECTIVE: Through understanding and applying DEI principles, participants will cultivate stronger client connections, leading to increased customer loyalty, expanded market reach, and improved revenue generation. 🎯GOAL: The goal of this program is to equip sales professionals with the expertise and strategies to leverage diversity, equity, and inclusion principles effectively in client relationships, thereby enhancing trust, rapport, and ultimately, sales success. ❓Want to level up your sales team and elevate your game? Learn the basic principles of DEI and enhance your skill set! #DEI #salestraining #companyculture

Ready to redefine your career, embrace change, and unlock a world of possibilities? Dive into the story of Marzena, former letsjoin.cloud course participant and Product Architect at HEINEKEN. Her journey is marked by a relentless pursuit of knowledge, balancing full-time work, parenting, and career advancement. Get some insights and strategies from her that will empower you to thrive in today's dynamic business landscape. Don't miss out and read the full interview now 🌟 #Trailblazer #SalesforceEcosystem #EmbraceChange #CareerTransformation #SalesforceSuccess

Ready to redefine your career, embrace change, and unlock a world of possibilities? Dive into the story of Marzena, former letsjoin.cloud course participant and Product Architect at HEINEKEN. Her journey is marked by a relentless pursuit of knowledge, balancing full-time work, parenting, and career advancement. Get some insights and strategies from her that will empower you to thrive in today's dynamic business landscape. Don't miss out and read the full interview now 🌟 #Trailblazer #SalesforceEcosystem #EmbraceChange #CareerTransformation #SalesforceSuccess