Ashley Kramer

Hot Take… RIP #PLG, Long Live #SLG But before you throw shade, let me explain… 🔹 There are undoubtedly exceptions, I’m sure many will highlight monday.com, Freshworks, etc. 🔹 PLG works well for low ACV deals with low CAC… think SMB and mid-market customers. Target CAC payback <12 months 🔹 PLG is a fantastic top of funnel marketing channel for enterprise sales ⭐ But for 6-figure enterprise sales, you need enterprise salespeople pressing the flesh with customers

80

15 Comments

If you're headed to Snowflake's #DataCloudSummit next week, make sure you add this session to your agenda: 🏀 Harris Blitzer Sports & Entertainment, the powerhouse behind the Philadelphia 76ers and the New Jersey Devils, is revolutionizing the way it uses customer data. Braden Moore, VP of Data & Analytics at HBSE, will dive into how their teams leverage their Snowflake Data Cloud using GrowthLoop's no-code platform to build complex audiences, enhance personalization, and segment strategies across multiple platforms like Salesforce, Facebook Ads, and TikTok. Join Braden and our co-CEO Chris Sell to learn how to: 🔹 Unlock unparalleled data flexibility across your organization 🔹 Automate marketing processes for smarter, more agile campaigns 🔹 Build and manage 1,000+ audiences to boost fan engagement and ticket sales See you there! #SnowflakeSummit #DataCloud #MarketingAnalytics

25

1 Comment

Over the past two years, ZoomInfo Labs, our hub for strategic services and GTM innovation, has engaged with over 500 of the world's leading GTM companies. Now, we're thrilled to announce that we're sharing some of these insightful conversations. Introducing the ZI Labs Podcast, launching this week (with 12 episodes on Day 1). Hosts Ben Salzman and Millie Beetham have captured wisdom from some of the brightest minds in GTM, including discussions with leaders about AI, signal-based selling, GTM operations, and more. In a rapidly evolving GTM landscape, understanding what works (and what doesn't) is more important than ever. Season 1 features incredible conversations with: ↳ Kate Jensen, Head of Sales and Partnerships - Anthropic ↳ James Dyett, Head of Platform Sales - OpenAI ↳ Natalie (Corporate Natalie), CEO - Corporate Natalie, LLC ↳ Me 👋 ↳ Jeanne DeWitt Grosser, CBO - Stripe ↳ Kyle Coleman, CMO - Copy.ai ↳ Max Altschuler and Scott Barker, Partners - GTMfund ↳ Rob Giglio, CCO - Canva ↳ Meka Asonye, Partner - First Round Capital ↳ Mintis Hankerson - HubSpot & Jason Silverstein - Figma ↳ 💌Andy Mowat, VP GTM Ops - Carta ↳ Konstantin Guericke, Co-founder - LinkedIn Tune in weekly for conversations with CEOs, CXOs, VCs, marketing experts, and tech visionaries to refine and enhance your GTM playbook. Each episode delivers actionable insights on thriving in an AI-driven GTM world. Topics will include: ↳ AI in GTM ↳ Signals & Data Strategy ↳ GTM Plays and Playbooks  ↳ Multiparty Data (combining 1st, 2nd, and 3rd party data) And we’re just getting started! Season 2 is already in the works, featuring conversations with Jason M. Lemkin, Sam Jacobs, May Habib, James Roth, Ross Pomerantz and more. iTunes/Spotify link to the show in the comments. Who should we interview next? Drop your suggestions below!

319

16 Comments

Wiz in the news, and going off in Vendr's marketplace. Today, Vendr transacts ~1% of Wiz’s total revenue. Wiz provides two tiers — Essential and Advanced. ~80% of Vendr buyers choose Advanced. Vendr buyers, mainly from the mid-market, spend about $138k ACV with Wiz, which ranks among the top 10 ACVs on Vendr — comparable in transaction size to Databricks, OpenAI, and Datadog. Mission critical platforms demand higher ACVs. And momentum... Wiz now represents 44% of the GMV in the Cloud Security subcategory on Vendr, a substantial increase from just 10% last year. Makes sense why Google wanted to take a shot at them. 

312

16 Comments

The Forbes 2024 Cloud 100 List is live ☁ Congrats to all the honorees – the world's top 100 private cloud companies –including the 3 healthcare and life sciences companies featured this year: • Benchling - biotech R&D platform • Komodo Health - healthcare data analytics • Abridge - AI for clinical documentation For more on how AI is colliding with cloud computing, check out Bessemer Venture Partners's 2024 Cloud 100 report. Personally I'm focused on advancements in multi-modal AI, as applied to biomedical applications (Trend 3!): https://lnkd.in/euzurvQV

36

1 Comment

Fantastic to see our good friend Dash Desai walk through an example of how to build sophisticated apps in Snowflake with RelationalAI Our goal at RelationalAI has always been to power every decision with intelligence and enable users to do more with less effort. Thanks to our partnership with Snowflake and our deep integration with the AI Data Cloud, that has never been simpler. The best has yet to come, stay tuned! #RelationalAI #KnowledgeGraphs #Snowflake #AIDataCloud

44

4 Comments

SaaStrAnnual.com 2024 is ALMOST HERE!! Sep 10-12 SF Bay CEO Klaviyo CEO Bill CEO Apollo CEO Attentive CEO Vimeo CEO Ironclad CEO Jasper CBO Stripe President Brex President Plaid CPO Rubrik CPO Webflow CPO Procore CPO Loom CPO GitHub CPO Buffer CPO Onfleet CRO Rippling CRO Notion CRO GitHub CRO DeepL CRO Carta CRO Owner CRO One Paper Lane COO Checkr CMO Seismic CMO Sprout Social CMO Deepgram CTO AI Five9 CTO AI Zoom CTO Gorgias SVP Slack VPM OpenAi VPM Cohere VP Pricing Splunk VP Pricing Miro VP AI Freshworks and 100s more!! See. You. There!! It's Where the Cloud Meet

38

4 Comments

Snowflake Cortex AI speeds up text processing and summarization, helping sales and marketing teams work more efficiently. Jake Hannan, Senior Manager, Data Platform at Sigma Computing joined us to share how Sigma on Snowflake can seamlessly and securely: 1️⃣ Analyze customer sentiment with a single function call, leveraging top LLMs like Mistral, Llama, and Snowflake Arctic 2️⃣ Summarize text and extract key insights from long responses, providing business users with precise answers Watch the "How to Build AI Assistants and Chatbots on Enterprise Data" webinar to learn more: https://okt.to/TbQmHO

231

3 Comments

Should every partner be a special snowflake? There's a delicate balance between building the meaningful relationships that make partnerships a unique GTM rhythm and building the operational efficiency to scale them. This is particularly difficult for partner enablement functions. Aaron Howerton and Adam Pasch and I got right into it on this episode of Literal Scratch. Also a little shout to Chris Lavoie, PhD... can't stop thinking about your post on leading indicators.

28

1 Comment

CRO and CMO Jessica Gilmartin shares a first-hand account of how Calendly revamped their lead routing, qualification, and GTM org. #plgplays #productledgrowth #revenueengine #valueengine #saas #saasgrowth #salesfunnel #buyersjourney #buyerenablement #gtm #saasbusiness #saasstartups #saasproduct #productmanagement #revops #leadconversion #businessgrowth #scalingup #revenuegrowth #revenuestrategy #gtmstrategy #revenueboost #monetization #revenuegeneration #productgrowth #customerengagement #customeracquisition #gtmmotion #gtmplays #customerjourney #plgstrategies #plg #slg #saleseffectiveness #bestpractices #expertadvice #customerrelationship #useracquisition #userengagement #useronboarding #customervaluecreation #productvalue #successstrategy #gtmomentum #gotomarket #valuecreation #bestpractices #customerfocus #customercentricity #saassales #saasmarketing #growthlevers #growthdrivers #leadmanagement #leadcapture #leadnurturing #leadrouting

10

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

129

5 Comments

I shared a new Reforge artifact on Amplitude's PLG use cases 🔗 Use this template to: › Define your PLG use cases. › Evaluate them against 4 key factors (willingness-to-pay, motivation, ability, permission). › Outline the Growth Model Mix across acquisition, activation, and monetization. 👉 Bookmark it and share it with friends: https://lnkd.in/e9KB2EGz

37

2 Comments

If you're on the fence about taking a Revenue Architecture course, either in-person in Santa Cruz June 3-4 (see comments) or remote (see our website), please read what CEOs, RevOps Leaders, GTM Strategists, CMOs, Chief Customer Success Officers, and others have to say about this program: “THAT. WAS. AWESOME. 👏” “WOW. This course blew my mind.” “The "funnel" was turned on it's side.... literally....” “I wish I had taken this course years ago, but I'm so glad to have this information in my brain now.” “📜 This course has been an absolute game-changer, equipping me with the essential models for sustainable growth that constitute the Recurring Revenue Operating Model.” “This course is simply outstanding!” “World class instructor and the course content. It was fresh, appropriate for today's realities and most importantly - tangible". "You learn it and tomorrow use it”. “I highly recommend this course as it's super relevant for revenue leaders looking to add more science and data to their recurring revenue operations”. “Anyone wanting to deepening knowledge of how to drive growth and success with a company or division should absolutely take the Revenue Architecture class” “While I thought I had an amazing understanding of SaaS and Revenue models from years of building models, board decks and working with revenue teams and leaders...not to mention my MBA classes and focus in data analytics… I learned a ton!” “I can't say enough good things about this program." "I'm really fortunate to have had the opportunity to sharpen our tools and thinking." “Highly recommend it to every revenue & marketing operations professional out there!” “This course has given me a deeper understanding of the specific, proven models and frameworks to consistently achieve revenue goals 📈” “Incredible instruction! I can’t wait to elevate what I’ve always done with the teachings from this course! 💪🏻” “The methodology taught in this course allows you to architect your revenue in a way that achieves sustainable growth by understanding the fundamental principles of recurring revenue and the specific frameworks to apply across your GTM team.” “This course has been a game-changer for me. It was an incredibly insightful journey that taught me the fundamental models for sustainable growth that make up the Recurring Revenue Operating Model and provided a wealth of practical tools and resources. Honestly, it's one of the best courses I've taken professionally! 💯” “What a great course by Winning by Design on understanding the ins and outs of recurring revenue business 📈” "This will enable you to do the right thing at the right time to maximize success 🚀” “The Revenue Architecture course was an incredible course. I learned ways to increase growth by making some minor improvements, look at GTM motions and make sure they align with my business, and take the "right" action at different inflection points on the growth curve so my company doesn't flame out.”

55

6 Comments

🚨 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

14

1 Comment

Google Cloud Partners, mark your calendars for Oct 3 at 7 am PT and discover how to enhance customer insights and predictions with BigQuery, Looker, Alloy DB and Vertex AI! Join our webinar to: --Watch our Google Cloud product teams deliver live demos to improve --insights and predictions --Apply insights from the live demos to develop compelling application solutions for customers --Learn about sales and gen AI enablement resources to accelerate your time to market --Available with a live Q&A and on-demand. Register today → http://shortn/_9s6HFyXwRt #GoogleCloud #partners #genAI

4

Congratulations Sridhar, and Jensen, on your partnership to integrate NeMo into Cortex AI. This is a huge step to build custom AI apps. We have integrated #denodo platform with Snowflake #Arctic and #Cortex for building powerful #RAG applications, and are demoing this at our booth in the #datacloudsummit. As you know, relevant corporate #data is essential for #enterprise AI. To that effect, today, we proudly announced integrating NVIDIA NIM Interface Microservices with Denodo to accelerate and optimize #ai capabilities for enterprises. This integration will provide enterprise customers with faster, more secure, and fully scalable AI capabilities. https://lnkd.in/gqgwZ5Dh Looking forward to our partnership with Snowflake and NVIDIA to further the #ai innovation for our enterprise customers! #datavirtualization #logicaldatamanagement

66

1 Comment

Navigating AI with the Maturity Model in Revenue Organizations Over the last several weeks, I've been crafting a conceptual framework at RevShoppe, focusing on AI integration within revenue teams. Drawing on discussions with Manny Medina to refine my ideas, we've developed an AI maturity model that offers a structured framework, segmented into four progressive quadrants, each representing a unique blend of human and AI involvement. This model isn't merely about adopting AI; it provides a lens through which organizations can initially approach and think about AI integration. It addresses essential questions such as "How do I introduce AI into my sales organization?", "When is the right time to consider AI for my business?", and "Where can AI deliver the most significant impact, ROI, or improvement in sales efficiency?" In a field quickly becoming crowded with emerging "AI companies," this framework aims to guide your strategic planning and initial considerations for effectively integrating AI within your organization. Each quadrant not only signifies the level of AI integration but also guides organizations on the pathway from initial adoption to full autonomy.  Think of this 2x2 as both: ▶ A roadmap on how to get the most out of AI in the GTM organization ▶ A maturity model to figure out how advanced your organization is in harnessing the full power of AI and getting the benefits of efficiency and productivity (as well as understanding AI’s capabilities today) The model is to be consumed in a Z pattern beginning with Human-Led, Human Assisted where most organizations are today, moving through AI Assisted to AI-led, and eventually shifting full workflows to AI making more time for the human seller and managers to do the things we are uniquely competent at. This approach ensures that your organization can adapt as AI becomes capable of handling more complex functions, seamlessly transitioning tasks from human to machine as the technology advances. Over the next 4 posts I will be getting into the details of what each of the 4 stages mean, what it takes to progress from one to the next, and how to measure the impact of AI maturity and adoption in your organization In the meantime, I would love your feedback breaking down AI maturity with this framework. #AI #AIMaturity #RevShoppe #Salestransformation

39

8 Comments

I see an industry wide need to include more functions and teams in the GTM motion, this one reflects pretty closely to what I have in mind https://lnkd.in/ek2iCWXb

11

Check out the latest GTM Secrets podcast by Identity Matrix with Saad Shaikh at CAST AI! He's a RevOps guru for both enterprise and mid-market orgs. Learn what he thinks we should be doing to accelerate the sales cycle, how to structure revops, and what it takes to rock in your gtm operations. Get the full episode on YouTube, Amazon, Apple, Spotify, and more! Link in the first comment. #gtm #revenueoperations #martech

4