Gary Gaessler

Any thoughts on the AI compliance webinar for sales? The session will explore how Dialpad Ai meets compliance and regulations to the highest standards while boosting rep performance - in fact, we’ve seen a $9.7M boost in savings due to higher agent productivity. We’ll cover using the AI platform to keep agents on script, compliant with regulatory requirements, up-skilled, efficient with time and on brand. It’s on 8 May 2024. Would you like to join? Six & Flow

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Google AIO is already having a significant impact on how our partners manage their own businesses and we're staying out in front to blaze a path with critical insights. If you are falling behind or just not sure how to move forward through the data you need within AI search - don't be a stranger! At Traject Data we're here to help! #aio #SEO #search #data #feedthebeast

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Thanks to Dave Rigotti and team for a wonderful #PLGTM conference in SF. I had great discussions with sales and marketing leaders and here are some observations on how PLG has evolved. Part 1: Time to rethink PLG practice ✔ While the core idea of PLG revolves around self-service adoption and user-driven growth, the practice has evolved, and companies are recognizing the need for a hybrid approach. ✔ For a lot of practitioners, PLG means self-service and users adopt the product without sales support. In practice, PLG leads to increases S&M costs increasing CAC. So, it no more just about building a product but putting the marketing $ behind it. ✔ Enterprise buyers are researching on their own and have good information before they come to the call. Huge number of prospects want sales help in navigating the value prop but want to try out themselves. ✔ PLG does lead to execution speed driving the awareness, showing the value, decreasing sales cycles and enabling simple and faster expansion. ✔ There is a myth that only startups or B2C companies use PLG and has to be bottom-up approach. While many of the companies we know and products we use might be B2C, lot of enterprise B2B companies are PLG as well. e.g. users can simply signup and start using Calendly, Canva or Airtable. teams can start using the products like loom, figma and datadog. ✔ Bringing customers need a hybrid approach in 2024. You need to provide user value created by the product and buyer value created by sales teams. Think about product market fit and product customer fit - leading to greater number of happy customers ✔ Every KPI you are measuring should drive an outcome. If you collect data, ask "what is it used for? " and "how does it help customer or adoption?" ✔ As the PLG model continues to evolve, companies must adapt and embrace a balanced approach that leverages the power of self-service adoption while providing sales support to drive customer success and long-term growth. Thanks to David Yockelson and Dave Boyce for providing engaging discussion on the core of PLG. #productledgrowth #productledsales #salesledgrowth #startups #salesleadership #productmanagement

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Healthy growth becomes mision critical 👉 ARR per FTE is a great metric to know how you're doing

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#Cosell success is built on partner reciprocity. The best way to increase inbound referrals is by actively exchanging quality outbound referrals - because they create real wins between AEs who develop trust. Trust leads to growth (heard from a recent #IDC Strategic Alliances Council). The weak link in many companies' co-selling systems is missed opportunities stemming from an inability to identify or share quality referrals in a trusted way. This is where secure automation shines. WorkSpan's co-sell automation integrates your CRM securely with cloud hyperscalers, streamlining referral identification, sharing, engaging and measuring growth. Join our virtual Cloud Sales Readiness Tour on June 26th, and learn from industry experts how automation can scale your outbound referrals and save your team valuable time. (Registration link in the comments)

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What are the root causes of poor GTM team alignment? Our recent survey sheds some light on what your revenue team Ops peers are saying. These comprehensive reports provide all the information. https://gag.gl/4YHwRD #RevOps #DataQuality #RevTeamAlignment

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Are you a SaaS leader looking for some valuable insights on how to help navigate the evolving landscape of B2B technology? I've found the article (& podcast) for you! Zapier CEO Wade Foster and SaaStr CEO Jason M. Lemkin discuss the future of B2B sales, emerging trends like the rise of AI, increased focus on customer success, and the importance of remote work. This article offers great perspectives on what lies ahead for SaaS in 2024 and beyond. #saas #b2b #ai #b2bsales #saasleadership

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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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This is a terrific, short piece from Ton Dobbe on the common challenges all companies are facing right now, and the internal mindset and priorities you need to address them. See if his list of common challenges resonates with you; if so, check it out: * Increasing competition market saturation  * Diminishing effectiveness of outbound sales * Rising customer acquisition costs * Churn and retention challenges * Pricing pressure

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GTM efficiency has become a key topic in 2024 and will be front and center for CRO’s and CMO’s as planning begins for 2025. SDR effectiveness and productivity is a significant problem. At The Pipeline Group we built ground up the right talent, data quality, best practices and tech stack to break through the massive digital noise and to not just CREATE pipeline but to help PROGRESS it. Get ahead of the brutal 2025 plan and let us show you how we can take out costs and drive efficiency. I know you have all had a bad experience with outside agencies but we are proven and different! You have nothing to lose, I won’t waste your time and if we can’t help it will be stated in the first 15 mins. DM me or Ken Jisser

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AI dialler gets you coverage, at best, on 8-12% of your market. Human-assisted dialling gets you 40-55%. PipelineHeroes use Human assisted...

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I had the chance to sit down with Craig Hanson, Sr Director, Market Strategy at Gong, and Anthony Kapitanski, Director of Channel Partnerships Chili Piper. We talked through what's happened with tech stack consolidation, and more importantly, how effective companies are leaning into this to drive both growth and ebitda. What's clear is that mastery over your data across each segmented customer journey helps companies achieve their goals compared to the rest of the field by helping them to know where to invest. Check out the data in SBI, The Growth Advisory's Q3 CEO Report.

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An enterprise sales kickoff (SKO) is critical for aligning the sales team with the company’s strategic objectives, energizing the team, and setting the stage for a successful sales year. Beyond alignment of company goals, product and service education, motivation and morale boost, skills development, networking and team building, marketing and competitive insights, goal setting and accountability, inspiration and vision, strategic planning, and a feedback loop from the field, there are also several consistent mistakes/NOT-to-do many organizations ignore before, during, and after their SKOs! Here is my latest post on Ten Sales Kickoff Insights shared by GTMnow - https://lnkd.in/eQxQrKuJ GTMfund Sales Community #SKO #SalesKickoff #GlobalKickoff #KeynoteSpeaker #RelationshipEconomics #CoCreate #CurveBenders #ConsequenceOfAI

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hey RevOps - wanna help us define the future of the RevOps role and the RevOps path the C-suite? 🤔 That's exactly what we're doing with our #RevOpsAF Executive Think Tank event series, Getting 25+ RevOps leaders together in the same room to: 🗺️ Define what RevOps should be in every organization ⛔ Figure out what’s standing in the way of a unified revenue operations function 🤝 Determine how to convince CEOs to respond and adapt to evolving market conditions by adopting a comprehensive revenue operations charter 🚀 What the RevOps path to the C-Suite looks like Our first Think Tank event will take place in San Francisco on August 22nd at 2pm PT. 🌉 So if you're a RevOps leader in the Bay area, then join us. 👋 We've already got RevOps leaders confirmed from companies big and small, and everywhere in between. Seats are extremely limited and we are limiting entry to senior leadership with deep experience in the field of operations. Learn more 👉 https://hubs.li/Q02F3M0X0 A huge thank you to our sponsor at Subskribe for making this event possible. 🫶 #revops #revenueoperations #salesops #salesoperations #marketingops #marketingoperations #csops #cxops #gtmops #alltheops

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Are unmonitored entitlements silently draining your revenue? You're not alone. Many businesses struggle with entitlement management at scale. Join our webinar on June 27th to learn how to plug the leaks and safeguard your NRR goals. You'll hear directly from leaders at Phrase about the challenges they faced with feature provisioning and how they overcame them using Chargebee. Secure your spot now and get ready for actionable insights that will transform your approach to entitlement management! https://chrge.be/4cdpTF0 #SubscriptionManagement #Entitlements #FeatureProvisoning

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I read a great post today (kudos Aaron Howerton) about how to correlate partner behavior with partner portals and it got me thinking. Why do we now label customers as partners, but we don't label partners as customers? We use to only offer one or two ways for customers to engage with us and all our content focused on the cool bells and whistles that our product featured. Now we offer countless options to learn about and purchase our solutions (fka products) and content now focuses on how we solve the customer challenges. Partners have choices too. Will they invest their valuable time and resources in you or choose another path? Building a truly great partner ecosystem requires you must offer several options to easily engage and be laser focused on how you are relevant to customers (aka partners).

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A wave of consolidation is sweeping through the sales tech industry. I recently listened to a brilliant episode from the Topline podcast, featuring Salesloft CEO David Obrand, that shed light on the current state of the GTM tech landscape. As highlighted in the episode, key players like Clari, Gong and Outreach are expanding their offering to boost their TAM and offer more comprehensive solutions. Whilst the trend is understandable, the danger is long-standing partnerships start to fray as overlapping functionalities emerge - partnerships that were once the lifeblood of the sales tech ecosystem. For us, it begs the question. In a world of all-encompassing GTM suites, is there still a place for specialized, best-in-breed solutions? I believe the answer is a resounding yes - but only if they can offer extraordinary value. To thrive in this new era, point solutions must not only deliver great results but also seamlessly integrate into a company’s core tech stack and existing workflows. At MultiplyGTM, we’re laser-focused on providing planning intelligence that complements rather than competes with the everyday solutions revenue teams rely on, and goes deep in addressing a critical need - empowering revenue leaders with the confidence and clarity to achieve their goals. Whilst we may lack the resources of larger players, our goal is to provide unparalleled planning intelligence and insights that drive revenue, while growing sustainably and delivering immense value to our customers with our domain expertise. We're on the cusp of announcing some game-changing partnerships too that will extend our reach and impact, while maintaining our focus on delivering the revenue planning capabilities that drive profitable efficient growth. Stay tuned! 🚀

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WE DON’T WANT TO REPLACE SDRS Agent Frank was never meant to replace your sales team. Sure, it can help you reduce some costs - for example, instead of hiring 2 new reps, you can just hire one and onboard Agent Frank - https://lnkd.in/e69mGgBG But the goal was always for Agent Frank to work WITH your team and enable them to focus on the best part of being an SDR: Closing deals 🚀

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In the latest episode of #TheEnablementEdge, hosts Steve Watt and Amber Mellano are joined by Ashton Williams, Director of Slack Enablement at Salesforce. 🎙️ In this episode, you'll learn: 🔐 How to align leadership with consistent buy-in 🚀 How Ashton's team achieved lasting sales success for a product that has continued to grow 📝 About the importance of alignment and data-driven decisions in enablement functions Listen to the full episode ➡️ https://lnkd.in/eqt_SmcK ​

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