Adam Landis

Today’s CRO has two main responsibilities: (1) Predictably hit the company’s revenue number every time. (2) Boost the productivity of revenue-impacting employees. AI cuts across both of these responsibilities. Predictive AI unlocks revenue forecasts with pinpoint precision. This enables CROs to hold their team accountable down to the dollar. Generative and Descriptive AI offer critical opportunities to boost productivity. With the right balance of features, reps and leaders can accomplish more than ever. The bottom line: An AI strategy is essential.

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The latest from Harry Stebbings + me: a deep dive on Seed Investing Today, The Best and Worst Investments, SMB vs. Enterprise SaaS, "Acceptable" Churn, and When to Go Multi-Product. And more ;) https://lnkd.in/gsD_x2Pi

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Want to learn more about the role of the business user in low-code. Watch this fun episode of Low down on Low-code!

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🤖 Growth marketing agents 🤖 - they're getting smarter and more capable thanks to next gen tooling and infrastructure Just chatted with Isabelle Hughes and Vishal Khanna from Exa - they're building some awesome embeddings-based search tools. Here's a few of the top use cases I walked away with that are relevant for above-the-API growth marketers and cold emailers 1️⃣ Finding lookalike companies based on embeddings Exa claims to have the smartest lookalike search and deepest indexes of any company doing lookalike modeling I've talked to recently. What they've done differently is build a smarter 'looker-upper' (using more than just raw cosine-similarity), and not just a bigger database of things to look up 2️⃣ Finding recent company news Run API calls through Exa API to find nuanced articles related to your target prospects companies Pricing is a bit expensive if you're a volume maxie cannon loader, but for lower volume enterprise-y type stuff in Clay this might be a great substitute for other data providers 3️⃣ Automated newsletter generation Everyone wants a newsletter but nobody wants to actually read the news. Might actually build a product around this one, but pull in recent news using Exa about any topic, summarize with an LLM, feed it a template, and off you go with your shiny newsletter 4️⃣ Automated technical white paper creation This type of content can be tricky for marketers in technical industries Here's what I'd do: Scope the outline of a 60 page white paper using a best-in-class AI model, and instead of using the out of the box outputs for each step in the outline, loop in an Exa search for the top 10 technical content pieces (using Exa's nuanced embedding-based search) to provide RAG context for each section's prompt. The result should be a technically-informed, super relevant full length white-paper. (Might build that one myself too) Looks cool Exa keep it up

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Attn RevOps: If you are in the thick of ROE updates for Q3 territory changes, check out the template in the comments. We put together this simple doc together after working through a number of consulting engagements. Please add your feedback! 😀 It helps us to produce useful templates.

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At ZoomInfo, we don’t settle for fool’s gold. Or bad data. And you shouldn’t either. With ZoomInfo Copilot, unrivaled buyer data and signals, tailored engagement recommendations, and AI-powered personalized outreach mean you’ll strike gold every time. 💰 Fueled by ZoomInfo’s best-in-class B2B data, ZoomInfo Copilot has the power to turn every seller into your best seller. DM me to learn more or visit our landing page 👉 https://lnkd.in/gJbMg4WZ #ZoomInfoCopilot 

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We know revenue leaders are under a ton of pressure to create, convert, and close more pipeline. Today we’re sharing our 5 biggest learnings on how to run revenue. For context, Clari just passed $4 trillion in revenue under management. That’s how much revenue is flowing through the Clari Revenue Platform. And thanks to our customers, we know more about how to run revenue than any company on earth. Swipe to see these unexpected learnings.

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When was the last time you watched a demo for something you had ZERO interest in buying? Prospects typically only spend time evaluating products they actually have a serious interest in — aka high intent. This is what makes demo data such a powerful intent signal, and exactly why we asked Navattic to be a founding Signal Partner. When you can peak into a buyer’s behavior outside of their interactions with sales you can get some strategic insight into what they care about. For example, imagine a previously promising deal has stalled out. A few weeks later, your company rolls out a new feature and you can see that key decision-makers have watched the demo your marketing team included in the announcement email. Having access to this signal can be the make-or-break moment for reigniting the deal. This is just one example of the types of plays Pocus customers can now run seamlessly. We’ve compiled more in our Navattic x Pocus Signal Partner playbook and I’ll be diving into more detail in my newsletter later today. (Shameless plug: sign up below!) In the meantime, what tools do you use most in your GTM motion? Any buyer signals you wish you could unlock from them? I’m taking notes for our next group of Signal Partners! 

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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.

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Gong's GTM teams love DealHub! We're geeking out over how Gong, the Revenue Intelligence leaders, are using DealHub.io to, well, rock their sales world! Their Deal Desk, RevOps, and Sales teams are all raving about the platform. Here's why DealHub is a hit at Gong: * Less Busywork, More High Fives: DealHub slashed manual work by 50%, freeing up time for what matters – closing those deals. * Crystal Clear Visibility: Say goodbye to pipeline mysteries! Everyone at Gong has a bird's eye view of the sales process. * Faster Sales Cycles: DealHub helped Gong accelerate their deal cycles, meaning quicker wins and happier customers. * Teamwork Makes the Dream Work: Collaboration is key! DealHub fosters seamless communication between all of Gong's awesome teams. Curious how DealHub can boost your RevOps magic? Check out the full story! https://okt.to/S0b1WB #RevOpsLife #SalesTeamWins #DealHubLove #CustomerSpotlight

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Big news hit the GTM and partnerships world last week with the announcement of the Crossbeam x Reveal merger. As a long-time customer of Reveal, I couldn’t be more excited about these two companies coming together. Not only does the merger create a powerful network of 25K+ companies, but it also brings significant advantages to the Glassbox team by streamlining our time and resources, eliminating the need to navigate between separate systems. As a result, we can focus more on strategic initiatives rather than platform management. This is powerful for our partners, too. Having all partner data and insights in one place ensures a seamless and consistent message to our partners, enhancing our collaboration and efficiency. Here’s how I foresee the merger enhancing the key Ecosystem-Led Strategies we’ve been running in Reveal: 📊 Data-Driven Decisions At Glassbox, data is the backbone of every decision we make. Reveal and Crossbeam are indispensable for qualifying every partner, ensuring we see the ICP fit and opportunity sizing clearly. The expanded network will provide even more data insights. 🎯 Strategic Partner Alignment Reveal helps us understand which verticals best align with our partner GTM and enablement strategies, making our partnerships more strategic and effective. The unified company could provide us opportunities in new verticals. 🗺️ Enhanced Account Mapping The excitement around account mapping and opportunity plays is palpable. Reveal allows our reps to collaborate with partners on target accounts and support partners on their targets, enhancing mutual success. The combination with Sales-focused features with Crossbeam will amplify these plays ten-fold. 💰 Unlocking New Opportunities and Revenue Reveal identifies accounts not on our radar and even closed lost accounts, providing immense value in generating net new revenue from technology relationships and opening doors in unexplored enterprise divisions or countries. And, you guessed it, more data = more new opps. 🌐 Holistic Partner Ecosystem We can bring technology partners from our program to assist our solution partners on deals when they face challenges, creating a holistic partner ecosystem that drives success. 🤝 Unified Network Advantage: The unified strategy/platform with Crossbeam's acquisition of Reveal amplifies our capabilities, offering a robust account mapping and opportunity play solution that is critical to the Glassbox Partner Network (GPN). 🚀 Driving Digital Transformation: With the launch of the Glassbox Partner Network, Reveal and Crossbeam are crucial in driving enterprise digital transformation with AI-powered CX solutions, empowering us to achieve new heights in partner collaboration and revenue generation. I personally can’t wait to see how this unified strategy and platform will enable us to drive more effective account mapping, opportunity plays, and ultimately, greater success in our partner GTM and enablement efforts.

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To all the early stage companies out there: If you recently discovered a competitor you didn't know about, or a company working on an adjacent category - one perspective is to welcome/embrace it. Alexandre Bouchard and Jack Bridger talk in depth about Scaling DevTools in new categories. "Not having a competitor is probably a bad sign. Having competition gives you a proxy to the value that you bring." At my first startup, tone messaging; we came across multiple companies who would eventually compete with us, and even companies that completely ripped off our marketing/product. It's hard not to be scared, intimated or mad. It surely is better, mentally, to view it as a compliment or validation. However, at the end of the day, you still have to beat them.... Link to pod: https://lnkd.in/gGiY8T4g

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Two posts I shared with my team this week about LLM's impact on SaaS. SaaS has always been about solving a problem. Engineers I interview often ask me "Why spend so much time on the LLM stuff?". Aka, "Why are we working on all the hard stuff that is barely working, when there's plenty of problems to be solved the old way?". Brett Queener's tweet about the UI. He talks about a world where most of a software product's user interface will be a prompt or a recommendation. "..its far better user experience than forcing people to hunt and peck across your tabs, list views, form views and dashboard for them to get done what they want to. It also means that what you used to compete on / differentiate on traditionally (I have these capabilities / better easier to use screens / yada yada yada) are kinda irrelevant" Matt Turck's LinkedIn post, "Is SaaS dead?" SaaS vendors are currently perceived as “last generation” despite best efforts to add AI quickly. Customers trying to build themselves, since it's pretty easy to get started. He says what happens next: "* customers realize that “build” is a headache, not always good * OpenAI / Azure etc can’t / doesn’t want to build hundreds of problem specific/ vertical specific apps * Takes time, but legacy and new SaaS companies truly become AI-first (not just marketing), abstract away complexity of deploying LLMs * macro environment eventually rebounds * AIaaS becomes the new SaaS - what is old is new" Both are linked in the comments. #who-moved-my-cheese

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I've been so excited to share the results of this report! We partnered with Forrester to do an objective deep dive with our hundreds of customers to understand the total economic impact of implementing Cortex. Many of these customers migrated from using open source frameworks like Backstage due to low adoption or various other reasons. Happy to say the results are in... and it's more clear than ever that adopting Cortex leads to real tangible ROI across various parts of engineering productivity. Check out the full report below and reach out if you want to supercharge your developer experience :)

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*** ANNUAL SNOWFLAKE SUMMIT PREDICTION THREAD *** Snowflake Summit is next week - and you know what that means: an “avalanche” of big announcements from one of the world’s most important technology companies. Matthew Baron, Jake Graham and I sat down and put together our list of predictions for some of the big swings we'll see from Snowflake. Here are our top five: → Snowflake is going to make a series of big, AI-focused announcements centered on Cortex. This will likely include the GA of features currently in preview, the launch of new features into private preview, and real success stories of enterprises using Cortex as a centerpiece of their AI strategy. → Snowflake will double down on their recent OneLake integration. All these platforms are trying to play nice, because the modern enterprise uses several platforms, not just one. → Snowflake makes a major acquisition announcement, but it's NOT something to do with AI. Instead, it’s something that reinforces its core data lake/warehouse foundation. This acquisition will expand on their efforts to integrate seamlessly with the various data lake formats (Delta/Iceberg/Hudi/X-Table) and extend their interoperability across other data platforms (Fabric/BigQuery/Databricks). → Snowflake is going to GA Snowpark container services, along with the launch of native applications running in the Snowpark container service. Hex is going to be front and center of that list, given the recent funding announcement. → Snowflake is going to launch a new, highly-strategic connector. They already have ServiceNow, Salesforce, Google Analytics. Our best guess? Workday. Sadly, this year's summit won't be in Vegas, so we're unable to place any actual bets on these announcements; LinkedIn prognostication will have to suffice for now. But curious for your view - are there any predictions we missed? #snowflake #snowflakesummit #snowpark #onelake #ai

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Today at Tropic we’re announcing a 40-person reduction in force and a restructuring. Our vision is to make technology a buyers’ market, and the changes below will accelerate a period of rapid growth in the SaaS product we built to enable this vision. At the same time, we need to somberly acknowledge the importance and incredible quality of the impacted people that helped us get to this point. The world should know that these headcount changes were in no way performance-based. Every company would be incredibly lucky to hire someone who worked at Tropic. We will do everything we can to help the impacted employees land somewhere great. Here is some context on the decision and the changes we’re making. We have been in the midst of an evolution from a service-led business to a SaaS business. The approach we took allowed us to gain a large data advantage with compounding benefits that will help our customers for years to come. After debuting our standalone SaaS platform early last year and building around it, we have seen the platform revenue growth required to enter our second act with both feet. We are now positioned to operate as a leaner, more focused team, which requires a variety of changes in how we operate. The result will make us nimbler, faster and more effective in our ability to deliver value to the market. But turning this corner comes at the cost of 40 extremely talented people. We never could have gotten to this moment without them, and all of their fingerprints will be on this business forever. We are grateful. Later I will publish more of our learnings gathered on the journey of transitioning from services to SaaS. In the meantime, I can recommend 100% of the people impacted - and I would be happy to put you in touch with any of them if you are hiring.

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🚨 Fullstory Announcement - Data Direct Release 🚨 Our new product release Data Direct syncs clean, indexed, and structured behavioral data to your destination of choice helping to fuel your predictive models, feed your LLM with essential context, and drive your GenAI initiatives. Read more about Data Direct below 🔥🔥

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The past couple of years have been super challenging for B2B SaaS marketers and sellers in building the pipeline to hit sales targets. Unfortunately, those market challenges often bubble up during tense weekly pipeline meetings. #pipelinemeetingpain Dan's post highlights how those S&M challenges compromise company growth rates, make fundraising hard/impossible, and result in headcount reductions to give VC-funded start-ups more time to weather the storm and ramp up their business performance. The post also breaks down how you can proactively turn the tide and take control of your GTM.  Understanding your Ideal Customer Profile (ICP) at a deep level can and will enhance your Account-Based Marketing (ABM) performance, guide your content strategy, bolster sales enablement, and significantly increase the productivity of your outbound efforts. Read on to learn more. 

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So very cool to see how BlackRock has streamlined product operations with Airtable: more than 80 hrs/week saved in productivity for PM and PMM! https://lnkd.in/gW-fb62V #productmarketing #productmanagement

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