Jeremy Barry

Looking forward to tomorrow's PeakSpan Capital Master Class with Rashaqa Rahman and Karen A Chiang from Ibbaka. In a difficult economic environment for SaaS companies (see Kyle Poyar's recent post of SFDC's results) being able to measure value is a core skill. Karen and Rahaqa do this every day and have built the value models used by many otp companies. They will show how it is really done. https://lnkd.in/gjsAWhSq #SaaS #pricing #growth #valuemodeling #valuebasedpricing

1

AI-native companies need to embrace new pricing paradigms (price based on work done, on outcome vs hours, etc). Inevitably, new pricing models are accompanied by new workflows, new ways of invoicing, and new challenges around billing. This makes Sequence's modern billing platform particularly relevant: Sequence helps finance and commercial teams automate manual billing and stop revenue leakage. Sequence has just launched their CPQ Product for B2B software businesses with hybrid pricing, designed specifically for AI, B2B SaaS and Fintech startups. This release empowers B2B teams to create flexible pricing proposals or contracts, including teams selling custom deals with usage tiers, minimum commitments, or ramped pricing, Sequence CPQ works for any pricing model or deal term. As a customer says: "Sequence is like a notion page supercharged with pricing tools." Excited for Sequence to build the critical infrastructure needed to enable new, flexible paradigms that are critical for the AI revolution.

66

2 Comments

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.

8

1 Comment

Top leaders live in three-month increments – that’s one quarter or 13 weeks. Essentially, you build your revenue cadence around that. Here at Clari, we’ve broken it down into four blocks with different themes. Watch Scott Peyser, SVP of RevOps, explain it below.

91

4 Comments

Seismic leads the way in G2's Spring 2024 Grid® Report for Sales Enablement for Enterprise Businesses — for the ninth year in a row! 🏆 The best part? Rankings are based solely on real reviews from real customers. If you're curious about how we stack up against the competition, check out the G2 Enterprise Spring 2024 Grid® Report at the link below.

1

Last week I hosted a group of senior leaders in Chicago where we discussed the future of sales, and particularly in the context of the rise of AI. Out of the conversation, it was clear that because there is so much information out there, it is becoming hard to decipher the signal from the noise on the topic of AI. If you feel the same, you are not alone. In moments where you feel stuck contemplating your next best AI strategy action, I encourage you to ask yourself the question I have heard Daniel Shapero ask senior leaders he meets. The question is "What is your organization's AI win?". Answering this question can help guide you to focus on leveraging AI to optimize the surfaces that are already part of your team's everyday workflows. To hear more about a clear AI win for your sales teams please join me on June 13th (link to register below) to hear more about how Sales Navigator is leveraging AI to power the surfaces where your sales teams already are. https://lnkd.in/gCiDxd4a

37

1 Comment

⚠️ THIS WEBINAR CONTAINS MATURE CONTENT ⚠️ Okay, it's about operational maturity, but we got your attention, didn't we? Read the highlights here: https://gag.gl/RVcVBv And watch the webinar replay here: https://gag.gl/XwK04h

4

1 Comment

Salesforce's crucible moment Salesforce is poised to enter uncharted territory. Q2 will be the slowest revenue growth quarter in their history, and crucially, their first ever single digit YoY revenue growth quarter. (They project a max revenue growth of 8% YoY in Q2). Durability of revenue growth has historically been the #1 driver of valuation for growth technology companies, and investors typically look for an enduring growth rate in the high teens, at the very least. Now that SFDC is entering sub-10% growth rate, they potentially morph into a free cash flow story, i.e. they need to target 30 – 40%+ FCF/EBITDA margins. But are Marc Benioff and his team ready to go down this path? Or are they going to push hard to capitalize on the Gen AI wave, continue to do big acquisitions and get growth back up again? At 10%-ish growth rate, they're basically in line with a lot of the PE-backed legacy software plays. And the question for investors becomes: why invest in Salesforce if some of these other companies can deliver mid – high single digits (or even 10%ish) growth but with much higher margins? So Salesforce has to choose a path: either reaccelerate growth back to at least 10%+ YoY (likely low teens) and still get credit for growth OR focus on making FCF margins much stronger and be valued on FCF. Just to be clear, I'm rooting for SFDC. I hope they can get growth back up. They have been an iconic technology company for decades and one should never count Marc Benioff out. But the grim reality facing them is that the longer they stay in the no man's land of low growth coupled with low FCF margins, the more challenging it will be to sustain investor interest.

253

7 Comments

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. 

15

2 Comments

Incredibly proud of our team for this magical release 👏 🚀 Sequence has just launched our CPQ Product for B2B software businesses with hybrid pricing, designed specifically for Fintech, AI, and B2B SaaS startups. Alongside our billing and invoicing engine, this enables businesses to automate their full revenue collection workflow from contract to revenue. This release powers B2B teams to: 📃 Build and e-sign flexible pricing proposals or contracts: For teams selling custom deals with usage tiers, minimum commitments, or ramped pricing, Sequence CPQ works for any pricing model or deal term. 💸 Implement an intuitive product (synced with the CRM) to power sales productivity: "Sequence is like a notion page supercharged with pricing tools." 📈 Automate finance: Once a quote is executed teams can automate all downstream billing, invoicing and revenue collection workflows. Check out the demo - link in the comments!

51

5 Comments

Sr. Principal Product Evangelist Ami Arad is coming to the Gartner CSO & Sales Leader Conference. Don't spend days – or even weeks – on account prioritization and territory planning! Ami will show you a better way. Ami's session – complete with props and lots of laughs – will contrast the old-school ways sellers prioritize their accounts vs. using buyer intent and predictive models. Get the deets (plus a Gartner ticket discount code) here: https://okt.to/i5SfTE

21

Navigate through the noise and streamline prospecting with ZoomInfo Copilot.  Copilot delivers personalized daily feeds of your top accounts — including high-quality signals, account summaries, buyer intent, competitive intel, and actionable next steps.  Get everything you want and need to know about your prospects or customers right at your fingertips.  Don't just take our word for it! Request a demo to see Copilot in action: bit.ly/3Kj4myP #ZoomInfoCopilot

5

Want to improve your Speed to Lead? 🚀 🔗 Then check out my latest episode of The SaaS CFO podcast featuring Zach Barney, Co-founder and CEO at Mobly! Zach is a self-proclaimed "recovering VP of Sales." He dives into his journey of co-founding Mobly and helping event marketers with leads and pipeline. Here are three key takeaways from our conversation: 🔹 Efficiency Revolution in Lead Capture: Mobly shortens the lead follow-up time from 11 days to 11 minutes, ensuring sales reps can act swiftly on leads, improving win rates dramatically. 🔹 Bootstrapped Beginnings to Seed Success: Zach shares valuable lessons from Mobley's fundraising journey, including the importance of perseverance and timing in the funding process, having closed a successful $2.5M seed round. 🔹 Adopting Data-Driven Sales Practices: With a strong focus on metrics and efficiency, Zach emphasizes how Mobly empowers field sales teams to maintain discipline and forecast accurately, even when they're on the move. Catch the full episode to dive deeper into Zach's journey and innovative approach at Mobly! Episode 130 is now available, links below 👇 YouTube: https://lnkd.in/gM67YPUD Apple: https://rpb.li/tgVFdD Google: https://rpb.li/kVW Spotify: https://rpb.li/7pwzP5

9

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

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

39

2 Comments

Check out this blog article, coauthored by Jacqueline Tolisano highlighting some work of our amazing colleagues Karen Herr Stephanie Louraine and Nora Yim Stern as part of Salesforce journey to develop accessible products. #salesforceA11y

4

I am super excited for this webinar! It has been a long time coming and speaks to the question I heard more than any other at Adobe Summit last month: "How do I think about managing change as I bring my organization from Adobe Analytics to Customer Journey Analytics?" We'll answer many more questions, too—see you there

31

1 Comment

Want to nerd out with me on Revenue Operations comp plans?? 🤓 If you've been considering revamping your RevOps team compensation and want to add in a spicy new variable comp to better align with the business outcomes you're striving for and reward your team for their contributions, then check out this quick read: https://lnkd.in/gDFmh3jT

12

In 2023, 61% of companies did not achieve their revenue targets. Clari surveyed 400+ revenue teams & professionals to find out why: - Hidden breakdowns in your ability to create, convert, and close new deals - Lack of visibility in forecasting capabilities - Bad, missing, and stale data AKA Revenue Leak. The good news: Revenue Leak doesn’t have to stay hidden. Now we’ve got insights, tools, and resources for you to spot and eliminate. Download the report to find out where you’re losing dollars and how to fix it: https://lnkd.in/gQSFVVqA  

4