Mitch Chesney

Can you make an outdated car more modern? I’ve started reading Gregor Hohpe ‘s Platform Strategy book (https://lnkd.in/gZJ2YRy7) and got to the part of API platforms… needless to say this area is near and dear to my heart and I have a lot to say 😉 Quick thought: I think about these “API platforms” referred to in the book (p80)... That the full-stack vendor API platform products are not adequate for the very internal developer platforms that orgs wish to build to improve developer productivity. In fact the vendors used to illustrate the API platforms are exactly outdated. Now you might go through the product brochure of these vendors and see a lot of shiny things in there, and buzzwords used to dilute the value of the real thing, but these bolt on, cloud/modernization washing is not akin to the real thing. And to use a car example for Gregor… taking an 1985 Buick Century and washing, it, shining it, and adding a cassette adapter to play music from our phones does not make it a modern car. I’ll be speaking more about this topic in Boston on Tuesday: Reducing developer overload: give auth, policy, and resilience to the platform https://lnkd.in/gAmT_swJ I’ve written more about it here: https://lnkd.in/g8SSeyrs A burst of many thoughts generated by the book Gregor, thanks for writing it. #Istio #APIPlatform #APIManagement #PlatformEngineering

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Learn the top two qualification methodologies — BANT and MEDDIC — and when to use them so you avoid wasting time on dead-end leads.

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The SDR to AE-SE to CSM GTM model has been taken to an unpleasant extreme. I have been running a large number of procurement and negotiations processes for clients recently. The repeated handoffs to different seller roles: SDR to AE-SE to CSM does not build the relationship and trust that an all-in AE develops as the single point of contact through the entire process. When the AE has the buyer's trust, that AE has the winning advantage. I agree with Mark Kosoglow's assessment from the GTM team's view, and also from the buyer's view. GTM Team's should take a hard look at their SDR roles and GTM process, not just from an internal perspective, but from the buyer's as well.

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Your buyers are on a journey that starts long before they reach out to you. Most buyers have already researched potential solutions to their unique problems. They want social proof, and they know where to get it. Sites like G2 exist to strengthen the confidence a buyer can have by seeing actual reviews for software from actual customers. So, by adding interactive demos to your G2 profile, you have an additional leg up on the competition and more evidence for your future champion to take back to their buying team. Take 5 minutes to learn how to let customer see your fantastic product through G2! #buyerenablement #consensus #demoautomation #testimonial #voiceofthecustomer

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Revenue leaders are calling on sales enablement to train a workforce that can deliver higher win rates, increase revenue, perform consistently, and deliver standout customer experiences. That’s why at Gong we’re introducing three new AI capabilities this week to help do exactly that. These capabilities will bring rigor to pipeline management and coaching, with AI that gives enablement, RevOps, and frontline managers the trustworthy insights they need to: ✅ Improve forecast accuracy and pipeline conversion rates by using AI to automatically pinpoint gaps in adherence to sales methodologies ✅ Increase revenue per rep, with AI that automatically suggests answers to scorecard questions, helping managers coach reps consistently and at scale ✅ Increase data trust, with out-of-the-box Smart Trackers and assessment tools that make it easier to build, preview, and deploy accurate, comprehensive concept trackers Game changing for both revenue and enablement leaders. Get the full story about our latest release here:

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THREE COMMON PITFALLS FOR CS TEAMS Every SaaS company wants less churn… And in 2024, the way to achieve that is to move away from a reactive approach to retention. That’s why Joanna Johnston, Senior Vice President of Customer Success at Gong, is sharing the three most common pitfalls for CS teams - PLUS how she uses AI to address these challenges. The first pitfall? Data shortage. "Leaders often rely on incomplete and fragmented data points, like call notes taken by their team, scant customer feedback, and possibly some product usage metrics, to try and develop an image of the truth. But fragmented data leads to an incomplete image of the truth." Find out the other two common pitfalls and how to mitigate them using AI in the latest issue of The Edge: https://lnkd.in/gEdBE-rb

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Enterprise software companies trust Consensus to scale demos across their entire buying cycle. Why? Our #demoautomation tools are easy to implement and easy to use. Check out the G2's demo automation grid and read up on which tools truly move the needle, enabling revenue team with #buyerenablement https://lnkd.in/etP-SEzm #consensus #testimonial #voiceofthecustomer

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Revenue Leak is a $2 Trillion silent killer. Every year, revenue teams lose hard-earned dollars to hidden leaks. The source? - Inefficient processes - Errant forecasts - Misaligned teams To equip revenue leaders to shut down leaks, Clari launched the 2024 Revenue Leak Report. This report features input from 420 revenue professionals across IT/Technology, retail, financial services, and more. Find out:  - Why 61% of companies missed their 2023 revenue target - Where revenue teams are investing their tech dollars  - How 26% annual Revenue Leak impacts your bottom line - And much more Grab your copy of the Revenue Leak Report and start shutting down leaks today: https://lnkd.in/gyft-6Z4 

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Gong helps teams improve their 𝐏𝐫𝐨𝐝𝐮𝐜𝐭𝐢𝐯𝐢𝐭𝐲 and optimize key outcome metrics like 𝐑𝐞𝐯𝐞𝐧𝐮𝐞 𝐩𝐞𝐫 𝐑𝐞𝐩 and 𝐑𝐚𝐦𝐩 𝐓𝐢𝐦𝐞. Learn more by checking out this nostalgic 80's themed video on 𝐓𝐞𝐚𝐦 𝐄𝐟𝐟𝐞𝐜𝐭𝐢𝐯𝐞𝐧𝐞𝐬𝐬 -- packed with tips & tricks for Revenue Teams of all shapes and sizes. Link in the comments 👇 .... Special shoutout to Sarah Uzelac Tim H. Samantha Kennedy McClure and our Customer Education team!

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🚀 Introducing Insomnia 9.0 by Kong Inc. with new features like pre-request scripting, API mocking, and more. API development the way it should be, with features to accelerate productivity and collaboration, all while keeping your data secure and locally managed. #KongPin #InsomniaREST #GetInsomnia #APIDevelopment #DevOps

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Revenue Leak is a $2 Trillion silent killer. Every year, revenue teams lose hard-earned dollars to hidden leaks. The source? - Inefficient processes - Errant forecasts - Misaligned teams To equip revenue leaders to shut down leaks, Clari launched the 2024 Revenue Leak Report. This report features input from 420 revenue professionals across IT/Technology, retail, financial services, and more. Find out:  - Why 61% of companies missed their 2023 revenue target - Where revenue teams are investing their tech dollars  - How 26% annual Revenue Leak impacts your bottom line - And much more Link in comments!

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Become an expert on any account in under 5 minutes! ⏰ ZoomInfo Copilot's AI Account Summaries tell you everything you need to know about a given account — including pain points, upcoming deals, important contacts, and more. Ready to optimize your sales strategy? Request a demo to see ZoomInfo Copilot in action: bit.ly/3VRm9E0 #ZoomInfoCopilot

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ZoomInfo Copilot helps go-to-market teams sell smarter and win faster. It harnesses the power of AI to deliver: 1️⃣ Unrivaled buyer data and signals from your CRM and our world-class B2B data assets that have been cleansed, enriched and unified. 2️⃣ Tailored recommendations about who your next buyer is and when / how to contact them. 3️⃣ Personalized, AI-generated outreach – yes, it’ll write the email for you! Still have questions? Check out this overview video featuring our CEO, Henry Schuck, and our CPO, Dominik Facher👇 #ZoomInfoCopilot

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Want to know what our users say makes Consensus the leading #demoautomation tool? Here's a hint: it's our ability to give real-time buyer intent data and help teams securely send demos on demand. Check out the live G2 grid and see what customers are saying! https://lnkd.in/e64J4u6N #buyerenablement #consensus #testimonial #voiceofthecustomer

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At the core of effective engineering leadership is the ability to stay connected with your team. This is perhaps the most challenging aspect because retaining the respect of your people is difficult unless you remain technically involved yourself. In my journey as an engineering leader, staying true to the individual contributor role that originally earned their respect has kept me close. This approach extends beyond technical expertise; it's about maintaining a deep connection with the core activities that propel product development forward at Gearflow. One of my biggest professional fears is becoming irrelevant or disconnected from my team and our work. This fear motivates me to continually reinvent and retool in response to market demands. Next month, I'll be sharing about my adventures generating synthetic data recently. And while I'm no expert when I start preparing for these talks, the process is incredibly valuable. It's less about delivering a perfect talk and more about how the preparation expands my thinking and exposes me to new capabilities. This helps me connect the dots to opportunities at Gearflow that bring real innovation to our customers. Speaking regularly holds me accountable and pushes me to learn ahead of the curve, ensuring I remain relevant and impactful day-to-day. Every talk is a journey of discovery, helping me to lead with humility, communicate clearly, and inspire a culture of innovation through a deep, technical understanding of our work.

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Downtime costs as much as $9,000 per minute. Matt troubleshoots in less than 5 minutes - paying for itself in less than a week. See Matt's detailed troubleshooting of a Datadog alert, "svc1 failed To connect to svc2 on 1 host" finding the root cause in 4mins: https://lnkd.in/gAxXBBB2 Follow us on ProductHunt (https://lnkd.in/gGUTAn9b) and be the hero in your org by significantly reducing downtime. Webb.ai Chi Su Anirudh Donthireddy Rameez Shuhaib Khimraj Suthar Vananidhi Kalkur Matthew Wirges Zachary Delagrange Akshay Dongaonkar #sre #devops #sitereliabilityengineering #sitereliabilityengineer #sitereliability #softwareengineering #cloudarchitect #staytuned Datadog Kubernetes

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Not long to go until we get to hear Emily Pfeiffer, Principal Analyst, Commerce Technology at Forrester, and Matt Houser, VP Global Engineering at Tealium, discuss how to leverage an “API-First” strategy for your organization at Gravitee Edge, taking place (virtually) between 25th - 27th June. Link to register is in the comments section below. See you there. #GraviteeEdge #AllThingsAPIManagement #GraviteeSDTimesBestInShow2024

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It’s one thing to be proud of your work. But when the customers react this way, you know you nailed it. 😤 ZoomInfo Copilot is making big waves!  See it for yourself by reserving a demo 👉 http://bit.ly/3UMYe6U #ZoomInfoCopilot

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At Clari our mission is to Run Revenue, ere are 5 unexpected learnings to help you capture more revenue this year. Context: Clari just passed $4 trillion in revenue under management. That’s how much revenue is flowing through the Clari Revenue Platform. Check our learnings below.

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