Wyeth Goodenough

Top H1 takeaway from QBR's about our Rev Org: "We're an ecosystem, not a hierarchy." (h/t Alexandra B.) We collaborate, everyone's voice matters, and we strive to put people in roles they love so they can be madly successful. Hearing this statement was validation that what we are building in the Revenue Org at LibraryPass is unique, and scalable, and contagious. And we have roles coming soon! So if you're interested in being part of an ecosystem, let's chat. Here's to an even better H2!

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Attention San Francisco! Join me and other RevOps pros at RevOps After Dark to discuss some of the hottest topics in revenue right now: -- AI & Tech. -- Strategic alignment. -- Collaboration. -- Market trends. -- The future of RevOps. Don't miss out on this opportunity to join the conversation & network with like-minded professionals. Check out the link for more information and feel free to share! #RevOps #SanFrancisco #Networking

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There are some interesting thoughts from Esben Friis-Jensen on PLG company org design in this article. Simple is almost always better. We’ve been thinking a lot about the VP GTM role and recently hired one for one of our portfolio companies to lead marketing and sales. Revenue leaders traditionally come out of the sales discipline. In PLG companies, which rely more heavily on inbound demand generation, self-service, and a sales-assist motion, I expect we’ll see more young PLG companies consolidate revenue teams under leaders from a marketing background. https://lnkd.in/gjhgYNuF

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Revenue Operations (RevOps) stands out as the most desired strategic approach that delivers long-term value in today’s SaaS world.   RevOps was never about just about short-term gains; it’s a holistic, data-driven approach that aligns sales, marketing/content, and customer success/growth teams to drive revenue growth by improving the ratio of customer acquisition cost to total lifetime value. If you’re opting for this approach as a sales/revenue manager you also need to train/hire the right people who demonstrate the following:   1.   Your team needs to navigate changing market dynamics, adopt new technologies (e.g. making personalized videos to make onboarding or sales reach outs easier) and make their peace with the fact that all departments have the same end goal (can be instilled by have a collective incentive) 2.   You need people who will breakdown silos between departments. Seek out individuals who not only excel in their specific role but also thrive in cross-functional environments. 3.   Your hiring strategy should reflect your long term focused will to invest in talent that not only meets current needs but also has the potential to grow with the organization. Consider candidates/training regimes that will instill passion for continuous improvement and professional development.   No sales/revenue manager can do this on their own. They need their team to be on their back supporting their ideas and that can only be achieved if constant feedback is being taken from them otherwise there will never be any ownership of the changing policies. Keep the following points in mind:   1.   Your team members have valuable insights into what’s working and what’s not especially sales and onboarding. You can only learn the ground reality by encouraging an open feedback culture where everyone feels safe to share their ideas and concerns. 2.   The feedback needs to be regular so that it allows you to identify areas for improvement and make data-driven decisions to optimize processes and strategies. 3.   As Daniel Pink says when employees feel heard and valued, they’re more likely to be engaged and showcase ownership towards the organization’s success. Actively giving feedback fosters a culture of trust and accountability.   RevOps is a long-term approach that requires a strategic approach to hiring/training and a commitment to continuous feedback and improvement. Invest in adaptable talent and leverage key and valuable insights of your team. #SaaS #RevOps #Sales #B2BSaas  

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ZoomInfo Copilot is working 24/7 — surfacing important updates you should know about your top accounts.  With breaking alerts delivered via Slack, you'll never miss when a buying group shifts or a key account spikes on intent. 🔔 Have a question about one of your accounts? Ask Copilot's interactive, AI-powered chat and get answers in seconds.  Ready to give Copilot a try? Request a demo: bit.ly/3Kj4myP #ZoomInfoCopilot

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⚠️ 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

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After a decade of running revenue and $4T under management, here are the 5 biggest learnings to help your company create, convert and close more revenue:

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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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Revenue ops does not have to be sales ops rebranded. After meeting so many great revops practitioners at the RevOps AF conference last week, I was inspired to put this together. Revenue ops can be a unified model encompassing marketing ops, sales ops, and customer success ops. A couple of notes about this model: A - Deal desk is recommended, but can be replaced by a different function for more simple offerings. B - The “systems” role and the “analyst” role can be a stand-alone function in some models. C - Another spoke in this model could be project management or “PMO.” D - Customer success operations usually exists is mid to large companies, as unfortunately CS ops is usually underfunded and an afterthought. E - Marketing ops is missing budgeting and planning, which I have advocated for in earlier models. D - The advantage of this structure is an objective, revenue-focused operations team dedicated to the top goals of the business. What do you think? What do you like? What would you change? Thanks for your advice on this Jeff Ignacio! PS: I’m writing more about this in my newsletter next week, subscribe to stay updated https://lnkd.in/g_3YC7BZ #marketing #martech #marketingoperations #revenueoperations

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Sam Jacobs does a great job calling out CROs who are just glorified heads of sales. The inflated C-level title is why there is often friction with heads of marketing, and why in the CMO community a major red flag is reporting to a CRO and not the CEO or President. The modern CRO needs depth in sales, marketing, and CS - plus some finance, to successfully do their job. If you’re just giving a C-title to your head of sales, you have the wrong person for the job.

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💥 Excited to announce our new partnership with the pioneers of revenue architecture!   🚀 Winning by Design 🚀   Winning by Design distills the entire recurring revenue operation into 6 essential models and we’re joining forces to bring their trusted frameworks and concepts directly into the MultiplyGTM revenue planning platform.   What does this mean for revenue leaders?   📊 Determine optimal revenue paths from startup to grownup. 💰 Model the precise impact of new acquisition, retention and expansion sales on your ARR goal. 🎯 Pinpoint the key drivers to achieve predictable revenue growth.   “As soon as I saw what MultiplyGTM was doing with GTM planning, I knew it made absolute sense to bring them on board as a partner given our common DNA of wanting to bring science to the discipline of GTM planning. Embedding the Revenue Architecture Framework models into the MultiplyGTM software platform is a big step in achieving this.”   -🐶 Jacco van der Kooij, Winning by Design Founder   We're thrilled to play a part in shaping the future of revenue and GTM planning alongside the visionaries at Winning by Design. #RevenueArchitecture #RevenuePlanning #GTM #RevOps

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Timeless dilemma: Build versus Buy There are always conversations during the sales cycle where a prospect brings up the possibility of building their own tool instead of buying yours--in fact, that topic may come up during pricing conversations. Building is *never* less expensive. That doesn't mean it's not the right option for you to choose. It means the reason you choose building shouldn't be for cost savings. If good software solutions were so easy to build, then software companies wouldn't exist. Tons of work goes in to: - user experience - features - ability to scale - integrations with other tools - compatibility - flexibility - security - ease of administration - updates, bug fixes, patches, general support When companies build a tool that's outside of their core competency, there's also opportunity cost. What would those employees be doing if they weren't working on building some other tool? What value could they have added to your product? Enhancing any of the bullet points I described above, likely. There's also lost time. You can have your solution now, or you can take 6,12,18 months to build your own....delaying any benefit that solution would provide. If you're a hobbyist, you'll spend your time and money on supplies to, say, build your own chair, or maybe knit your own blanket. You're gaining value that is more than the object itself. You're getting joy in the creation. Businesses, to be clear, is not a hobby. You want your teams to get value and joy from their work, for sure. The trick is to help them get that value and joy in a way that can also benefit your customers. When is building your own tool the best way forward? Please add your suggestions to the comments!

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Vendr just dropped our Q1 Trends Report. Great view of the SaaS landscape across a number of different slices. Some really valuable insights for people buying and selling software - and it also just looks beautiful. Def take a look. And if you want to learn more, Vendr is free to try out. https://lnkd.in/eFks8mJz

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🎤 RevOps friends! Delegate will be joining Sweep's webinar on (How to own your GTM Tech stack without becoming an "Accidental Admin") 🔊 Our VP of Platform, Ernest Wong will be speaking alongside Daniel Cohen, MBA, Stefan Klotzbuecher, and Aviv Bergman about strategies to manage your GTM systems. Link in comments! #RevOps #Delegate #gtm

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One of the only constants in SaaS is the fact that change is inevitable; particularly when it comes to pricing models. The approach to pricing is changing all the time to meet the dynamic needs of customers and the core businesses alike. Here’s a quick summary of how I’ve seen shifts in the approach to pricing SaaS products: 1.     Value-Based Pricing: Companies are moving from one-size-fits-all to pricing based on perceived value and actual usage. 2.     Hybrid Models: Blending subscriptions with pay-per-use elements for flexibility. 3.     Modular Subscriptions: Allowing customers to pick and choose features, creating personalized plans. 4.     Outcome-Based Pricing: Tying costs to achieved results, aligning vendor success with customer success. 5.     Dynamic Pricing: Using AI to adjust pricing in real-time based on demand and user behavior. 6.     Freemium Evolution: More sophisticated freemium tiers with clear upgrade paths. 7.     Ecosystem Subscriptions: Bundling complementary services for a comprehensive solution. These changes are driven by customer demand for flexibility and value. As businesses, we must adapt or risk being left behind. How is your company innovating its subscription model? What challenges are you facing? Share your experiences and insights in the comments below! #SubscriptionEconomy #SaaS #PricingStrategy #BusinessModel #SubscriptionModels #CustomerSuccess

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Are you building an SDR/BDR function? Stop what you are doing and read this. Megan Hardy is some you need to learn from - I’m stoke I get to learn from her EVERYDAY She’s really brilliant. She’s freaking cool. She’s got a fire to win like no other. She’s a builder. She’s a wife and mother with an awesomely cool family……..ask Chester Hardy….he’ll agree 😁 She cares about her people……..but doesn’t put up with nonsense. She done this multiple times….. She’s been an SDR (multiple times), AE (multiple times), run enablement (multiple times)…… Built a kickbutt SDR/BDR organization multiple times……… Read the dang thing….. She knows her stuff……. https://lnkd.in/gFG7qSem. #sdr #bdr #sales #saas #enablement #rockstar #leadership #restauranttech #wfm #leader

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Gong's GTM teams are huge fans of DealHub! 🚀 Discover how Gong, the leaders in Revenue Intelligence, partner with DealHub.io to revolutionize their sales game. The Deal Desk, RevOps, and Sales teams are all buzzing about this platform! Here's why DealHub rocks at Gong: - Cut manual tasks by 50%, more time for closing deals. - Gain crystal-clear visibility into the sales pipeline. - Accelerate deal cycles for quicker wins and happier customers. - Promote teamwork and seamless collaboration among all teams. Keen to elevate your RevOps game? Learn more here: https://okt.to/rNF3cs #RevOpsLife #SalesTeamWins #DealHubLove #CustomerSpotlight

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Feeling Undervalued in RevOps? Here's How to Shine Is your hard work in RevOps going unnoticed? Are you: Excluded from key discussions? Lacking resources to excel? Left out of the loop on important decisions? Treated as a task-doer, not a strategic thinker? The culprit? You might not be effectively communicating your value. We get it, RevOps folks are: Team players who love to see others succeed. Content to work diligently behind the scenes. But here's the reality: You deserve recognition! The Fix: Strategic Communication Communicate your impact, not just your tasks. Here's how (without bragging): Highlight Achievements: Showcase how your projects improved efficiency, accelerated processes, or boosted results (e.g., faster campaign turnaround with new intake forms). Connect to Goals: Tie your work directly to the GTM team's objectives (e.g., improved data enriched contacts for more qualified leads, increased ICP penetration with better segmentation). Basically, show how you empower the GTM team's success. Examples: "The new intake form streamlined campaign launches, saving Marketing X hours per week." "The revised pipeline review process accelerated deal closure by Y%." "Data enrichment enabled a Z% increase in qualified leads for sales outreach." Remember, you don't need to brag. Just share the impact! By effectively communicating your value, you'll gain the recognition and resources you deserve.

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The Q1 Vendr SaaS Trends Report dropped today with great insights for both buyers and sellers. 3 key takeaways: 1. ACV is increasing, and so are sales cycles. 2. Buyers are less likely to renew if they are surprised by a price increase. 3. Buyers are getting multiple bids before they buy. Check it out for free here - https://lnkd.in/g9GNWwPB

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