David G.

So Jason M. Lemkin said if we hit 500 likes This Week in SaaS would happen. We hit 1000, so it’s time for episode 1 baby! 🎯 This Week in SaaS is live 🚀 📉 PluralSight crashing from $3.5BN ➡️ $0 🤯 Salesforce loses $50BN market cap IN A DAY 💰 Figma, Stripe, Canva: Who is next to IPO? My 6 key takeaways 👇 1. Vista Pluralsight Buyout: What Happened?  Vista bought Pluralsight for $3.5BN. The debt service on $1.5BN was probably too much. If this is falling apart, it’s going to be a lot harder for founders. 2. How Did Salesforce Lose $50BN Market Cap in a Day? It’s not because they missed this quarter. Salesforce said they are in single digit growth & likely won’t return. It’s not a growth stock with single digits. 3. Who Will IPO Next?    Canva, Figma, Stripe, & Plaid will be great IPOs. They won’t IPO at hundreds of millions of revenue. Canva will likely IPO at $3BN. 4. You Should Care Less About Investor Money Founders shouldn’t worry about losing single digit millions for their VCs. A 10x fund can survive losing $3M. I’ve seen too many managers who don’t care if their SPV goes to zero. 5. There is No Point Selling Before 1 Billion! There’s not enough impact on your fund. A 15x sounds great when you start in venture. Now you have to find fund returners. 6. We Have Made a Terrible Pact for Public SaaS Companies  The markets told everyone they have to be efficient but now there isn’t money for R&D. Salesforce won’t have enough money for engineers & sales trying to achieve 40% margins. I would stay private & invest in the product as long as I could. (links in comments) #founder #funding #business #investing #vc #venturecapital #entrepreneur #startup #seed #funding #saas #salesforce

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F*** is my favorite four-letter F-word. F*** = Free...obviously. 😏 Speaking of free, here's something I'm really excited about. Over at RevOps Co-op, we've got not one, but TWO complimentary RevOpsAF conference passes to give away courtesy of our friends at Enlyft. 🎁 Maybe you're a revenue operator in between gigs who wants to expand your network? 🤝 Or an employed RevOps pro who wants to attend #RevOpsAF 2024 in San Diego but your company isn't able to sponsor you? If this sounds like you then throw the 🙋 emoji in the comments and DM me to toss your name in the literal raffle hat. Sound like someone you know? Tag 'em on this post and have them do the same! Big shout out to Michael Schultz and Phil Gray from Enlyft for making this happen. ❤️ PS - learn more about RevOpsAF 2024 at revopsaf(dot)com #revops #revenueoperations #salesops #salesoperations #marketingops #marketingoperations #mops

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Unpopular opinion… …software vendors your product demos suck. This week I’ve had the displeasure of sitting through some mind numbing product demos, while hunting for new tools for our business. If your team is spending hours on demos that aren’t converting the way they should, then I have something for you. I’m going to help 3 businesses overhaul their product demos… …I’ll show you the exact process we implemented that 6X’d our demo to close rate. If you are B2C this will take your boring 3 step follow up process to a 1 call close. If you are B2B we are going to shortcut your 6 month sales cycle to a 30 day commit. The training will be free, but I’m going to be selective on who I work with to maximize the impact we make together. So if you are a: - Sales exec - SaaS founder - Startup Entrepreneur - Solution architect - Business owner Looking to turn product demos into $’s, then drop a comment below or hit me with a DM and let’s chat. —————————— Scale Smarter 💪

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Every startup wants to hire an AE from a big company like Salesforce. Here are some words of caution. I was the first AE in multiple startups. Then I was an AE at Salesforce Then I bootstrapped my own startup. Here's what got me here: 𝗞𝗘𝗬𝗦 𝗧𝗢 𝗦𝗨𝗖𝗖𝗘𝗦𝗦 𝗔𝗧 𝗦𝗔𝗟𝗘𝗦𝗙𝗢𝗥𝗖𝗘 𝟭. 𝗟𝗲𝘃𝗲𝗿𝗮𝗴𝗶𝗻𝗴 𝗟𝗢𝗧𝗦 𝗼𝗳 𝗿𝗲𝘀𝗼𝘂𝗿𝗰𝗲𝘀 I had product specialists, SEs, mgrs, execs, big local events, intimate local events, gigantic annual conferences, a mountain of marketing collateral and a ticketing system to request help with anything. The top performers all told me on Day #1 that the key to success was learning how to leverage these resources and not spending 1 minute on anything other than making calls, booking meetings, and closing deals. 𝟮. 𝗥𝘂𝘁𝗵𝗹𝗲𝘀𝘀𝗹𝘆 𝗗𝗶𝘀𝗾𝘂𝗮𝗹𝗶𝗳𝘆𝗶𝗻𝗴 𝗗𝗲𝗮𝗹𝘀 People think Salesforce was easy to sell. It was and it wasn't. I had a huge quota to hit and a tiny territory that had already been scorched to the ground by 10 reps before me. People that get it are easy enough to sell to but I had to focus all my time on them and hustle to close enough deals to hit my massive quota. Absolutely zero room for anyone that doesn't get it. I rarely even gave demos. If you need a demo to buy Salesforce, you don't get it. If you want a POC, you should talk to an implementation partner about what you want to build, not watch a 30 min demo. 𝟯. 𝗣𝗹𝗮𝘆 𝗣𝗼𝗹𝗶𝘁𝗶𝗰𝘀 𝗪𝗲𝗹𝗹 After my first year my team split in two and I know which manager was going to take the best territory. So, I sent him an email simply saying I'd love to work for him. There is nothing I did at Salesforce that affected my results more than this one email. 𝗞𝗘𝗬𝗦 𝗧𝗢 𝗦𝗨𝗖𝗖𝗘𝗦𝗦 𝗜𝗡 𝗔 𝗦𝗧𝗔𝗥𝗧𝗨𝗣 𝟭. 𝗕𝗲 𝗥𝗲𝘀𝗼𝘂𝗿𝗰𝗲𝗳𝘂𝗹 I implemented Salesforce for my own needs, learned to be an SE and demo the product, found lawyers to draft contracts for us, put together my own events, etc etc etc. There was no one else to do this for me. 𝟮. 𝗪𝗶𝗻 𝗛𝗲𝗮𝗿𝘁𝘀 𝗮𝗻𝗱 𝗠𝗶𝗻𝗱𝘀 "You're calling from where???" No one has ever heard of you. You have an uphill battle explaining who you are, what you do, and winning people over that definitely don't get it yet. 𝟯. 𝗣𝗼𝗹𝗶𝘁𝗶𝗰𝘀 𝗗𝗼𝗻'𝘁 𝗘𝘅𝗶𝘀𝘁 There is nowhere to hide in a startup. If you're not producing you will be fired, period. 𝗧𝗔𝗞𝗘𝗔𝗪𝗔𝗬𝗦 I think I'm proof you can hire someone from Salesforce into a startup, but just make sure you know why you're hiring them and that they know what they're signing up for. ✌️

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I've spent thousands of hours studying #recruiterenablement including hundreds of hours of focus groups and 160+ interviews for the Recruiter Enablement YouTube channel. If you are in #talentacquisition or #RPO and want to enhance your team's performance, here are 62 practical things you can implement today. In my definition of recruiter enablement, we're not talking about the big picture strategic items like your ATS or team structure, talent attraction or assessment. It's all about the everyday things which help recruiters achieve their tasks more effectively. Please leave me any comments on this content and let me know if there are other tactics you'd like to see included here?

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Wild stat I found recently: Nearly 2/3rd of execs don’t trust AI 😳 That’s crazy when you consider AI is going to be the biggest disruptive force this decade. I talked to some folks down at Salesforce recently and they say it’s happening for 2 reasons: 1. Companies don’t trust the output and worry about data privacy 2. Employees aren’t exactly sure how to use AI to drive results That’s why enterprise and security-focused LLMs and AI-powered virtual assistants like Salesforce’s Einstein Copilot are going to be the next big thing in AI. For many companies and employees, genAI solutions like Einstein Copilot are going to act like personalized assistants that can navigate different company data sources safely and help workers find exactly what they’re looking for. Here’s a quick video to understand what the coming work of work-focused AI assistants will look like: #presentedbysalesforce

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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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Hey everyone, Dave Riggs here, co-founder of Apex Growth Method. I wanted to take a moment to address a little confusion that's been swirling around about us online. 📝 There's a negative review on Reddit about Ryan Stewman's program, “Apex Solutions.” The thing is, some people have mistakenly assumed that our Apex Agency Accelerator, “Apex Growth Method,” is the same thing. Yeah, we know “Apex” is a common word… but: Apex Growth Method and Apex Solutions are two entirely different companies, with different missions, services, target audiences, and absolutely no affiliation. 🎯 At Apex Growth, our focus is on helping growth marketing agency owners scale their businesses by shifting their focus from attracting many small business clients to FEWER, BIGGER mid-market clients (companies making $10M - $1B in yearly revenue). We're a 90-Day, Done-With-You Agency Accelerator designed to help uplevel your pitching skills, agency structure, professional behavior, and client fulfillment. 🌟 While I’m at it, here's what sets Apex Growth apart: 1️⃣ Our Credibility - We've successfully scaled brands like Warner Brothers, 23andMe, Riot Games, Pluto TV, Ring, FoxNext, Snapchat, and Meta - We took Marvel Strike Force from zero to over $300M per year in revenue in less than two years - We helped Lyft scale from just three U.S. cities to over 300 worldwide.  - Our world-class coaches have run growth for Fortune 100 companies like Amazon and Microsoft. 2️⃣ Unrivaled Support - 1:1 meetings with your dedicated Apex Growth Advisor to keep you accountable.  - 4 group "clinic calls" EVERY WEEK (2 with yours truly, 2 with our rockstar president, Allen) - 24/5 on-demand Slack support with 48-hour SLA - Hundreds of curated videos + fresh content weekly 3️⃣  Battle-Tested Strategies - Optimize your outbound with unique acquisition methods to pursue paid audits - Learn our "Land and Expand" approach to get your foot in the door with bigger clients - Pursue hyper-targeted mid-market prospects and implement world-class fulfillment 🤔 Now, I'm not an expert on Apex Solutions by Ryan Stewman, but from what I can gather from the website, it seems to focus more on personal development and mindset. They have a set of core values called "R.I.S.E." (Responsibility, Integrity, Service, Excellence) and emphasize surrounding yourself with “winners.” Okay, so maybe that last part is one thing we share in common! 🙌 But still, while personal growth is essential, at Apex Growth, we dive deep into the nitty-gritty of scaling your agency. We provide you with the tools, strategies, and support to pursue those coveted mid-market clients with greater confidence and to strategically elevate your business to the next level. 💪 So if you're an agency owner who's ready to scale, “Apex Growth Method” is the program you are looking for. #NotApexByRyanStewman #AgencyGrowth #AgencyGrowthMethod #ClientAcquisition #CommunityOverCompetition

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Replying to hundreds of slack messages asking about your launch date? Do this instead... Weekly status updates can feel mundane, especially if it takes you away from actually doing the work. I've been there. But high performers make it work for them. Here's how 👇 𝗜 𝗹𝗶𝗸𝗲 𝘀𝘁𝗮𝘁𝘂𝘀 𝘂𝗽𝗱𝗮𝘁𝗲𝘀 𝗯𝗲𝗰𝗮𝘂𝘀𝗲... 1. Everyone expects it at a certain time: If they are informed > you can focus on work. 2. Highlights issues early: No surprises when you miss the launch date. 3. Ensures accountability: Everyone knows who owns what and by when they need to complete it. 4. Gets help: It's a great channel to ask for help and get others rallied behind your goal. 𝗔 𝗴𝗿𝗲𝗮𝘁 𝘀𝘁𝗮𝘁𝘂𝘀 𝘂𝗽𝗱𝗮𝘁𝗲 𝗶𝗻𝗰𝗹𝘂𝗱𝗲𝘀 𝘁𝗵𝗲 𝗳𝗼𝗹𝗹𝗼𝘄𝗶𝗻𝗴: - Project Status: Highlight all work-streams, owners, ETAs and status of each. - Progress Summary: Highlight what has been accomplished over the past week; hits and misses. - Milestones: Note any significant milestones reached or upcoming. - Risks and Issues: Identify any potential risks or issues and proposed solutions. - Support Needed: Ask for help from your stakeholders on critical blockers. Spend some time on housekeeping, to help your focus on important work. It's a game changer for performing at your best. -- 🥷 Get this and 𝟲 𝗼𝘁𝗵𝗲𝗿 𝗽𝗿𝗼𝗱𝘂𝗰𝘁 𝘁𝗲𝗺𝗽𝗹𝗮𝘁𝗲𝘀 𝗙𝗥𝗘𝗘! Grab them from the link in the first comment — filter by “most recent” to see it.

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Hiring an in-house RevOps team isn't *always* the answer... In fact, as an early-stage company, the cons of hiring an in-house RevOps team usually outweigh the pros. Nearly every company we talk to at Iceberg tells us, “Look, we’re actually hiring RevOps internally right now, but maybe you can help us bridge the gap for a couple of months.” Yet, they’ll end up staying for 14 months (on average)... And it makes perfect sense. What our clients quickly find out in their recruiting efforts is that RevOps is *really* expensive for early-stage companies. For instance, a CEO once confessed to me that he was spending $1M/yr on a RevOps team, but he wasn't even sure they had the level of qualification his company needed… So the cost for early-stage companies (think Seed and Series A) is HUGE, and I understand why it might not be a priority yet. But as you grow, that switches; the pros of hiring in-house begin to outweigh the cons. Once you raise a large round or hit a large revenue milestone ($50m per year, for example) and can finally afford a qualified RevOps team while keeping them sufficiently busy, you should absolutely hire them in-house. Developing that institutional knowledge and not having vendor-related risks is huge once you’re beyond the growth stage. This is why we call ourselves the “anti-agency” at Iceberg; we’re a bridge, not a forever solution. In fact, we’ll even help out our clients in the hiring process when it comes time for them to move on and bring in their own RevOps team internally. #b2b #saas #revops #operations #gtm #startups

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I averaged 476% quota attainment as a BDR at Salesforce The 5x8 framework is what got me there Data I used to help create it 👇 1. It takes ~8 cold calls to get someone live 2. Email reply rates don't fall off a cliff until the 9th attempt 3. Response rates are 160% higher if you're contacting multiple people How to execute 👇 1. Pick 5 key contacts within an account 2. Pick 2-3 outreach channels (ie- phone, email, LinkedIn) 3. Make 8 attempts over the next 8 weeks to reach each contact This is a simplification of a traditional "cadence", which are often overcomplicated and inconsistent I developed this framework as a BDR at Salesforce, used it as an SMB and Enterprise AE, and have trained hundreds of sales reps how to use it to turbocharge their prospecting If you stick to this process religiously, it works It's digestible, simple, and repeatable Don't overthink it If you want a full breakdown 👉 https://lnkd.in/eN_KghCD Helpful? Let me know in the comments

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I spent 3 years at Salesforce And then 8 years as a consultant - Watching customers waste their money - Getting zero impact from their rev tech stack Here's what I've seen: 𝗧𝗵𝗲 𝗰𝗼𝗺𝗽𝗮𝗻𝗶𝗲𝘀 𝘁𝗵𝗮𝘁 𝗳𝗮𝗶𝗹𝗲𝗱... 1. "Needed" Salesforce up and running next week 2. Delegated everything to someone unqualified to own it - An EA, Admin, Controller, etc - Instead of any revenue leaders 3. Slapped together a list of requirements - Looked at current system - Listed out features they needed - Didn't think about the actual sales process 4. Ignored my warnings - I tried (and failed) to convince them to plan more - They bought Salesforce anyway and hired a consultant - To implement features without any process behind them 5. Implementation kicked off and then delayed multiple times. - Leadership was checked out for most of it - They popped in at the 11th hour to derail the whole thing - And then checked out again to move on to "more important things" 6. Months behind schedule they went live. - They uploaded hundreds of thousands of contacts - 10X -100X what their team could actually work properly - And then they started spraying and praying spammy messaging 7. The data became a shitshow immediately. - Reps didn't log any activities or opportunities - Or they logged every conversation as new pipeline 8. Reps and management realized Salesforce was useless. - Team meetings continued to run on verbal explanations - Data was entered into other systems, Excel or whiteboards 9. Everyone blamed Salesforce and/or the consultant - They kept paying license fees but no one used it - Or it became a glorified rolodex or activity tracker 10. They repeated the above process 2X, 3X, 4X, 5X - They tried other CRMs - They hired other consultants - With the same approach and outcome 𝗧𝗵𝗲 𝗰𝗼𝗺𝗽𝗮𝗻𝗶𝗲𝘀 𝘁𝗵𝗮𝘁 𝘀𝘂𝗰𝗰𝗲𝗲𝗱𝗲𝗱... 1. Revenue leaders treated Salesforce as a top priority. - Joined every key meeting - Carefully mapped out the process - Committed the right resources to it 2. Leaders used Salesforce as the source of truth - Visibility was their #1 priority - They wanted to see what was working - They worked hard to fine tune reporting 3. Leaders worked hard on execution - Visibility was never enough for them - They made sure the team was executing - They used reporting to manage the team daily - They used reporting to continually optimize the process In 11 years I've never seen a team fail by simply committing to it. It's the process, not the tech. This is why we don't scope out technical projects without the right process anymore. And why we don't take on customers with uncommitted leaders. Tools alone will not save you. ✌️

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Stay in the flow of work without sacrificing sales. 💸 With ZoomInfo Copilot's Chrome Extension, you don't need to switch tools to find buyer or account information. You're just one click away from actionable insights and recommended next steps. Request a demo to see ZoomInfo Copilot in action: bit.ly/3XTtpAm #ZoomInfoCopilot

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Stewart Butterfield started building a multiplayer game called Glitch. It didn't hit. And he pivoted to build a comms platform for companies and teams. 8 years later Salesforce bought them for $27 BILLION. Here's the story of Slack: The OG Tiny Speck team was distributed across the world. They needed an efficient way to collaborate. So they built a comms platform for internal use. It was designed to bring all team communication, file sharing and collaboration into one place, making it searchable and accessible. When their video game didn't work, they took their comms tool to market. In August 2013, the team officially launched Slack. It quickly gained popularity for its intuitive design, ease of use, and ability to integrate with a wide range of other tools and services. Less than a year later, Slack was valued at over a billion dollars. By 2014, they had 300,000 Daily Active Users. One early decision became the lynchpin of their success: going global. With product as well as people. The need Stewart and his team discovered came from working with remote employees and disparate locations. When they started building Slack, this trend accelerated. They hired hundreds of offshore employees in multiple countries, giving them access to the best global talent at very low cost. Slack kept their leadership team in-house, but fully embraced remote work and offshoring for everything else. And it helped them massively when they scaled. By 2016, Slack was exploding. And they needed to hire fast. Global talent was scaleable and let them grow without ballooning costs. It also let their top team focus on core competencies. By 2018, VCs valued Slack at $7,000,000,000. They went public in 2019 with more than ten million daily active users. In December 2020, Salesforce bought Slack for $27.7 billion. It was one of the largest software acquisitions ever. And it made Stewart a billionaire for the rest of his life. My takeaways? 1. Think flexibly: It takes a lot to pivot from a video game to a b2b messaging app. Real flexibility of thinking. 2. Build something you'll use: Slack developed as an internal tool that was later released to the world. Early testament to product-market fit. 3. Go Global: The best way to maximize leverage in your org. Slack, WhatsApp, Hubspot and many others used offshore talent to scale. You should too. The ROI is insane. I'll make it easy: GrowthAssistant places elite talent from the Philippines with perfect English to take the rote tasks off your teams plate. Trained pros with perfect English who work on your timezone. Data, design, influencer marketing an many more roles. Check it out 👇

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Why do most sales tools have poor adoption? #1 Tools asks sellers to do something instead of doing things for them. #2 Tools ask sellers to log into yet another tool and learn the new UX (Salesforce iframe doesn't count). #3 Tools don't prioritize important notifications from others instead just send multiple notifications and reminders. I prefer to work with tools that do the work for me - ex: Gong automatically transcribes call recordings and provides next steps or Boomerang automatically follows up differently with different types of job change leads... etc. When tools do their work, the seller can focus on shining in that moment of truth.

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Has anyone else been following this Reddit thread? 👀 (link in the comments) Salesforce reps are pushing Data Cloud super hard - regardless of what your company actually needs :) Frankly, I don't envy their position. Data Cloud was the highlight of Dreamforce and is the big push at Salesforce (for now...). Sales reps are undoubtedly getting tons of pressure and special incentives to sell it. But... Friends don't let friends buy Salesforce Data Cloud. We've spoken to tons of companies who were sold the dream, invested 6-18 months to stand it up, and the platform ultimately didn't end up delivering. 🤦‍♂️ The hard reality is that Salesforce will never be your "source of truth", *especially* in an enterprise or B2C context ❌ It's not flexible enough ❌ It's not scalable enough ❌ It's quite expensive to "put all your data in Salesforce" ❌ It's a closed ecosystem - Salesforce integrates w/ Salesforce. Great, but what about everything else...? Sure, it's possible with Mulesoft and APIs, but that's more work that no one has time for All enterprises are moving to a Composable world where they keep investing in their cloud data platform of choice (Snowflake, Databricks, GCP, Azure, etc.) and then adopt a solution like Hightouch on top that helps you - establish Customer 360 in the warehouse (collect additional data, identity resolution, etc.) if you're not pursuing this in-house - empower marketers to build audiences and personalized journeys on top of ALL your data - deliver personalized experiences across ALL channels from email/sms/push to web to mobile to advertising and more What do you think? Has anyone else here run into problems with Data Cloud? Or aggressive sales teams?

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Ditch the Commute! 15 SaaS Companies Crushing Remote Work in 2024: The future of work is flexible, and these top SaaS companies are leading the charge with awesome remote-first cultures: 1.) Zapier (automation platform) 2.) GitLab (version control) 3.) Cloudbees (software delivery management) 4.) Automattic 5.) Doist (task management) 6.) HubSpot (CRM platform) 7.) SurveyMonkey (online survey tool) 8.) Slack (communication platform) 9.) Zoom (video conferencing platform) 10.) Dropbox (cloud storage) 11.) Mailchimp (email marketing platform) 12.) Stripe (payment processing platform) 13.) Canva (graphic design platform) 14.) Airtable (collaborative work management platform) 15.) ClickUp (project management platform) Considering a remote role? Research the company culture and benefits to ensure it aligns with your needs. Look for strong communication practices and support systems for remote teams. **Do you work for a remote-first SaaS company you love? Share it in the comments! #remotework #saas #careerdevelopment #hiring #recruiting #flexibility

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I am going to tell you a story about a demo I did and how it made me change my direction. I installed my autonomous agent into the Salesforce org of one of my prospects. I made a call with him and he tried it: he receives a notification within Salesforce and swipes left or right if he doesn’t like the lead, a bit like tinder. He was very happy until he realized that person was already nurtured in HubSpot . So I told him to log in to Hubspot just to check. He forgot his password since it’s been a while he didn’t log in Hubspot(he’s vp sales) He sent the password to his gmail. And you know what happened after that? He replied to an email he just saw on his gmail. We ended figuring out what the issue was and I fixed it. But then I rewatched the recording after the call and I realized how distracting it is to switch between all these platforms. Even if I build my dream customer lifecycle assistant, the experience will be bad because we all have 20 different SaaS we work with. 3 hours later I have a rate limiting issue on a third party API and I also realized that one other sales engagement platform didn’t have the API I needed. When this happened to you the same day it’s a sign from god that you’re not taking the right direction. Yes, being able to integrate with everything is a moat. But you know what’s better than integrating with everything? Providing a native option. Integrations are not features, they’re inefficiencies. And there is no true all-in-one customer platform. My ideal customer stack is made of at least 15 tools. This customer platform has to be built from the ground up within the same company and culture. And there are only 2 companies that can pull this off in my opinion: - Rippling - a company that doesn’t exist yet. The DNA of the company that will build the compound startup in the customer space has to be defined straight from the beginning. You can’t change your DNA. If your DNA is to acquire to fill a gap, it can’t work. We need to all agressively make this unified work OS (employee, customer, project, finance inventory data) a reality. Because it’s very hard and 90% will fail (in fact the usual startup success rate is 90%, so the likelihood is probably 99% for this project, given how hard it is) Building this work OS is more important than any AI app we can build. The bottleneck in AI is data. In fact, I strongly believe that if you have the discipline to build that, even if you’re light years behind in AI, you will catch up immediately the day you implement an ai employee within your work OS. P.S: I am really looking forward to see if we have a Y Combinator ERP this summer batch. Because yes work OS is just another way to say ERP. It looks more sexy.

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If you don’t care much about field marketing, demand gen, sales, or rev ops you can skip over this post. For everyone else, read to the end and let me know if this resonates. When Zach shared the idea for Mobly with me I don’t think either of us truly knew how underserved field marketers were with technology. But, we did know very clearly that companies were spending more on events than any other channel yet only 6% of executives felt confident in their field strategy (Deloitte CMO Survey 2022). Since launching Mobly we have supported our customers at more than 1000 events and this is what we’ve learned: —> Speed to lead is CRITICALLY IMPORTANT. The best field marketers know how to get leads back into the hands of sales reps minutes after talking with the right prospect because those leads convert fastest. And, they hand those leads over prepped with the right message, at the right time, in the best mode (call/text/email/social). —> Segmentation of conversations allows for more PERSONALIZED outreach and higher conversion rates. This is best done through in-person conversation and recording answers to QUALIFYING questions. —> Pre-event orchestration is required by the top event teams. Setting up and launching campaigns before the event and managing WORKFLOW ORCHESTESTION between CRM, MAP and Sales Engagement are a must. —> Starting with the right KPIs will guide conversations to FASTER conversion. The best teams work together on the showroom floor to pass leads through the funnel live. —> Ops, Marketing, & sales all need to be aligned with the strategy and automation needs to be BUILT into the process in order to optimize for success. Mobly has helped convert hundreds of thousands of dollars more than expected at our customers’ events because they were fastest to the leads and more personalized in their follow-up. Since September, we have experienced a similar thing, our revenue has 10X’d in less than 8 months as we’ve refined our event strategy in line with these learnings. Of the 1000+ events our customers have attended or exhibited at, the feedback has been nearly the same across the board that although there are some early product quirks, having a standardized and integrated product has been game-changing. No other product in market does end to end lead capture, enrichment and engagement. If you’ve been following along since the beginning, you’ll know that 1000 events by our customers is a huge milestone and we are lucky to have you all be a part of this journey! 🙏

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