Pallavi Vanacharla

The median BigPanda customer gets 80% alert noise reduction (or more) in the first 8 weeks of working with our AIOps platform. My deeper analysis is showing customers get positive ROI in approx. 90 days (3-month payback period). Time to value is key!

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Great dinner and discussion on the cutting edge of outbound automation and signals. Two nuggets from the discussion: 1) Email deliverability is especially critical for GTM motions with large scale outbound automation (usually selling to SMBs and wide TAM). There doesn’t seem to be a silver bullet, and banking on one deliverability vendor / approach is risky. 2) Bulllish on signals and automation for up-market GTM motions, but needs to be done thoughtfully. Likely keeping reps in the driver’s seat and less end-to-end automation.

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4 Comments

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.

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2 Comments

Great conversation with Joey Brodsky! Definitely one of the sharpest guys I know. I love his passion, drive and unique perspectives. I have followed his podcast for a long time and was super happy to be able to be a guest. I will share more insights from our time together but wanted to post a quick thank you to Joey and share the episode. #NextGenSales

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3 Comments

When you’re the CMO of 5 different companies you leverage voice enabled conversational AI to deliver high quality leads to your various sales teams. Of course when one of those companies is a conversational AI company you get to write the scripts and prompts at 3:30am! Revmo AI Providertech

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CRO and CMO Jessica Gilmartin shares a first-hand account of how Calendly revamped their lead routing, qualification, and GTM org. #plgplays #productledgrowth #revenueengine #valueengine #saas #saasgrowth #salesfunnel #buyersjourney #buyerenablement #gtm #saasbusiness #saasstartups #saasproduct #productmanagement #revops #leadconversion #businessgrowth #scalingup #revenuegrowth #revenuestrategy #gtmstrategy #revenueboost #monetization #revenuegeneration #productgrowth #customerengagement #customeracquisition #gtmmotion #gtmplays #customerjourney #plgstrategies #plg #slg #saleseffectiveness #bestpractices #expertadvice #customerrelationship #useracquisition #userengagement #useronboarding #customervaluecreation #productvalue #successstrategy #gtmomentum #gotomarket #valuecreation #bestpractices #customerfocus #customercentricity #saassales #saasmarketing #growthlevers #growthdrivers #leadmanagement #leadcapture #leadnurturing #leadrouting

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Looking for ways to get high-value insights from documents faster? I shared some thoughts with Entrepreneur Media on how AI Assistant for Acrobat can super charge productivity

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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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1 Comment

The end of first half is quickly approaching for many SaaS GTM teams and leaders will soon start to assess how the second half is shaping up. Pipeline will get a lot of attention - as it should. But are you asking the right questions about that data? Do you know what your pipeline data tells you about the efficiency of your GTM team? Are you asking the right questions to help determine hiring plan adjustments? Do you what 1H pipeline data says about the likelihood of success for reps ramping in the 2H? Excited to hear Jeffrey Serlin and Erik Swenson talk about pipeline and more as they share tips to avoid a 2H slump! https://lnkd.in/gdb4NQnv

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It’s never been more difficult to be in sales. To be successful, you need high-value outbound messaging that distinguishes you as the right solution for your prospect. But let's face it — not all reps have the time or access to real-time data to truly understand each prospect's needs...  It's time to meet SAM, the AI-powered sales assistant from Similarweb. Only with SAM do you get: 💡Prospect-tailored insights based on buyer intent, sales signals, and your prospects’ use case 📬Hyper-personalized, ready-to-use outbound messaging that spotlights your company as the right solution 🗓️Instantly generated insights accessible through Gmail and Google Calendar, making sales reps ready for any meeting  You can learn more about SAM’s capabilities here → https://bit.ly/3QOi5BB

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I have been living and practicing #GTM for a decade+. A unified GTM is the right strategy - integrating market, product, marketing, customer success, and sales (in that order). You can see the light bulb going off at more and more companies. This is not a fad, not a buzzword, and it's not a #salesmarketingalignment thing. In my experience, this focus has been an inhibitor to success. It's already hard enough to create a successful company and value solutions that markets need and want. Having held roles in #marketing, #sales, #product, and #customer success and now three years in a business 100% focused on unified GTM, it works. It's natural, and it makes sense. I know it's not easy. The larger the corporation, the harder it is to unify strategy, people, systems, processes, and data (emphasis on the people). And it is definitely not about technology. Tech plays a role but supports the strategy, It's exciting to see GTM teams who commit to adapting to the changing buying and decision-making process and align with what businesses and tech leaders prioritize. It's not #SaaS. GTM Partners

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7 Comments

Partner enablement is a two way street. If you're a hub in an ecosystem a self serve model with tiers and content and certification and an outward focus makes sense for making sure your partners are delivering a service or solution that aligns with your brand, value, and mission. But how does your team stay up to date with everything your partners are doing? Is it your responsibility to enable your team on your partner's offerings? Or do you rely on your partners to do this, but gate access to your people? Do your reps even care? Is there an incentive culture around partnerships? They typically don't care about a better together story until they understand what's in it for them.

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4 Comments

2024 has already proven to be a transformative year for partner marketing. Our joint opportunity is massive, and we—in ServiceNow Global Partner Marketing—are all in. As we scale to $20B in revenue, your expertise and co-creations are a key driver to our joint success! We know you’re focused on getting to market faster¾and building your business. And we want to make it even easier for you to work with us and get your job done. We’re committed to elevating the partner marketing experience to give you immediate access to the strategies, programs, and campaigns that’ll help you create the demand to get there. Join me at the Global Partner Marketing booth at Knowledge 2024 to learn more about all we’ve done … and all that is to come. We’re ready to answer your questions, get your feedback, and explore what we can accomplish in 2024 and beyond. Here’s a quick sneak peek … Discover and learn Gain full access to everything our partner marketing teams offer—in one place. Our new digital front door will help you find the right programs, strategies, tools, trainings, and resources—when and where they’re needed. Our new Partner Marketing Institute offers in-depth training—from strategy to best practices—to hone expertise and maximize our joint marketing ROI. Create and customize Spend less time building—and more time doing. Campaign Creator will allow you to access turnkey, curated campaigns that are easy to co-brand and customize, so you can create excitement in the market. And when custom content—or extra support—is needed, access our Demand Center to leverage a marketplace of ServiceNow-vetted and trained vendors to speed up timelines and make procurement processes simpler. Engage and connect Grow pipeline and accelerate opportunities with new and existing customers through programs that maximize impact. We’ve made it easier for you to launch awareness and demand campaigns on leading-edge topics. And our impact is amplified when we leverage various incentive and recognition programs—whether it’s Partner Development Fund co-funding, grants for partner award winners, or exclusive assets for specialization partners. Knowledge is just around the corner, and I’m thrilled to connect with you in Las Vegas at the Partner Pavilion to demo new experiences and tools that will help us grow together.

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How insights data revolutionizes B2B sales prospecting Stuck chasing marketing's bad leads? Data finds ideal accounts and connects you to decision-makers. Boost sales, ditch frustration. Learn more.

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The attraction towards #SaaS monetization models based on usage is rapidly increasing. Explore the guide to discover the model that aligns perfectly with your organization >>>

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Curious what software teams like yours are buying? Vendr analyzed 2,500 SaaS transactions from Q1, and these are the categories teams are relying on most to help grow their businesses. Check them out — along with dozens of other insights in our Q1 SaaS Trends Report.

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Discover how PreSales teams are evolving, adapting, and unlocking new opportunities in 2024 👀 From organizational structure to budgeting and analytics, explore the trends shaping the industry: https://lnkd.in/eGvrCeJT ​

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1 Comment