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Does your company operate in a "make every month" cadence? Most SaaS companies do-- you aren't alone. Few companies have accurate forecasts outside of a 90-day time horizon and we dig into the reasons for that and how to improve forecasting processes. One reason is this make-every-month cadence of pulling deals in, but also that forecasting is siloed with sales. Let's talk about how to improve forecasting and break this cycle: https://sta.mx/o41f

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What does 'Execution Excellence' actually mean? And why are Marc Benioff + Amit Bendov obsessed with it right now? Killer insights from Charlie Moss on how category leaders like Salesforce & Gong are resetting expectations to win despite headwinds!! 💥 “More rigor, more discipline, focused enablement, and a refined GTM strategy are a major part of their approach.” Specifically, Gong is investing in the following: - Greater accountability for the sales team + sales management - Weekly KPIs, weekly results, + monitoring key activities - Tracking every single deal with MEDDIC Achieving 'execution excellence' when it comes to running revenue teams is the WHY behind founding Accord... Ensure rigorous execution across each deal, and translating the winning strategy to the field in a way that actually works for sellers! Including tracking MEDDIC without feeling like homework, automatically updated in your CRM. Sales + CS Leaders using Accord to drive execution excellence understand what it takes for their sellers to win in 2024. Eg, we pulled data across 500+ Opps for a customers at their QBR, and saw: - 28% Win Rate across opportunities without Accord - 56% Win Rate across opportunities with Accord .... 100% increase in Win Rate when using Accord. This market isn’t about doing more with less. Its about doing the right things – consistently.

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SaaS teams aren’t stagnant, and their compensation plans shouldn’t be either. But the two rarely stay aligned as targets, teams, and the market change. Historically, it’s been too hard to adapt and introduce plan changes without major disruption to sales, operations, and payout processes. That is… until now. Today, we are excited to announce major platform enhancements that give Sales, Finance, and RevOps leaders adaptability and usability in a commission tracking platform. Features like a first-of-its-kind Mapping Manager that allows users to build data logic once in a template, save it, and re-use it anytime they need to add a new comp plan and connect to its data source. (A massive time saver.) Our Manager Plans and Dynamic Team Assignments are designed to seamlessly support the shifts that occur when reps transition between teams. These features ensure that your compensation plans stay aligned with your evolving team structure. And a new multi-level approval process ensures that by the time Finance gives its final sign-off on commission earnings, reps and sales leadership have already seen and approved their earnings, streamlining the payout process while giving reps more ownership over their commissions. We are constantly listening to our customers and evolving QuotaPath to address their biggest pain points. Thank you to everyone who contributed to today’s announcement, which positions QuotaPath as the most adaptable commission software on the market. Check it out below. #RevOps #commissions #software #adaptability

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If you're a RevOps leader charged with moving your GTM execution faster -- this thought-leadership session is for you. Join us on May 30th in San Diego at the RevOps Co-op conference. We are bringing a panel of top-notch speakers to share their insights and success playbooks. Here's the session line-up for "Blood, Sweat & Sales People: Confessions from the RevOps Frontline": Eyal Orgil, DealHub's CRO, dives deep into the heart of the action with RevOps experts Ayelet Germanski (PlexTrac) and Amie Weizer (Zensai), revealing their unfiltered secrets to GTM mastery. Gain 3 crucial insights: Scale with Speed: Master the art of GTM scaling – launching AND maintaining growth momentum. Discover how to thrive in a resource-constrained market through smart process streamlining and efficient workflows. Adapt to Conquer: Learn how to react quickly to market shifts and build resilience for the unexpected. Uncover expert tactics for achieving growth even with limited resources. RevOps Revolution: Optimize your RevOps journey. Identify the signs that you need a reboot, foster seamless collaboration across departments, and ensure your entire RevOps process aligns perfectly with your organization's goals. Let's meet in person - secure a time to chat here >>> https://okt.to/LiA01k Use the discount code 'RAFDealHub10' to get 10% off your event ticket! #GTM #revops #thoughtleadership

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Measurement is great – but it needs to be strategic and efficient. If not, your teams will run headfirst into a wall of tech fatigue. Too many systems. So much messy data. It’s overwhelming. To tackle this challenge, two RevOps Award Winners, David Hayward (Senior VP GTM, Yext) and Deborah Fritz (VP, Global Field Ops, LiveRamp), chat about how to consolidate to stop revenue leak. Check it out here: https://bit.ly/3Ufyvow

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If "Growth At All Costs" is over, then what's next? What to do now that the “Growth At All Costs” era is over... Enter: The Revenue Factory. In the past several weeks, we have gathered with hundreds of SaaS CEOs, GTM strategists, CROs and Revenue Operations leaders - at large scale events such as SaaSiest in Europe and small group CEO workshops, where we have been speaking about how GTM leaders can structure their SaaS company as a Revenue Factory, producing scalable and sustainable revenue growth. If one thing is clear, it’s this: the era of “Growth At All Costs” is over, and in its absence, CEOs and revenue leaders are now craving a proven, structured approach to profitable GTM. So - how do you get started with that? Think of your GTM as a ‘revenue factory’, where the goal is to efficiently produce revenue, while delivering high quality impact for your customer. Then take it one step further: think of your GTM motions (low touch, high touch, etc.) as production lines that each generate revenue with inputs (leads) and throughputs (conversion rates). But then what? How do you start to actually implement this? Join the upcoming talk by 🐶 Jacco van der Kooij on how to make your revenue factory a reality, including the specific models and frameworks that you can apply to your business: How to Build Your Revenue Factory Tuesday, April 30 9-10am PT This workshop is best for:  - CEOs - GTM Strategy & Optimization roles - CFOs & Financial Planning & Analysis Professionals - CROs & Sales Leaders What Jacco will cover: - How to align your leadership team to the mindset of a Revenue Factory - They key frameworks to apply in order to transform your GTM team to a cost-efficient factory: the Data Model, the GTM Model, and the Growth Formula - How each of your GTM motions should run as its own production line, and what that means for measuring and managing them - How you can achieve the outcomes of scalability, sustainability, and durability in revenue Link to register in the first comment. Join us!

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How can DealHub accelerate your strategic GTM plan? Here is what Moran Laufer, CFO at Factorial has to say about their approach…. * Generate company-wide operational efficiency * Manage the entire Quote-to-Revenue lifecycle around one source of truth * Standardize execution across every GTM line-of-business Kudos to Jonathan Angel for creating an exciting partnership with our customer – resulting in outstanding success. #GTM #finance #strategy

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I am very excited to host a speaking panel at RevOpsAF in San Diego on May 30th. If you're a RevOps leader charged with moving your GTM execution faster -- this thought-leadership session is for you. In "Blood, Sweat & Sales People: Confessions from the Rev Ops Frontline", we dive deep into the trenches with RevOps experts Ayelet Germanski (PlexTrac) and Amie Weizer (Zensai), revealing their battle-tested strategies for success. Gain 3 crucial insights: 1. Scale with Speed: Master the art of GTM scaling – launching AND maintaining growth momentum. Discover how to thrive in a resource-constrained market through smart process streamlining and efficient workflows. 2. Adapt to Conquer: Learn how to react quickly to market shifts and build resilience for the unexpected. Uncover expert tactics for achieving growth even with limited resources. 3. RevOps Revolution: Optimize your RevOps journey. Identify the signs that you need a reboot, foster seamless collaboration across departments, and ensure your entire RevOps process aligns perfectly with your organization's goals. Big thanks to Matthew Volm, Camela Thompson and the RevOps Co-op team for organizing this wonderful event and inviting me to speak. Let's meet in person if you are attending - secure a time to chat here >>> https://lnkd.in/dmU7JY6K Use the discount code 'RAFDealHub10' to get 10% off your event ticket!

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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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Exciting Update: 2024 Benchmarks for Bootstrapped SaaS! 📊 SaaS Capital's latest benchmarking report is out! They've surveyed 1,500+ private SaaS companies, zeroing in on key performance indicators (KPIs) and cost breakdowns as a percentage of revenue. For bootstrapped SaaS firms with $3-20 million in ARR, here's the scoop. Remember, hitting $10 million+ ARR demands robust KPIs. ⚡ Big thanks to Dirk Sahlmer for simplifying it for us! 🙌 #report #saas #bootstrapped

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What is the most important metric for RevOps? ✨ Adam Edmiston, Associate Director of Revenue Operations & Strategy at Bloomreach, shares about his ideal North Star metric: productivity. ⬆ Here’s how you look at it from a planning perspective: ✅  Look at the historical quota attainment numbers — how much has the rep / account manager achieved on a fully ramped basis? ✅ Identify your methodology, i.e., if you’re planning to increase productivity by 20%, how are you going to achieve it: by hiring more SDRs, or by selling a new product or SKU? ✅ Beyond this, look at the leading indicators: win rates, conversion rates, ASPs, NRR, GRR, etc. and how that will impact productivity. Adam also talks about: 🎯 Effective ways to help teams visualize their contribution 🎯 KPIs to bring multiple functions to collaborate with each other 🎯 3 top skills for a RevOps professional to grow in their career Head over to the link in comments to tune in to the full conversation 💬 #podcast #gotomastersshow #revenueoperations

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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On today's episode of Building Elite Sales Teams, I was joined by special guest Zahra Jivá, Director of Global Sales Strategy at Pipedrive. In this discussion, Zahra shares her perspective on building people-centered sales organizations, including: ✔ Aligning company values and mission with the goals and aspirations of individual team members ✔ Developing a strong, unified team culture as you scale ✔ Hiring candidates who fit your culture and connect with your mission ✔ The importance of the discovery process in sales success Check out this highlight where Zahra discusses connecting employees to the company mission: Let me know your favorite takeaways! #salesleadership #salesculture #peoplefirst

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Despite more organizations adopting RevOps as an operating model, not everyone is fully leveraging its true power. Scale EIR Robert Koehler digs into three primary challenges facing RevOps teams today and how RevOps leaders are approaching them. https://lnkd.in/gP4-7fc9

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✨ Introducing RevSure Reli: A Generative AI Copilot for High-Growth Marketing Teams ✨ Reli delivers instant answers to your most pressing questions and reduces workload by automating summaries and reports—all within Slack. Consider asking Reli: ⚡ Which campaigns are generating the most SALs? ⚡ How much pipeline have we generated this quarter? ⚡ Which campaigns have the highest spend this month? ⚡ Which campaigns have generated the most pipeline this year? Supercharge your marketing and sales performance with RevSure. Learn more here: https://lnkd.in/g73gnpug #generativeai #b2bmarketing #copilot

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"One of our most used and favorite functionality" is something we often hear about our DealRoom. Sending stunning proposals that give a consistent, powerful customer experience is crucial to winning deals and growing your business. I really enjoyed meeting Sarabeth Scott, VP of RevOps at Camunda in San Diego recently and hearing more about their robust revenue operations and steady growth. #dealroom #digitalsalesroom #digitaladoption

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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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Nearly 90% of companies invest in an outbound motion, yet see diminishing returns on a formerly predictable channel, as 57% of companies failed to build sufficient pipeline in 2023 [GTM Partners]. What gives?! It's clear that cold outbound no longer cuts it. The most advanced teams are shifting toward a warm outbound strategy, and using AI to facilitate this revolutionary change in approach. Join us alongside Sarah Allen-Short for a webinar on July 16th where we’ll break down live: ⏺ The current state of outbound ⏺ How AI can help businesses course-correct ⏺ What units of work in the outbound motion should be human-owned versus AI (hot topic!) This is the perfect session for those craving a new way to solve their old Outbound problems. RSVP →→→ https://lnkd.in/gRv-rB7W

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