Kirsty Traill

Check out the latest #TheGTMPack episode below 👇🏾 Al Sargent is a tenured #ProductMarketing leader who gives us leadership insights. It's never easy taking over an existing team as a new leader, figuring out how to measure PMM effectiveness, & creating an environment that gets the best out of your team. #gtm #b2b #pmm

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If you're on the fence about taking a Revenue Architecture course, either in-person in Santa Cruz June 3-4 (see comments) or remote (see our website), please read what CEOs, RevOps Leaders, GTM Strategists, CMOs, Chief Customer Success Officers, and others have to say about this program: “THAT. WAS. AWESOME. 👏” “WOW. This course blew my mind.” “The "funnel" was turned on it's side.... literally....” “I wish I had taken this course years ago, but I'm so glad to have this information in my brain now.” “📜 This course has been an absolute game-changer, equipping me with the essential models for sustainable growth that constitute the Recurring Revenue Operating Model.” “This course is simply outstanding!” “World class instructor and the course content. It was fresh, appropriate for today's realities and most importantly - tangible". "You learn it and tomorrow use it”. “I highly recommend this course as it's super relevant for revenue leaders looking to add more science and data to their recurring revenue operations”. “Anyone wanting to deepening knowledge of how to drive growth and success with a company or division should absolutely take the Revenue Architecture class” “While I thought I had an amazing understanding of SaaS and Revenue models from years of building models, board decks and working with revenue teams and leaders...not to mention my MBA classes and focus in data analytics… I learned a ton!” “I can't say enough good things about this program." "I'm really fortunate to have had the opportunity to sharpen our tools and thinking." “Highly recommend it to every revenue & marketing operations professional out there!” “This course has given me a deeper understanding of the specific, proven models and frameworks to consistently achieve revenue goals 📈” “Incredible instruction! I can’t wait to elevate what I’ve always done with the teachings from this course! 💪🏻” “The methodology taught in this course allows you to architect your revenue in a way that achieves sustainable growth by understanding the fundamental principles of recurring revenue and the specific frameworks to apply across your GTM team.” “This course has been a game-changer for me. It was an incredibly insightful journey that taught me the fundamental models for sustainable growth that make up the Recurring Revenue Operating Model and provided a wealth of practical tools and resources. Honestly, it's one of the best courses I've taken professionally! 💯” “What a great course by Winning by Design on understanding the ins and outs of recurring revenue business 📈” "This will enable you to do the right thing at the right time to maximize success 🚀” “The Revenue Architecture course was an incredible course. I learned ways to increase growth by making some minor improvements, look at GTM motions and make sure they align with my business, and take the "right" action at different inflection points on the growth curve so my company doesn't flame out.”

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Cultural Fit in Vendor Selection is crucial for aligning values and ensuring smooth partnerships. Learn how to effectively evaluate and integrate cultural fit. ... \<a class="cz_readmore" href=""\>\<i class="fa czico-061-menu-4" aria-hidden="true"\>\</i\>\<span\>Read More\</span\>\</a\> https://lnkd.in/d4pMrhY6 #businessvalues #compatibilityassessment #culturalalignment #culturalassessment #culturalfit #culturalintegration #organizationalculture #partnershipsuccess #procurementbestpractices #procurementstrategy #strategicsourcing #suppliercompatibility #vendorevaluation #vendormanagement #vendorselection

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One of my favorites, Jordan Birnbaum, unpacking noncontextualized guidance and the pitfalls of "generally accepted wisdom." "The only way in which noncontextual business advice can offer value is if you think like an artist. It may be wise to borrow or, even better, steal. But following noncontextual advice without evaluating your context is like wearing a blindfold on a mountain climb because you got the directions 'up.' Then, what to make of the 'importance of saying 'No'' articles? Be intentional with focus and clear with goals, which for 97 percent of us include career development. Careers are developed by saying 'Yes'; please do not actively avoid things that might broaden your horizons." https://lnkd.in/eJe7gMvk

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Modern leadership is about zone of influenceversus zone of control. People follow people and not titles. Leadership is a role and not a job title. https://lnkd.in/gzrRffn6

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What a quarter. Product market fit that is like nothing I've experienced before, world class engineering talent, incredible customers, and the beginnings of a GTM machine that I am so so so proud of and excited about. Some highlights: - We blew the doors off the number. What a statement quarter by the team. 225% to plan with a clear path to doing the same thing in Q2 (and beyond). - We did a deal that would have been the biggest deal at any company I've been at up to $100M in ARR. - Healthy mix of self-serve, mid-size deals, and large deals --> on top of the above, we did 20+ NNL (including one person doing more than 10 themselves). - We are working as a team -- the culture we're building is really special. People work hard, raise the bar, want to win together, are competitive, so so smart, kind, and want to deliver a tremendous amount of value to our customers. Importantly, we are having a lot of fun doing it. - The pace and quality of our engineering is a huge differentiator. Can't overstate the positive impact of having an engineering team that is maniacally focused on building amazing experiences for our customers. - We're measuring the value we're providing. 46% more code written by developers using Codeium, 7-10X ROI, 40-70% faster onboarding of new developers, forecastably faster PR release cycles -- having an AI product / team that focuses on quantifying the impact to our customers is...the best. - We hired a lot of wonderful people. Dave Frankel, Isaac Kim, Jacob Addington, Alex Laubscher -- I am so excited you're here and so energized by what we're going to build together. Welcome! Alex Hart, Andrew Amato, Jeff Wang, Anshul Ramachandran, Varun Mohan you guys have built such an amazing GTM foundation. Very excited to be on this journey with you all -- let's go build something generational! Douglas Chen and entire wonderful engineering team -- thank you all. What you all build is incredible and I am so fired up by what we have coming in the next few months. Want to try Codeium? Check out our free tier. We're hiring in all roles -- particularly (in GTM) looking for AEs, SEs, SDRs, RevOps in Austin / Mountain View.

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Click on headline and scroll down to read Paula’s feature article!

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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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Interested in learning how you can leverage Gemini AI to be more productive? get more done? produce better work faster? Hear from, FinQuery, Formerly LeaseQuery on how they are using Gemini for #GoogleWorkspace to propel productivity and creativity! Watch now to see their "new way to work" and get inspired to transform your business. → https://goo.gle/3UxpmYq

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🚀 GTM Lessons from the Trenches: Reflection 🚀 As founders and sales leaders, we’re all navigating rough times. Over the past year, our team has learned deeper lessons in go-to-market strategy that have fundamentally shifted our approach: 1️⃣ Sales Enablement Tools Must Be a Suite, Not Point Solutions The days of single-function (aka. best of the breed) tools are behind us. Sales teams need integrated platforms that streamline processes and provide end-to-end solutions. The more cohesive, the better. Sales leaders don't want to run shadow IT. 2️⃣ Top-Down Approach Is Essential While bottom-up adoption has worked for a while, it didn’t move the needle for us. Sales tools need to be embraced from the top down, with leadership buy-in driving usage and value, while the value should translate bottom-up. 3️⃣ Self-Service Isn’t Enough Anymore The promise of 100% self-service (PLG) sounded great, but it’s falling short in this economic climate. Teams need guided onboarding and ongoing support to get the most out of sales enablement tools. This is to say, just because a specific GTM worked for someone don't just adopt it. There is a new normal for every company. #SalesLeadership #GTMStrategy #SalesEnablement #MidMarket #B2BSales #salestable

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😋🥒🥕 Haley Wilcox is a competitor, listener, and solution driven revenue leader who has built partnerships through environments spicy and mild 🥕🥒😋 It's W8 / Q3 / 2024 and this week in our MGMT Boston up & coming operator series we’ve got Haley who is the the Director of Enterprise Sales & Partnerships at Boston food technology leader ezCater. Joining as one of their early sales reps, Haley became a part of helping ezCater establish their B2B go to market model. She was an integral part of the company’s transformation from a transactional marketplace company acquiring individual customers to an Enterprise focused growth stage startup selling to B2B decision makers who implemented corporate food programs. Currently, Haley is leading the Strategic Partnerships team, partnering with real estate and hospitality providers to help provide food programs that align with today's evolving workplace. In addition to the Partnerships team, Haley oversees the Enterprise Demand businesses consisting of Enterprise Business Development and Enterprise acquisition functionalities. These teams are experts and consult large companies on the best food and beverage program for today's environment. 🤝 💡 Successful Partnerships Rely on Relationships & Solutions 💡🤝 Haley has been most successful in her career building relationships through trust and listening. Whether it’s her customers, partners, or teammates, trust is the foundation of all of those relationships. Haley cares deeply and demonstrates it by listening and asking the right questions before she even thinks about opening her mouth to pitch a product. Where she has been very successful is through understanding in the food and beverage space, there will never be a "one size fits all" model. Her success has driven from understanding customer needs, and consulting based on industry knowledge and use cases. She loves working directly with workplace teams. Those are the people that care about optimization, making the office a great place to work, and understanding the impact of food on a company. 3 Career Insights / Learnings Listening - “Listen intently. Understanding your client’s needs to provide the best recommendations leads to strong relationships” Building Relationships - “I’ve been super successful by building long term relationships to establish trust. It’s hard, and it takes time, but I’ve found it to be crucial for long term success” Have Mentors - “Find a mentor that works for your style. Where people haven’t been successful is picking someone based on their role or title. I’ve been successful with mentors who have similar styles to how I work with customers and think about strategic decisions. I’ve learned so much from mentors that prioritize my values and style, focused on customer needs” Go ahead and sign up for the newsletter to see the operator learnings we bring you in the weeks ahead #bostontech #operators

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According to Technomic Ignite data, Chick-fil-A generated nearly $21.6 billion in sales in 2023, while its latest FDD shows AUVs were a record $9.3 million. Chick-fil-A generated $21.58 billion in sales in 2023, a 14.7% increase over 2022's $18.81 billion and over 43% over 2021's $15 billion.Apr 4, 2024. The richest person in Chick-fil-A is Dan Cathy, the company's former CEO and current chairman. According to Forbes, his net worth is estimated to be $7.1 billion as of May 2023. His brother, Don "Bubba" Cathy, the company's executive vice president, is also a billionaire, with a net worth of $7.1 billion.Dec 23, 2023 So excuse me if I could care less about people in California making an extra $4 an hour. Even if they paid all 170,000 employees $4 an hour more that would only be 1.4 billion per year. Pay them people and quit whining about it.

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CRITEO'S Q2: MODEST GROWTH, STRATEGIC SHIFTS, AND INSIGHT ON GOOGLE'S CONSENT MECHANISM - Criteo's revenue rose 1% in Q2, turning a $2 million loss into a $28 million profit. - Google plans a Chrome consent mechanism, focusing on balanced user choice. - Criteo shifts to walled garden platforms, partnering with Shopify and Microsoft. - Retargeting business revived via Meta's inventory and open internet channels. - Commerce Max DSP product drives increased ad agency spend, boosting retail media demand. 📖 Article by James Hercher at AdExchanger : https://lnkd.in/gjznXfkm 🌎To learn more join the AdTechGod Slack Community: https://lnkd.in/g-XzVDkX ✉️Sign up for the Marketecture Media newsletter: https://lnkd.in/gm85yuaf

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So very cool to see how BlackRock has streamlined product operations with Airtable: more than 80 hrs/week saved in productivity for PM and PMM! https://lnkd.in/gW-fb62V #productmarketing #productmanagement

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Don't be afraid to let your manager know your career goals. If you want to be the next VP of Customer Success, the next CCO, the next whatever, let them know. Even if that is the title that they currently hold. If you don't speak up, they will never know. Learning to advocate for yourself is a huge part of your growth journey. The reason I am sharing this? I have had multiple conversations with folks who have left or are considering leaving their current company due to a lack of growth opportunities. When I asked them if they communicated their desires with their managers or someone in leadership, overwhelmingly, the response was generally "no." How does that saying go? You miss 100% of the shots you don't take? Or something like that. And leaders, make sure you create a safe environment for these conversations to happen. Without that safety, your team will not speak up and the odds of losing your top performers increases significantly.

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In my quest to understand customer growth & retention in 2024, I interviewed over 50 SaaS CEOs, COOs, and CROs about churn. Here are my top 3 observations: 1: Multi-product companies thrive Businesses offering multiple products & services are outperforming single-product rivals. SMB-focused companies face the biggest challenges, while enterprise players remain resilient. 2: Diverging churn & upsell signals   80% of leaders look at product usage data to predict churn risks. But a whopping 100% rely on customer conversations to identify upsell opportunities. Businesses are taking different approaches to identify risks vs. opportunities. 3:  Net Revenue Retention rises   NRR has emerged as a top 3 metric for most SaaS firms. Yet no single exec truly "owns" this crucial number. It's fragmented across 5 departments. The main takeaway: < $5M ARR companies: NRR simply isn't a priority. $5M+ ARR companies? Different story: Customer Success handles renewals, Account Management drives upsells, Sales owns strategic accounts, Support & Marketing manage self-service. But despite its importance, NRR in the larger companies lack a cohesive customer experience strategy - and nobody seems to own it. I'm grateful to the 53 leaders who shared their wisdom. You've helped shape our industry's future! #NRR #NetRevenueRetention https://lnkd.in/grspQ892

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Sharing RevOps co-op community best practices on something we all know is critical - designing territories to ensure the success of your sales force and, by extension, your company. The number of different strategies available make selecting the right one both challenging and critical. The team at RevOps Co-op delve deep into this topic 👇 https://gag.gl/Nm2xoO #RevOps #Data #DataQuality

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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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Amplitude Announces First Quarter 2024 Financial Results: - Fourth quarter revenue of $72.6 million, up 9% year-over-year - Number of paying customers grew 37% year-over-year to nearly 3,000 - Free cash flow margin up 7 percentage points YoY We’ve been up-leveling our GTM strategy over the last year, and Q1 was all about execution. Our self-serve account is attracting diverse customers, our named account strategy is seeing early promise, and we're building healthier and deeper relationships with our customers. We also continued to innovate. We released Session Replay and are making it easier than ever before to get started with Amplitude. As always, I’d like to extend a massive thank you to our awesome Ampliteers, partners, and customers—your partnership is invaluable! #ProductLedGrowth #DigitalAnalytics #ProductAnalytics #Retention #Acquisition #Monetization Spenser Skates Christopher (Criss) Harms Kristina Johnson Francois Ajenstat Shadi Rostami Shintaro Matsui Nathaniel Crook Tifenn Dano Kwan Jenna Schwalbe Elliott Chris Sharp Daniel Carpenter Rachel Courtney Jonathan Anderson

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