Britta Meyer Rock

Thanks to Dave Rigotti and team for a wonderful #PLGTM conference in SF. I had great discussions with sales and marketing leaders and here are some observations on how PLG has evolved. Part 1: Time to rethink PLG practice ✔ While the core idea of PLG revolves around self-service adoption and user-driven growth, the practice has evolved, and companies are recognizing the need for a hybrid approach. ✔ For a lot of practitioners, PLG means self-service and users adopt the product without sales support. In practice, PLG leads to increases S&M costs increasing CAC. So, it no more just about building a product but putting the marketing $ behind it. ✔ Enterprise buyers are researching on their own and have good information before they come to the call. Huge number of prospects want sales help in navigating the value prop but want to try out themselves. ✔ PLG does lead to execution speed driving the awareness, showing the value, decreasing sales cycles and enabling simple and faster expansion. ✔ There is a myth that only startups or B2C companies use PLG and has to be bottom-up approach. While many of the companies we know and products we use might be B2C, lot of enterprise B2B companies are PLG as well. e.g. users can simply signup and start using Calendly, Canva or Airtable. teams can start using the products like loom, figma and datadog. ✔ Bringing customers need a hybrid approach in 2024. You need to provide user value created by the product and buyer value created by sales teams. Think about product market fit and product customer fit - leading to greater number of happy customers ✔ Every KPI you are measuring should drive an outcome. If you collect data, ask "what is it used for? " and "how does it help customer or adoption?" ✔ As the PLG model continues to evolve, companies must adapt and embrace a balanced approach that leverages the power of self-service adoption while providing sales support to drive customer success and long-term growth. Thanks to David Yockelson and Dave Boyce for providing engaging discussion on the core of PLG. #productledgrowth #productledsales #salesledgrowth #startups #salesleadership #productmanagement

61

8 Comments

A symphony where every section plays its own tune — without coordination or rhythm — results in chaos. But, with the right conductor, everything changes. Enter Salesloft’s Revenue Orchestration Platform. It’s the maestro of revenue generation, ensuring your go-to-market teams and buyers play in perfect harmony.

14

At Black Box Intelligence™, we've been closely monitoring California since the minimum wage increase in April, and the findings may surprise you! Explore the trends in sales, traffic, check growth, and staffing, particularly in comparison to the rest of the nation. https://lnkd.in/gkf2mVUf

20

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

7

Learn why Quickplay chose #Couchbase to provide millions of subscribers with a reliable, personalized experience. Check out our latest case study here 👉

2

Exciting times ahead

12

1 Comment

Tired of being told to “circle back on that” or how “disruptive” a new tool is? You’re not alone. If you’re in a customer-facing role, it’s also likely that you’re falling into similar patterns when talking to prospects and customers. While it can be tempting to fall into the corporate lingo trap, bringing jargon and buzzwords into your sales practice can hinder your buyer's perception of you and your product. I wrote about this topic in an article for Built In. You can read it here: https://lnkd.in/eungVm34

10

Thanks Marketing Week for spotlighting our focus on human connection through humor in our approach to marketing the Workday brand! It’s really important to me that we don’t just market to companies– our goal should always be to make meaningful connections with the people that work at those companies. People do business with people, and ultimately, stronger connections build stronger businesses! https://bit.ly/4fcYNz0

59

Solving the No Call No Show (NCNS), where a nurse signs for a shift but does not show up, is a critical need for healthcare, especially for ERs and other acute care facilities. Here's a guide to the best practices for managing NCNSs from top healthcare marketplaces and providers. 👇 #healthcare #acutecare #staffing #gigeconomy

2

1 Comment

I’m curious—how do you see AI reshaping sales readiness? It's already been incorporated for years in sales -- and sales enablement as parat of this, is now mainstream. Specifically, one of the areas where I've focused on building capabilities in my sales leadership, management, individual client directors/reps AND full account teams .....YES, competence and capability (products, solutions, selling methodologies, etc.). MORE important and harder -- CONFIDENCE. Storytelling, asking Qs, pivoting convo, insights to real-time action, etc. I am a firm believer and will always start with modeling myself on video or audio what I expect and what our customers find valuable. I also ALWAYS share bloopers -- legit times when I've fallen flat in practice. So important to be human and know it's ok to practice! Way bigger than sharing a glossy sales play or pitch deck with a Q&A forum or even case study, or basic simulation. According to research, sales reps forget 70% of what they learn within a week of training. How do we address this knowledge gap effectively? Enter AI. For instance, AI-driven role-plays allow sales reps to record and refine our pitches, getting instant feedback on everything from content to delivery. This seems to not only save valuable time but also provide a more personalized learning experience. Over time, and each time, presuming we become more CONFIDENT, not just capable. Another fascinating approach is using AI to simulate realistic selling scenarios with interactive bots. These bots can react and respond like real buyers, giving reps a chance to practice in a lifelike environment. This one is NEW to me - so I'm anxious to try it. I'm interested in hearing from others -- whether you're a CRO / CCO, Head of Sales, AE, client director -- account team member, what do YOU think? Does help, will help? No? Other thoughts? #Sales #SalesReadiness #SalesEnablement #AI #DigitalTransformation #Innovation

1

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

12

Are you heading to the Snowflake Summit next month? Here are the details of how you can meet Gnarly and learn more about Dremio!

3

Are you a developer trying to get smarter about how to integrate LLMs into applications? Come learn about the Evaluation Driven Development process and how it’s different from typical software development

2

Big News 🎉 @Gong just dropped some MAJOR AI capabilities that deliver new levels of automation, deep customer insights, and standardized knowledge sharing across the entire revenue org. With Gong’s new capabilities, you can: ✨Create smoother collaboration workflows across teams ✨Make coaching more efficient and consistent  ✨Deploy ready-to-use Smart Trackers ✨Centralize process, systems, and data ✨Bring AI-powered context to your sellers   Game. Changer. Learn more about these exciting new capabilities here: https://lnkd.in/gE9Hu8N3

16

We're thrilled to introduce Real-Time Integrations with top CRMs like Affinity.co, Attio, Salesforce, HubSpot, Airtable, and many more! 🎉 These integrations will transform your workflow by: 🔄 Syncing Companies and Contacts in Real-Time 🎛️ Offering Fully Customizable Settings 🧠 Automating Data Updates And, with our Push and Pull features, you can enrich your CRM data with Specter's unique growth signals and insights, making your decision-making process faster and more efficient ⚡ Read more in the first comment below 👇

59

1 Comment

🤩 Yeah, baby. Go-to-Market going mainstream! 🤩 🏆 Finally, getting the attention it deserves. GTM is evolving from a one-time new product launch to how a company operates every day - essentially becoming the company's operating system, unifying the X-functional teams working as "one team" focused on revenue growth and a great connected user experience— no more finger-pointing. 👉 👈 Yep, Marketing and Sales, we have all been guilty of this when the going got rough. 🥺 It has been a long road in Product Marketing, with many bumps and bruises along the way. 🤕 GTM is definitely "BetterTogether"! ☮️ ☮️ 🩷 🩷 🥂 Sangram Vajre, @Bryanbrown, and Lindsay Cordell have led the charge at  GTM Partners for the last 3 years 🔥 🔥 , redefining the future of GTM, making it simpler with Sangram's new book "Move" the 4-question GTM framework and a repeatable system with its innovative GTM OS (Operating System) that connects strategy and execution. Congratulations to all the 2024 GTM OS all-stars !!! 🤩 🏆 💪 I am excited to be part of the GTM OS movement as a GTM Partners certified advisor helping B2B CEOs, Founders, CMOs, CROs, Revops, and CS transform their GTM and align 🎯 their teams to accelerate growth. And yes, all of it sprinkled with a bit of "Better Together" good vibes. ☮️ Are you ready for 2025? Up your GTM game: 🔍 Take the free MOVE 4-question GTM assessment online (takes 5 minutes) https://lnkd.in/gCRw6fXm 📕 Buy the book https://a.co/d/iGXlOXk 💪 Consider getting your team GTM OS certified https://lnkd.in/gERTCj3x 🔥 Want to know more - feel free to book a time with me https://lnkd.in/g7MipHP7 Join a CXO roundtable on Nov 21st at 10 PST on GTM challenges for 2025 - DM me if you are interested in participating. Claude #GTM #GTM Better #ProductMarketing #2025planning

7

1 Comment

In a dynamic industry like SaaS, staying ahead means understanding key metrics like the Rule of 40! Thomvest's analysis provides invaluable data on growth and profitability trends, offering crucial benchmarks for SaaS companies striving for success. These benchmarks can serve as a reference point for SaaS companies to evaluate their own performance and make strategic decisions. Thomvest 2024 SaaS Benchmarks. Slower Growth, Steadier Margins… | by Alex Rohrbach | Apr, 2024 | Writings from Thomvest Ventures https://lnkd.in/gGFw4p6Z .

4

Are you missing out on 90% of the buying influence in B2B sales? Focusing only on the champion means ignoring the 10 other key decision-makers involved. Learn how understanding the full buying committee can shorten your sales cycle and boost your success. Watch now to maximize your sales strategy.

10

5 Comments

Are you missing out on 90% of the buying influence in B2B sales? Focusing only on the champion means ignoring the 10 other key decision-makers involved. Learn how understanding the full buying committee can shorten your sales cycle and boost your success. Watch now to maximize your sales strategy.

6

1 Comment