Julz James

What are the root causes of poor GTM team alignment? Our recent survey sheds some light on what your revenue team Ops peers are saying. These comprehensive reports provide all the information. https://gag.gl/4YHwRD #RevOps #DataQuality #RevTeamAlignment

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Is your MarTech stack cluttered and inefficient? A recent Gartner study reveals organizations are using only 33% of their available capabilities. This underutilization wastes resources. In our newest guide, "Your Path to A Modern MarTech Stack," we provide a detailed roadmap designed to streamline and modernize your stack. Get started: https://lnkd.in/gx2wRXr8 #MarTechStack #CMOs

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🚨This Wednesday🚨 Join John Steinert from TechTarget and Greg Anderson from Enterprise Strategy Group as they uncover which content a given buying group requires and how to help ABM teams deliver exactly that 🎯 Using real-world examples, they’ll explore: ✅ insights into buying teams ✅ proven content types for specific use cases ✅ blind spots that many teams fail to address before they go live. These tips are sure to fortify your ABM content foundation so you’ll be able to improve what you’re already doing and strengthen new programming from the start! Register here & save your spot: https://bit.ly/3AqNZyX

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🚨This Wednesday🚨 Join John Steinert from TechTarget and Greg Anderson from Enterprise Strategy Group as they uncover which content a given buying group requires and how to help ABM teams deliver exactly that 🎯 Using real-world examples, they’ll explore: ✅ insights into buying teams ✅ proven content types for specific use cases ✅ blind spots that many teams fail to address before they go live. These tips are sure to fortify your ABM content foundation so you’ll be able to improve what you’re already doing and strengthen new programming from the start! Register here & save your spot: https://bit.ly/3AqNZyX

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The Martech Stack is About to Get Shook! Marketing pros say goodbye to your old data fortress. Top brands are migrating to cloud data warehouses, and it's shaking things up in the martech world. ☁️ This article from MarTech explores how this shift disrupts the current martech stack and what it means for YOU. Intrigued? Click the link to learn how cloud data warehouses can unlock better marketing insights and (potentially) force you to rethink your martech stack. Ben Bloom #marketing #martech #clouddatawarehouse Gartner #marketingoperations https://lnkd.in/eCtdHsXs

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Revenue ops does not have to be sales ops rebranded. After meeting so many great revops practitioners at the RevOps AF conference last week, I was inspired to put this together. Revenue ops can be a unified model encompassing marketing ops, sales ops, and customer success ops. A couple of notes about this model: A - Deal desk is recommended, but can be replaced by a different function for more simple offerings. B - The “systems” role and the “analyst” role can be a stand-alone function in some models. C - Another spoke in this model could be project management or “PMO.” D - Customer success operations usually exists is mid to large companies, as unfortunately CS ops is usually underfunded and an afterthought. E - Marketing ops is missing budgeting and planning, which I have advocated for in earlier models. D - The advantage of this structure is an objective, revenue-focused operations team dedicated to the top goals of the business. What do you think? What do you like? What would you change? Thanks for your advice on this Jeff Ignacio! PS: I’m writing more about this in my newsletter next week, subscribe to stay updated https://lnkd.in/g_3YC7BZ #marketing #martech #marketingoperations #revenueoperations

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Is traditional sales content management stifling your org’s growth potential? In this video, Mindtickle Principal Product Marketing Manager Christian Pieper outlines how orgs can build a content strategy using data from your CMS, DSRs, and CRM. The result? A content strategy that’s driven by data and perfectly aligned with the buyer journey Here's what Christian covers: -How centralizing content can alleviate administrative burdens and boost adoption rates. -The importance of layering engagement data to truly understand the impact of your content. -How to use data for strategic content planning Watch the entire video here: https://brnw.ch/21wK7HD

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Is your marketing strategy stuck between numbers and nuance? 🤔 Convince & Convert’s Managing Director, Zontee Hou, joins Jennifer Mancusi on Marketing, Demystified to reveal how to turn customer data into authentic, meaningful connections. 💡 Drawing insights from her book Data-Driven Personalization, Zontee explores: 📊 How to harness data without losing the human touch. ✨ Creative ways to use insights for deeper engagement. 🤝 Building strategies that balance logic and emotion. Listen now: https://heyor.ca/ED11lT

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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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Discover how to maximize your ROI by seamlessly integrating AI into your martech stack. Our analytics and measurement expert, Laurie Gallien Miller, lays out a roadmap for overcoming AI challenges in martech and unlocking its full potential. Tackle data quality issues, change resistance, and skill gaps to excel in AI-driven solutions with her strategic guide featured on MarTech: https://bit.ly/42410tz

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"The industry’s growth, once fueled by a relentless drive for innovation and differentiation, now sputters as most companies have what they need (and if they don’t, they’re making do). Average marketing budgets have fallen to 7.7% of overall company revenue in 2024, down from 9.1% in 2023, according to Gartner’s latest annual CMO Spend Survey. CMOs are living in an era of less." This article by Gene De Libero, CCXP caught my attention because it captured data around feelings I've had as I chat with various folks across the industry who have seen cutbacks across the board. This leads to a focus on customer retention and expansion, or chasing "differentiators" that come up in the tech hype cycle (hello again AI, and don't forget Crypto). Of the strategies outlined in here, I personally favour the education and thought leadership approach, but overall there's a strong play here in the strategies for composability and the ability to "add on" to the stack you already have.

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The Campaign Member object should be the center of GTM ops. Here are all the things I do by simply adding leads/contacts into Salesforce Campaigns... 1.) Multi-touch attribution - Each Campaign Member record is a "touch point" or "signal" that then gets associated to an Opportunity. On the Opportunity I can see every Campaign Member record that contributed to helping "source" and "accelerate" that Opportunity. 2.) Side-by-side comparison of 4 attribution models - I like to have 4 attribution models run side-by-side on the Campaign Member record: First Touch, Last Touch, Equal Weight, and U-Shaped. Each model tells me a little something different around how that campaign/campaign type/etc is performing and where to invest more resources and budget dollars. 3.) Funnel conversion - I can track a Campaign Member record as a "touch point" or "signal" from Lead/Contact all the way through to Opportunity creation and closed won. Being multi-touch and on the Campaign Member record, I can filter/group my funnel by an field on the Campaign (name, type, etc), Campaign Member (UTMs, etc), Lead/Contact (persona, etc), Account (industry, country, tier, etc), and Opportunity (type, manager, owner, etc). 4.) Hand-off with sales - I build a "sales follow-up" dashboard in Salesforce that is simply table views of Campaign Member records. The dashboard is filterable by Lead/Contact Owner and Follow Up Status (open, attempting, connected, opportunity created, already an open opportunity) as well as other custom filters like Account Grade. I track first attempt date/time, number of attempts, number of connects, and then my multi-touch attribution will automatically associate the Opportunity when/if it gets created. 5.) KPIs - I've moved away from the traditional MQL and lead scoring model. Instead, marketing's goal is to generate high intent "touch points" or "signals" within Accounts that are in our ideal customer profile. We simply track how many of these "touch points" or "signals" happened over a specific period of time (ie Q1 2024) and how many converted to an Opportunity, qualified Opportunity, and eventually Closed Won. Ultimately marketing is responsible for qualified pipeline, but high intent "touch points" or "signals" are the best leading indicator of the value marketing is delivering in the moment. Have questions on any of these topics? Post a comment and I'll try to create a Loom video of exactly how I set it up and implement it.

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I’m proud to share that ZoomInfo has been recognized as a Leader in the 2024 Gartner® Magic Quadrant™ for ABM Platforms. 🚀 Since launching ZoomInfo Marketing in 2022, we’ve come a long way. Momentum favors the bold and innovative, and here at ZoomInfo being innovative is a core value we don't take lightly. How did we go from a Niche Player in 2022 to a Leader in 2024? We listened to our customers. They wanted fast onboarding, comprehensive integrations, and a unified platform with the best B2B data. ZoomInfo Marketing delivers all that and then some. Our vision for ABM goes beyond accounts—it’s about knowing your buyers and delivering real-time, actionable signals to both marketing and sales teams. While historically ABM has focused on intent data, at ZI we knew that there were so many more valuable buying signals that marketers could harness. With so many more relevant signals and context, you’re now creating demand instead of just capturing demand. This is just the beginning. I’m excited for what’s next as we continue to advance in the ABM space and bring actual sales and marketing alignment a reality. This is what ZoomInfo customers experience when they use our ZoomInfo Marketing and Copilot solutions! A new era of AI for GTM teams is being ushered in, and it's awesome leading that charge. 💪 I have a LOT of thoughts on this topic, so I wrote a blog post. Check it out here: bit.ly/4hO56vd 

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Are You Struggling with Martech Complexity in 2025? Fragmented tools, disconnected data, and skyrocketing costs are holding marketers back. Studies show only 33% of Martech capabilities are fully utilized. Don’t let complexity dictate your strategy. Take control with a streamlined Martech stack: https://lnkd.in/g4EvdFU4 #digitalmarketing #digitaladvertising #marketing #advertising #adtech #martech #cdp #customerdataplatform

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Monday means Best of MarTechBot on MarTech. 🤖 Today, MarTechBot helps a reader understand email tactics and CTAs for a lead generation program. Every Monday, Best of MarTechBot gives you can opportunity to see the bot in action, read the advice it dishes to marketers and see how improving the prompt impacts the answer. Read more from this week's Best of MarTechBot: https://lnkd.in/e2JCsAKt P.S. Sign up for the MarTech newsletter to get Best of MarTechBot, weekly job openings, perspectives from 70+ practicing marketers and more, delivered to your inbox. Sign up here 👉 https://lnkd.in/dGJkghCM #ai #aiinmarketing #leadgen #emailmarketing #marketing

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This post in MarTech asks if product-led growth (PLG) the go-to-market (GTM) motion of choice? While popular, experts argue it works best in tech and should be part of a broader GTM strategy that evolves with time. Smart choices and data-driven strategies are key. For Mitra Creative, understanding these strategic insights is essential as we help clients leverage dynamic, data-backed marketing solutions that align with evolving industry trends and optimize their GTM approaches. Learn more here: https://bit.ly/4hJFQX2 #ProductLedGrowth #GTMStrategy #MarketingSolutions #MitraCreative

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Change time! I’m psyched to soon be joining DataSnipper to help them further accelerate their Demand Generation efforts! After securing a $100M funding round only 2 months ago, DS is gearing up for the next part of their growth journey. This inevitably means I’m also leaving Gainsight. Gainsight has been a pretty wild ride. From building out inSided’s success in B2B SaaS and Customer Success and a potential Series B, to eventually being acquired by Gainsight and delving into the demand side of all of their products, buying other companies—I would say I have been pretty fortunate and my journey has been one of many highs and successes. For this I’m grateful. I’m also grateful for the astonishingly good & fun people I’ve met along the way. Robin van Lieshout for putting up with me through times of crazy growth, an acquisition and many future dinners to come. Nick Mehta and Monika Saha for giving me the chance to uplevel my skills, and hopefully also some of the organization. Jordan Sher, Lauren Olerich, Silvina El Baba, Matthew Wasley, Robin Merritt, Kellie Capote, Rea Stambuk, Silvia Atanasova, Trisha Mistry, and many others for making every day that bit more fun and a learning moment. I’ll continue to follow GS closely. This will also be the first time in 7 years that I don’t work directly with some of my (now) best friends like Udit Lakhotia, Pascal Debets, Bas Klomp, Joris Dieben, Becky May, Anne Willems and many more. This will be weird, but there’s eternal love here! ❤️ Finally, this will also be the first time in 7 years that I don’t work directly ‘in’ Customer Success. Now, I love this industry and won’t forget it. I’ll look for ways to keep contributing to the community as I have in the past (more on that later) as I’m bad at letting go and invested so much already ;-) I’ve met so many amazing people that are a part of this community, that it has become a pretty intricate part of my professional career and network. That’s something to nurture for sure and I know it. As for Datasnipper. Founded by this company has seen CRAZY growth, has incredible PMF, and a Marketing team that’s ready to take all that to the next level. Plus, being in Marketing means I’ve been close friends with Finance & financials for years :D It only makes sense! lol. I’ve been blown away by the results, culture, and mission—making it a no-brainer to sign up. Thank you Vidya Peters, Bas Willems, Sam Brown and many others in the leadership team for the opportunity. LFG, I can’t wait.

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Fed up with the same old marketing woes? "No data!" "Tech team bottlenecks!" "Confusing tools!" If this sounds familiar, it's time for a change. Enterprise marketing teams need the right tools to unlock the power of their data. CDPs to the rescue! 🚀 Learn how they can help you: 🔍 Uncover hidden customer insights 🏹 Drive hyper-personalized campaigns across all channels 💲Launch campaigns faster and optimize your marketing spend Here's the inside scoop. #CDP #enterprisemktg #datadriven

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Are you wondering what the right martech to invest in in 2024? In a sea of dozens of options, we cut down to what is most critical for you and your business. Learn what an effective martech stack looks like, how to leverage AI-driven insight & intelligence, and how to optimize your marketing ecosystem for maximum impact. Read one of our recent articles for more valuable tips and recommendations. --> https://lnkd.in/dW9cq6-3 P.S. Ready to optimize your marketing stack? Request your complimentary martech stack audit. Link in the article. #Martech #AIMarketing #martechstack #aiml

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