Larry Whitman

A lot of M&A activity in the accounting industry. Every firm should be tracking this activity, and there's an easy way to do it: follow and join RightExit.

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How do you set your deal priorities? Sales leaders are pretty good at this. But they can do better. The Efficient Frontier For Sales shows you where to focus so you maximize sales for the risk you are willing to accept. On average deal portfolios on the Efficient Frontier produce 58% more in-quarter sales than prioritizations based on stage, deal-size, forecast category, or deal-scores. Want to see how this works? DM me for that case study. #salesmanagement #salesleadership #salesenablement #salesoperations #revops #revenueoperations #salesops #analytics #datascience #forecasting #sales

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This will be a great episode for many firms - check it out, it may be valuable to your firm

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Needing a break from getting back in the saddle after the holidays? Love talking about SaaS metrics? Come join me with CJ Gustafson and Ray Rike where we'll be talking about benchmarking and metrics--what's changing (has changed), top metrics, best practices, and more. Unlike more lecture-based webinars, this is going to be more of a fireside chat conversation with two Masters of Metrics. So get yourself a warm beverage, get comfortable, and pop in a question or two (or more). ⏭️ Sign up for all OnlyCFO Webinars ->https://lnkd.in/gZ4fE-VN ⏭️ Sign up for just this webinar -> https://lnkd.in/gwmn98Tp

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📣 Exciting new episode alert! 🎙️ I had the pleasure of hosting Kim Clark Pakstys, Managing Director, CFO Advisory, and Swami Venkat, CFO Advisory Services Practice Leader at CohnReznick LLP, for a deep dive into the evolving role of the #CFO. Gone are the days when CFOs were purely financial overseers. Today’s CFOs are key drivers of strategy, innovation, and digital transformation. Kim and Swami shared insights on how CFOs are now at the forefront, aligning technology, data, and processes to achieve business goals. This transformation is reshaping how companies of all sizes operate, with CFOs as crucial strategic partners in the C-suite. Tune in below to hear their valuable perspectives on the CFO's impact in today’s fast-paced world! #Innovation #BusinessStrategy #Leadership

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In-house legal teams are constantly under pressure to manage more work with fewer resources - AI can be your ally to alleviate this pressure. Join Heath Harris, MBA Senior Manager, EY Law - Legal Transformation and Jessica Nguyen, Deputy General Counsel, AI Innovation & Trust at #Docusign (formerly at Lexion), as they discuss how the use of AI in agreement management can help scale legal operations. Heidi Stenberg, Emma Spektor, Lee Garfinkle #LegalInnovation #LegalTech #AI #ContractManagement #CLM #LegalTransformation #EYLaw #LegalOperations

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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 .

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Challenging economic times bring out the best in Channel Sales leadership as organizations triple down on profitable growth strategies. Here are some of the best we at Seismic are proud to partner with. #channelsales #partnerstrategy

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If you don't require a CFO👌fine, maybe you are a CFO who needs a great controller,👌fine. Maybe you want to save $ by outsourcing your accounting back office.👌Fine. Preferred CFO is your partner in 📈YOUR journey. DM Eric Thornberg or fill out our web form on our website. #PreferredCFO #CFO #Accounting #WeLoveOurClients 💕

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As we move deeper into 2024, tracking the right metrics is critical for scaling a SaaS business. This insightful guide outlines the top metrics to watch and includes valuable benchmarks to keep you on track. Whether you’re focused on ARR, CAC, or CLTV, understanding where your company stands is key to driving sustainable growth. Check out the article for a comprehensive look into the latest SaaS trends and metrics! #SaaS #BusinessGrowth #Metrics

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Attempting to enrich data on your own can turn into a terrifying ordeal, quickly evolving into a resource-depleting, time-consuming beast that terrorizes your Ops team. 🧟‍♀️ Discover why managing enrichment with multiple vendors is incredibly challenging 👉 https://gag.gl/GiQb7D However, with our help, transforming those raw leads into valuable assets is as simple as a couple of clicks, effectively exorcising your data demons for once and all. 🎃 This Halloween, don't let your data spook you – we've got the ultimate solution. Purely enchanting outcomes, no gimmicks involved. #DataOps #DataEnrichment #Ops

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In The CEO's Guide to Hiring a CIO, Burke Autrey, an experienced CEO, shares key insights into the challenges CEOs face in today’s tech-driven world. He tackles critical questions such as: ✔️How to know when it’s time to hire a CIO ✔️What key problems a CIO can solve ✔️The best approaches to the hiring process This guide is a must-read for CEOs looking to effectively integrate technology leadership into their strategic vision. Read more: https://gag.gl/BhQASw #innovation #technology #ceo

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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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Growth propels a virtuous cycle of improvement within a business. As a company grows, it challenges the status quo, pushing leadership to evolve and develop. Join in on our conversation around the power of growth on the latest episode of Shocking Profit. This is a must-listen to help drive shocking profit in your business! Tune in here- https://lnkd.in/gKDT_gxW

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Mea Culpa: Revisiting My Bold Statement on Precision Mailers vs. Trade Shows After my last post, I realized I should provide additional context because I made a bold statement about how the ROI of our Precision Mailer strategy can outperform attending a trade show. To be fair, this is a nuanced comparison, so here are the numbers I used to support my statement. This comparison relies on averaged numbers for our expenses—your numbers will vary depending on your circumstances. Scenario 1: Precision Mailer to 500 Key Decision Makers Here’s the breakdown for our mailer strategy: Cost Per Mailer: $14 (includes UPS delivery and packaging). Total Cost: $14 × 500 = $7,000. Response Rate: 4% engagement = 20 responses. Meetings Secured: 30% of respondents book meetings = 6 meetings. Follow-Up Travel Costs: $400 per trip for half the meetings (the rest are virtual) = $1,200. Total Investment: $7,000 (mailers) + $1,200 (travel) = $8,200. Cost Per Meeting: $8,200 ÷ 6 = $1,367 per meeting. Scenario 2: Trade Show Attendance Here’s the breakdown for a typical trade show: Booth Space Rental: $10,000. Promotional Items & Giveaways: $800. Staffing Costs: $3,000 (travel, lodging, and per diems for 2 staff). Follow-Up Travel Costs: $400 per trip for 9 meetings = $3,600. Dinners with Prospects: $500 per dinner × 2 dinners = $1,000. Total Cost: $10,000 (booth) + $800 (promos) + $3,000 (staffing) + $3,600 (follow-up travel) + $1,000 (dinners) = $18,400. Meetings Secured: 300 booth visitors → 10% qualify as leads (30 leads) → 30% of leads book meetings = 9 meetings. Cost Per Meeting: $18,400 ÷ 9 = $2,044 per meeting. Precision Mailers deliver a 33% lower cost per meeting while focusing directly on decision-makers. Trade shows, while excellent for brand visibility and networking, often involve higher costs and less targeted engagement. That said, let me be clear; I am not advocating for abandoning trade shows. They are absolutely critical for many businesses and play an essential role in industry networking, brand exposure, and relationship-building. What I am advocating for is a rethinking of how we allocate resources. Instead of overusing email and generic direct mail campaigns, we should consider reallocating those resources into precision marketing where it makes sense. Targeted approaches, like Precision Mailers, can complement trade shows, driving focused, high-value engagement with decision-makers.

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