Mark Roberge

Ready to elevate your B2B SaaS game? Dive into strategies that transform complexity into clarity. Unravel the intricate puzzle of growth with actionable insights. Are you aligning company strategy with execution for maximum impact? Discover how to harmonize sales and marketing to power up your revenue engines! How often are you tuning in to market insights and refining your approach? Here are 5 key insights to drive your company forward: 1. Decode the landscape: Know your trends and dynamics to position effectively. 2. Connect the dots: Let marketing drive growth, beyond just campaigns. 3. Embrace synergy: Ensure perfect alignment between sales and marketing. 4. Listen & Anticipate: Use market insights to stay agile and responsive. 5. Empower through enablement: Equip your team for success with consistent messaging. How does your approach stack up against these strategies? Watch the full video: https://lnkd.in/div6jKmY 👏 Don't forget to share this post if you found it insightful—let's spread the knowledge! 🚀

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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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A poorly executed #customersuccess strategy will kill your #NRR for years to come. I've seen it first-hand too many times over the years. Here is how you deliver a well-executed CS strategy to drive great NRR and ultimately, business growth: 🛣️ 𝐔𝐬𝐞 𝐭𝐡𝐞 𝗗𝘆𝗻𝗮𝗺𝗶𝗰 𝐑𝐞𝐯𝐞𝐧𝐮𝐞 & 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐉𝐨𝐮𝐫𝐧𝐞𝐲 The first step in any customer success strategy is understanding the full & dynamic revenue & customer journey. This means not just knowing what your customers do, but why they do it. How and why did they buy your services? How do they move through their journey with you (rarely ina straight line!)? By understanding their motivations, you can better anticipate their needs and deliver solutions that truly add value. And don't forget, the old-school customer journey is not the standard anymore, you need to use the full, dynamic revenue & customer journey to get the full picture. This stretches from pre-sale to post-sale and allows for the customer to move in and out of journey phases/stages dynamically. 📈 𝐏𝐫𝐨𝐚𝐜𝐭𝐢𝐯𝐞 𝐄𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭 Customer success is not a reactive function. It's about being proactive, anticipating customer needs, and addressing them before they become issues. You have to ensure that your strategy is aligned around, and fosters, a proactive CS culture and process that allows your team to execute effectively. This not only improves customer satisfaction, but also reduces churn, and creates more expansion opportunities. Both key factors in improving NRR. 📊 𝐃𝐚𝐭𝐚-𝐃𝐫𝐢𝐯𝐞𝐧 𝐃𝐞𝐜𝐢𝐬𝐢𝐨𝐧 𝐌𝐚𝐤𝐢𝐧𝐠 In the #SaaS & #CS world, we have access to a wealth of data. By leveraging this data, we can make informed decisions that drive customer success. This could be anything from identifying usage patterns to predict churn, to understanding which features drive the most value for customers and beyond. And it needs to go beyond telemetry, usage etc. Also capture, track and understand customer goals and other qualitative data points. One problem is that this data is often siloed or hard to access, so make sure you have systems (like RevSetter) that can bridge that gap and allows CSMs to effectively action the data & insights. 🤝 𝐁𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐚 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫-𝐂𝐞𝐧𝐭𝐫𝐢𝐜 𝐂𝐮𝐥𝐭𝐮𝐫𝐞 Customer success should not be the responsibility of a single department. It should be ingrained in the company culture. When everyone in the organization understands the value of customer success, it becomes a strategic priority that drives business growth. This is why the dynamic revenue & customer journey, the engagement focus, and the proactive mindset are so important. When those are present - and a strategic & customer-centric approach is adopted by the CEO & leadership - the sky is the limit. Leverage these four building blocks and your CS strategy and execution will thank you for it ✅ *** 🛎️ If you enjoy my content, follow me for more ♻️ Repost to share with your network

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⏰ ICYMI: Our Book is Coming Soon! Accelerating Revenue: Your Definitive Guide to the Theory and Practice of Go-To-Market Enablement is designed for those looking to master the core of GTM Enablement. Whether you're new to the field or a revenue leader aiming to boost team productivity, this book offers practical insights and proven strategies. Curious to learn more about transforming your approach to Enablement? 👉 Head to the Level213 website for more details! www.level213.com/services #book #revenue #enablement #GTM

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Catch up on Adam Robinson's journey on The Force & Friction Podcast as he discusses scaling a SaaS company from $20M towards $50M ARR. Watch the full episode here: https://bit.ly/3YzjaBH "It’s a game of different rules at each stage". #ForceAndFrictionPodcast #RevOpsLife #GTM #SaaS #B2BGrowth #EntrepreneurJourney #ScalingUp

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Who are the leading GTM experts in VC that you know? Think Jason Gelman who is GTM operating partner at Primary Venture Partners or Max Altschuler at GTMfund!

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Two early-stage Deal Indicators that predict Closing Success: 1. Business Outcomes 2. Decision Criteria Here's why: Most sales leaders track closed deals, but that's missing what drives real success. My experience? I've found that deals with clear Business Outcomes are the first predictor of a high probability close. Why? Because the buyer knows the impact of what they want to achieve. Think about it: Without concrete business outcomes and impact, you just have a nice conversation. Not a true opportunity. The second predictor builds on the first = Decision Criteria. It tells you if YOU can win the deal. What do the best buyers do? They narrow their focus to 3-5 key criteria that are the key to solving their business problem. But here's the challenge: Most buyers often create long, complex criteria lists that cloud their decision-making. Your role? Guiding them toward criteria that deliver real business impact. Because when you combine clear outcomes with focused decision criteria, the conversation shifts. You go from pushing a deal to helping your buyer achieve their goals. See the difference? Try it. And watch your closing rate shoot up. And see your buyers appreciate you more. Questions? DM me.

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AI dialler gets you coverage, at best, on 8-12% of your market. Human-assisted dialling gets you 40-55%. PipelineHeroes use Human assisted...

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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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In vertical SaaS, the very best companies landed with a product solving a specific, burning pain point that horizontal solutions solved badly and then became broad product suites over time (ServiceTitan, Veeva Systems, Doximity, etc). My partner Gordon Ritter calls this “layering the cake”. In vertical AI, the landing wedges are much more brittle. While the painpoints they solve are very real (and often unaddressable by SaaS alone), they’re also much more likely to commodotize in the near term as the tech advances. 👀 Therefore, the need to layer the cake in vertical AI is much more urgent than in vertical SaaS. 👀 The best vertical AI CEOs not only recognize the dynamic, but talk about it openly. Helps those around them keep up the speed of innovation and their eyes on the bigger prize.

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Check out the latest GTM Secrets podcast by Identity Matrix with Saad Shaikh at CAST AI! He's a RevOps guru for both enterprise and mid-market orgs. Learn what he thinks we should be doing to accelerate the sales cycle, how to structure revops, and what it takes to rock in your gtm operations. Get the full episode on YouTube, Amazon, Apple, Spotify, and more! Link in the first comment. #gtm #revenueoperations #martech

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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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"There was a time when buyers were less incredulous about the decisions that they were making. Buying committees weren’t as large as they are now. Now sales and transactions are under a microscope." - Chris Turner, Sales Engineering Manager at @Salesloft On this episode of RevTalks, Chris and Rebby John, discuss changes to the sales and presales professionals’ roles, the keys to multithreading ever-expanding buying groups, getting to ROI faster in conversations, the story of “how” in sales, AI, and more. Full episode here: https://lnkd.in/e_GBVqJV

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Join us for an upcoming live SalesHood webinar focused on how Mutual Action Plans (MAPs) will revolutionize your sales execution strategy. Discover how MAPs empower your teams to close deals faster, enhance win rates, and elevate forecast accuracy. This webinar is perfectly timed for Q4 success. 🗓 **Date:** October 16th | 10 am PST Explore key topics during the webinar: 1️⃣ The significance of Mutual Action Plans in modern selling 2️⃣ Implementing best practices and utilizing resources for MAPs 3️⃣ Interactive demonstration showcasing the effectiveness of MAPs in action Register here - https://lnkd.in/gfbFQXMp

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The GTM Podcast just hit the top 1% of podcasts! I'm honored to be among their top 25 listened to episodes, particularly humbling when listed among names of so many world class GTM minds like Lars Nilsson, Eric Gilpin, Samantha McKenna, Katrina Wong, Ang McManamon, Adam Schoenfeld, and so many more. GTMfund has assembled some of the best minds in GTM, be sure to check out GTMnow to learn from their experiences. If interested, I talk about building teams and cultures and managing through different stages of growth —— you can find a link to the podcast in the comments below.

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💜 Gainsight + Champion 💜 We just released a killer new eBook together on how to drive growth through your hidden customer champions. With many of us in the midst of 2025 planning, this book dives into the incredible growth engine right in front of us: our customers. The ebook has practical insights on empowering champions and learnings from top brands using Gainsight and Champion. I just re-read it myself, and it's giving me all sorts of light bulb moments (yes my phone just happened to take a 100% organic photo right when I finished reading it. And yes that is my thinking pose.) Check it out 👇

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🔎 Is your #RevOps team truly operating at peak efficiency? 🚀 The team driving your GTM efficiency and growth needs to be just as efficient! 💡 "Physician, heal thyself, too!" It’s a no-brainer, right? Revenue operations exist to navigate the increasing complexity and interdependence of sales, marketing, and customer success. We've seen the stats: companies with RevOps report growth 3X faster and see 10-20% increases in sales productivity... One critical role of RevOps is evaluating and approving new technologies to streamline GTM processes. But here’s the kicker: when it comes to their own operations, efficiency often takes a back seat. RevOps teams are still bogged down with grunt work and tactical manual tasks. We’ve seen RevOps teams working in sprints, ticking off manual tasks like a to-do list. The result? - The time to data-driven decisions is slower, delaying their impact on business growth. - Their intellect and capability are underutilized. 💡 If RevOps isn't efficient, everything they support—sales, pipeline generation, customer retention—is impacted. So, revenue leaders, as we navigate this era of efficient growth, ask yourself: How can we make RevOps more strategic? How can we ensure they’re not just enabling efficiency but embodying it? Here are a few things to make RevOps more efficient: 1️⃣ Foster collaboration: Ensure seamless communication and alignment between sales, marketing, and customer success through shared goals and metrics. 2️⃣ Automate routine tasks: Leverage tools that can handle repetitive manual work, freeing up RevOps teams to focus on higher-level strategic initiatives. 3️⃣ Equip your RevOps team with the skills needed to manage and optimize new technologies and processes. 4️⃣ Streamline tech stacks: Reduce the number of disconnected tools and systems RevOps must manage, focusing on integrated solutions that enhance productivity. 5️⃣ Prioritize strategic projects: Shift RevOps focus from reactive to proactive, emphasizing projects that drive long-term growth and efficiency. 🔄 The path to GTM efficiency starts with making RevOps a well-oiled machine. 🤔 What steps will you take to elevate RevOps from tactical to strategic? #revenueoperations #gtm

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Forging pipeline made easy: Salesforge 🔥 takes care of managing your sequences Mailforge - Cold Email Infrastructure 📈 & Infraforge - Private Email Infrastructure 🔷 cover email infrastructure Warmforge - Land In The Primary 🎯 boosts your deliverability Agent Frank takes on autonomous prospecting, outreach and booking meetings & more to come! Get ready for what’s next 😈

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In case you missed her at the Denver Sales Enablement Summit, Seismic VP of Enablement Irina Soriano outlines the Enablement Value Chain (EVC) in a new article for Sales Enablement Collective. What is the EVC exactly? According to Irina, it's a "proven framework to align your analytics, partnerships, and enablement team operating model in a unified approach that demonstrably improves seller behavior and business outcomes." Learn more at the link:

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