Rachel Orston

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.

267

36 Comments

⏰ 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

12

1 Comment

How do you build meaningful partnerships as a founder? I know I've been guilty of sending partnership agreements in hopes of the best In this episode of How I'm Building This podcast, Alex Witcpalek, the founder of Continuum AI, shares his unconventional path from playing football at the University of Louisville to working in commercial real estate and eventually joining the tech industry. Here are some sound bites from our conversation: ✔️"I'm going to build something on my own and I'm going to build it so that not only do I have a better life, but there's families that don't have to go through what we're going through." ✔️"We have so much pipeline that if we close this, I need to build a team to be able to go deliver it." ✔️"You need to be very upfront and transparent with your partner and have a plan together to cross pollinate your go-to-market motions." ✔️"We became thought leaders and our content now drive sour partner channel." ✔️"I don't think you can silo outbound partner and marketing, because we do a lot of partner marketing together too." ‍ Listen now: Youtube: https://lnkd.in/g5P3nkWZ Spotify: https://lnkd.in/gXUYA_ZF Other episodes as they release: https://lnkd.in/gkxQsmwH #startup #entrepreneurship

9

Have grit & grace, and be authentic. Babel Street's Michael Southworth highlights the secrets to why he is one of the best CEOs out there for building and growing transformative businesses with great cultures. R "Ray" Wang & Vala Afshar of Constellation Research & Technology Inc. dig into topics like M&A and the problems Babel Street is focused on solving from National Security to Executive Protection on the latest episode of DisrupTV. #AI #OSINT #MergersandAcquisitions #CEO

47

3 Comments

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

11

🎙️ Pipeline Visionaries is a podcast where Chief Marketing Officers and demand generation leaders dive head-first into their strategies and tactics. In the latest episode, Ultimo’s CMO, Lyndsey Rojas, talks about the rising importance of partner marketing, upskilling, and the ever-evolving paid search game – and more. Check out the full 37 mins here 👇 https://ifs.link/A5qlka

12

https://lnkd.in/gDPEDrN5 Great quick article for any #CMO of a startup or #privateequity backed tech company. "Which is why business leaders talking to data-driven board members stick with what can be measured – marketing’s contribution to the near-term pipeline. However, that only tells half the story, and honestly, it does marketing (and the value of your board) a disservice." What if you could tell the other half of the story in financial terms that board members do understand? Revup Marketing, Inc. #MarketingROI

6

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

6

1 Comment

🚨 Last Call for the Nektar Buzz Boat: Just 2 Days to Go! 🚨 Nektar.ai, DocketAI and RevOps Co-op are bringing you an exclusive GTM leaders Cruise in NYC(5th Sep), Boston(10th Sep), Chicago(12th Sep). Our GTM Leaders NYC Cruise is setting sail in just 48 hours, and we’ve got a couple of exclusive passes left. Don’t miss your chance to join an elite group of GTM pioneers for an evening of strategic insights and high-impact networking—right on the water! 🌊 Here’s why you need to be there: 🎯 Cutting-Edge Discussions: We’ll be diving into how AI is transforming sales, how to turn customer engagement into actionable data, and the latest GTM tactics that are driving real growth. 💡Discover how to operationalize Buying Groups: We’ll be diving into how AI automates capturing & tracking engagement with your buying groups on auto-pilot at scale. 🤝 High-Caliber Connections: This is your chance to network with fellow leaders who are pushing the boundaries of what’s possible in the GTM space. 🍸 Unwind & Recharge: Kick back with some great drinks, delicious bites, and amazing views on the cruise while you chat and chill with fellow leaders in a laid-back, exclusive vibe. With only a couple of spots left, this is your last chance to secure a seat on the Nektar Buzz Boat. If you’re serious about elevating your GTM strategy, you won’t want to miss this. Register on the link or DM me to grab one of the final passes. Let’s make waves together! 🐝🚢 #GTM #Sales #AI #Networking #Leadership #Nektar #BuzzBoat https://lnkd.in/g59Sxa6Z

14

1 Comment

Boldness isn’t just about having ideas; it’s about acting on them. As we move into 2025, let’s recognize that technology is currently one of the most powerful tools we have to create real, positive change. Women like Reshma Saujani, founder of Girls Who Code, and Carol B. Tomé CEO of UPS, show us how leveraging tech can not only reshape industries but also empower the next generation to lead in spaces once considered out of reach. Technology has the unique ability to break down barriers, connect us globally, and transform industries. In education, digital learning platforms with AI-powered tutors or personalized learning apps are changing the way we teach and learn, making education more accessible to millions. In sustainability, IoT-driven solutions are helping businesses and cities reduce carbon footprints and manage resources more efficiently. When we’re bold enough to challenge the status quo, technology helps us build solutions that make the world more inclusive, innovative, and impactful. 2025 is the year to think bigger, act bolder, and use the power of technology to drive change. Let’s lead the way, break new ground, and create a future that works for everyone. #BoldIdeas #TechnologyForGood #WomenInTech #Leadership #TechInnovation #FearlessCreation #2025Vision #PositiveChange #Innovation

33

4 Comments

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

10X Growth Strategies podcast episode 78 features the book "The Start of You" authored by Reid Hoffman and Ben Casnocha. I had an insightful conversation about the book with Preetha Ram, Managing Partner Pier 70 Ventures and a fellow board member TiE Silicon Valley. Preetha shared how the 6 skills mentioned in the book helped shape her stellar career across academia, entrepreneurship, and venture investing. Podcast links: Spotify: https://lnkd.in/gEMf3EiS Apple: https://lnkd.in/g-sb-wYR Audible: https://lnkd.in/gZ4sWeq "The Startup of You" by Reid Hoffman and Ben Casnocha is a guidebook for adapting the principles of entrepreneurship to personal career development. It emphasizes treating your career as a dynamic, ever-evolving startup. The authors advocate taking calculated risks, building valuable relationships, and continuously investing in your skills and adaptability. They stress the significance of embracing uncertainty and seizing opportunities for growth and innovation. Ultimately, the book encourages readers to adopt an entrepreneurial mindset to thrive in today's rapidly changing professional landscape. Editing credits Arthi Vijayaraghavan #10xgrowth #10xlife #10xrule #10xchallenge #podcast #businesspodcast #books #knowledge #businessbooks #businessadvice #growthmindset

63

5 Comments

🌟 Join Crane’s Exclusive CXO Advisory Board! 🌟 What Scott doesn’t mention below is that the “Fill in the Blank” survey is the path for enterprise tech executives to apply for a spot on Crane’s CXO Advisory Board, where your expertise will directly influence and shape the future of technology startups. To be considered, simply complete our “Fill in the Blank” survey. #CXOAdvisory #EnterpriseTech #TechLeadership #Innovation #CraneVenturePartners #FillInTheBlank #TechFounders

10

Are you going to re:Invent this year? Is AI strategy top of mind? I’m carving out time for 1:1 conversations with technology and business leaders who are ready to run. Whether you're building, scaling, or strategizing, let's discuss. 🎲 Also open to discussing best practices to identify and exploit +EV table games without getting banned 🎲

24

3 Comments

"Make living in a grateful state, non-negotiable. Servant Leadership will transform your team to go beyond great and be outstanding." Rob Swymer - Inspiring and Actionable Interview with Authority Magazine Rachel Kline ❓What are your five strategies that will help turn a good sales team into a great one? ✅Common Mission — We all need to be part of something bigger than ourselves, to be part of a common mission or vision. ✅ Leveraging Your Ecosystem — I always encouraged my team to reach out to those in the ecosystem before you need them, build those human connections and let them know how much you appreciate them. Selling is a team sport, and the ecosystem is a great example of that. ✅Servant Leadership — In my opinion, this mindset will transform your team to go beyond great and be outstanding. Remember to lead the entire person under your charge, not just the job they have on the team. ✅ Operational Cadence and Excellence — This is the table stakes of the sales game. Teams need to be laser-focused on a consistent process and cadence along with the common language from the first level up to the Chief Sales Officer. ✅Give vs. Get Mindset — As a leader, the give vs. get mindset is something that both your team and your customers will benefit from. This is a simple mantra that can transform your relationships with your team, your customers and the people you love. #servantleadership #leadership #love #growthmindset #sales #career #keynotespeaker #speaker #author #tedx #mentorship #equity #mentalhealth #tonyrobbins #splunk #coaching #team #teamwork #success Yes, a man can have a female mentor! It would be fun to do a joint keynote or workshop to share this powerful dynamic. This is how change happens, perspective... In awe of the massive impact, you are making sharing your story of adversity and positive change.

7

4 Comments

Enjoyed this conversation with Derin McMains, CMPC for the #NoShowDogs podcast. Success in business and in life often comes down to not stopping when things get difficult. It's really simple. Sometimes it hurts, that's part of it. I appreciate DMac's perspective on the "quit button" in sports, we see it all the time in business. People give up too soon. The most successful people are often just those who didn't stop. #entrepreneurship is a mindset.

60

1 Comment

Real time Ai for CCaaS and more with Dialpad

2

The Invoca value proposition in emoji format Marketing ❤️ Contact Center = 💰 💰 + 🔥 🔥 + 😃 😃 Learn how that recipe works from Peter Isaacson, together with Derek Top and Amy Stapleton from Opus Research, in the upcoming webinar "Making the Digital-Age Contact Center a Revenue Machine." More details at the link below: https://lnkd.in/gKACPcAM

77

1 Comment

Awesome SaaStock workshops yesterday led by Kevin "KD" Dorsey on how he operationalizes his sales teams and keep them up to date, Rita Jhaveri on the importance of customer onboarding with a fun workshop (Team Monkey FTW!), and Jake Dunlap for new insights on creating a effective buying experience. My biggest take aways from the sessions were: Our buyers' environment is changing and how they buy is changing. Are your internal processes staying up to date to meet your buyers where they're at? At startups I think of my sales org processes within a constant loop -> What's our.... TAM -> SAM -> SOM -> ICP -> Buyer Persona -> Pain Points for said personas within the ICP -> Does our product solve those pains points -> relevant messaging for marketing + disco + demo -> win customer -> case studies -> renew -> apply case studies and stories to new business sales cycle -> repeat The challenge I hear often is that people don't know what their ICP should be and so everything after that falls flat. But why is this so hard to figure this out? It's going to sound ridiculously simple..but it's your industry tags. Read more on why and how to fix it in the comments below and if you’re attending SaaStock today let’s meet up! #saastockusa2024

32

5 Comments