Aidan Thibodeaux

Don't sync activities from multiple tools to Salesforce. Yet, we see it all the time: Multiple tools sync SOME activities for SOME teams to Salesforce. The ripple effects: - Duplicates - Reporting nightmares - Bloated tool investment Here are 6 ways how to fix it: 1) Map your GTM tech stack List tools, capabilities, and exact form of activity capture 2) Map teams to tech stack Check which teams have access to which tools 3) Outline activity capture stack Map the exact activity capture stack by team and activity. 4) Calculate the investment Save money with consolidating towards a budget-efficient solution. 5) Fix gaps Fix gaps so you can properly report on activities. Bonus: Consolidate Centralize activity capture with a budget-efficient provider like e.g. Weflow | getweflow.com for sales, SE, CSMs. Everyone BUT your SDRs/BDRs that often live in your sales engagement tool where activities are tracked. For calls, you usually have one provider - do the same for email & meetings. What would you add? Comment👇 #revops #salesforce #gtm

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Summary of conversations at conferences about AI in commercial functions: Person a: what are you using AI for in your business? Person b: 🤷‍♂️ we tried to make a super cool predictive model but our data was too dirty. Also our revops team was understaffed. I did ask ChatGPT4 to make me a list of restaurants to visit at this conference. Person c: that’s weird, I asked it to make me a picture this morning Person a: 🙋‍♂️ still wondering….what are you using it for in your business again? I believe that AI will ultimately be really helpful to many different business functions. We’re in the very early innings, though.

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Great read on the state of SaaS in 2024. Biggest take-aways (especially GTM): - 𝗚𝗿𝗼𝘄𝘁𝗵 𝗗𝗲𝗰𝗹𝗶𝗻𝗲: ARR growth is at its lowest in years, with companies relying more on expansion than new logos. - 𝗦𝗮𝗹𝗲𝘀 𝗘𝗳𝗳𝗶𝗰𝗶𝗲𝗻𝗰𝘆: Sales efficiency has dropped, with the net magic number falling below 1.0x for the first time. - 𝗣𝗿𝗼𝗳𝗶𝘁𝗮𝗯𝗶𝗹𝗶𝘁𝘆 𝗣𝗿𝗲-𝗜𝗣𝗢: More SaaS companies are achieving profitability before going public. - 𝗘𝗳𝗳𝗶𝗰𝗶𝗲𝗻𝗰𝘆 𝗙𝗼𝗰𝘂𝘀: Free Cash Flow (FCF) margins are improving, but the "Rule of 40" remains stagnant. - 𝗔𝗜'𝘀 𝗙𝘂𝘁𝘂𝗿𝗲 𝗜𝗺𝗽𝗮𝗰𝘁: GenAI could shift the "Rule of 40" to the "Rule of 60," but this is expected in 12+ months. - 𝗣𝗿𝗼𝗱𝘂𝗰𝘁𝗶𝘃𝗶𝘁𝘆: ARR per FTE is up, but operational costs per employee are rising due (inflation and AI investments). Report by Claire Davis and Emre Garih at ICONIQ Capital #tech #startups #saas

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Too many SaaS leaders are still trying to upsell their way to higher Net Retention Revenue. It only makes things worse. 👇 Improving NRR starts with less churn, not more upsell. I've had the same conversation with 5 leaders in the last month. --> I'm under pressure to improve NRR. --> I need more upsell. --> How do I uncover upsell opportunities fast, and get the team to close them? Look, I get the importance of upsell. But if this is your primary focus, you're missing a critical point. You need to EARN THE RIGHT to sell more to customers. ________________ The truth is upsell only happens when customers are already getting 10Xs ROI from your product. These are your healthiest customers. You've earned the right to solve new problems for them. Upsell is easy with them. When you try to upsell to less healthy customers, you'll fail. And you usually do more harm than good. --> Damage key relationships. --> Increase churn. --> Lose your best people. Instead, try this... Bucket customers into Red/Yellow/Green based on likelihood to renew. 🔴Red: No upsell. Focus on saving what ARR you can. 🟡Yellow: Identify opportunities for upsell but do not include in any forecast until you get them to Green. 🟢Green: Identify opportunities for upsell and forecast based on renewal/sales stages. This simple approach keeps the focus where it belongs for customers at risk - on retention. It provides a path to upsell these customers, but only after their renewal health improves. Most importantly, it allows your team to focus on the upsell opportunities that will actually close. Earn the right, and see how much easier it is. Your customers and your team will thank you. P.S. If you want to chat about how this could work for you, DM me. 📩 Want more? Try my free newsletter. Click the link in my profile. ♻️ Repost if this helped or inspired. 🔔 Follow me, Bob Mathers, for more.

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How do you measure the ROI of RevOps? How do you measure “Revenue Efficiency?” I think about this a lot. 𝗛𝗼𝘄 𝗱𝗼 𝘄𝗲 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝗴𝗿𝗼𝘄 𝗿𝗲𝘃𝗲𝗻𝘂𝗲? 𝗢𝗻𝗲 𝘄𝗮𝘆 𝗶𝘀 𝗴𝗲𝘁𝘁𝗶𝗻𝗴 𝗺𝗼𝗿𝗲 𝗿𝗲𝘀𝗼𝘂𝗿𝗰𝗲𝘀: - More headcount - More marketing budget - More resources to execute 𝗔𝗻𝗼𝘁𝗵𝗲𝗿 𝘄𝗮𝘆 𝗶𝘀 𝘁𝗼 𝗯𝗲 𝗺𝗼𝗿𝗲 𝗲𝗳𝗳𝗶𝗰𝗶𝗲𝗻𝘁: 𝟭. 𝗜𝗺𝗽𝗿𝗼𝘃𝗲 𝗖𝗔𝗖 𝘁𝗼 𝗡𝗲𝘄 𝗔𝗥𝗥 𝗿𝗮𝘁𝗶𝗼 - Close bigger deals - Close our deals faster - Improve our Close Rates - Improve our Conversion Rates - Generate more inbound revenue - Generate more outbound revenue - With the same headcount we have - Or on the same $$ cost of headcount 𝟮. 𝗜𝗺𝗽𝗿𝗼𝘃𝗲 𝗡𝗥𝗥 𝘁𝗼 𝗖𝗦 𝗖𝗼𝘀𝘁 𝗿𝗮𝘁𝗶𝗼 - Improve onboarding - Have healthier customers - Improve our renewal process - Improve our gross retention rate - Improve our overall expansion rate - On a CS dollar basis That’s my view, but this is also an oversimplification. - These numbers change a lot as revenue grows - Sales, Marketing and CS blend across these lines - Sales and marketing affect retention and expansion - CS can even have an effect on new customer acquisition What do you think? 🤔 I dove into this with 𝗕𝗲𝗻 𝗠𝘂𝗿𝗿𝗮𝘆 “𝗧𝗵𝗲 𝗦𝗮𝗮𝗦 𝗖𝗙𝗢” to ask his view on our last episode of 🎙𝙏𝙝𝙚 𝙍𝙚𝙫𝙊𝙥𝙨 𝘾𝙤𝙧𝙣𝙚𝙧🎙 podcast. Check it out here: 𝗦𝗽𝗼𝘁𝗶𝗳𝘆: https://spoti.fi/3RNMKiL 𝗔𝗽𝗽𝗹𝗲: https://apple.co/3RNU8ui ✌️

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Salesforce now needs 3x pipeline coverage compared to 2x due to: - longer sales cycle - deal size pressure due to cut backs - lower demand in general In times like these, your win rate matters more than ever. Here are 5 strategies to improve your win rate: 1) Fight pipeline bloat Don't accept: - Unqualified opportunities - Poor deal hygiene - Missing deal insights & signals - Gut-driven deal reviews 2) Simplify your sales process & exit criteria - Clear entry criteria for opportunity creation. So important! - Simple sales process everyone understands + follows - Clear process governance - Simplify exit criteria to ensure your team actually follow them 3) Operationalize your methodologies Remember: Most reps hate sales methodologies as it's "more" work‼ - Help your team understand the "why it matters" to close more deal - Understand what are the key criteria to closing deals and incorporate them - Run ongoing trainings - Train the managers and the reps - Support coaching with hard numbers to showcase success - Tie hard numbers back to leaderboards and commission success 4) Become great at multi-threading Without multi-threading most deals are dead these days‼ - Coach reps on multi-threading tactics - Managers should proactively help multi-thread - Leverage exec & board members to multi-thread further and higher in org 5) Incentivize the right behavior Combine compensation and management to change behavior‼ - E.g. comp more for e.g. higher TCVs and upfront payments - E.g. coach managers to amplify change management aspects - E.g. use CRO to communicate importance of the above - E.g. use data to showcase success This list is by no means extensive and all those topics deserve more details! What would you add? Comment 👇 — 👀 Get free RevOps content like Cheat Sheets, Salary Report - link in profile ➕ Follow me for tips on how RevOps can impact revenue growth ♻️ Share with your friends #revops #saas

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🧪 CRO Case Study Episode 54 One A/B test → 930K plus revenue 🚀 Swipe to learn how one A/B test added over $930K to our client's annual revenue. The Results Breakdown: +$77,558 per month +$930,696 per year (forecasted) +$0.58 revenue per session Bookmark this!

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23 CRMs with 23 different use cases 🤯 Find the perfect one for you 🤝 𝟭°) 𝗧𝗵𝗲 𝘀𝗮𝗹𝗲𝘀 𝗖𝗥𝗠𝘀 - Breakcold (self-plug GO TRY IT) 😄 - Pipedrive - Salesforce - Salesmate - Salesflare - Close - Nimble - NetHunt - Less Annoying CRM ---- 𝟮°) 𝗧𝗵𝗲 𝗚𝗺𝗮𝗶𝗹 𝗖𝗥𝗠𝘀 - Copper - Streak ---- 𝟯°) 𝗧𝗵𝗲 𝗺𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴 𝗖𝗥𝗠𝘀 - Hubspot - ActiveCampaign - Brevo ---- 𝟰°) 𝗧𝗵𝗲 𝗟𝗶𝗻𝗸𝗲𝗱𝗜𝗻 𝗖𝗥𝗠𝘀 - LeadDelta - Poked - LinkedIn Sales Navigator ---- 𝟱°) 𝗧𝗵𝗲 𝗧𝘄𝗶𝘁𝘁𝗲𝗿 𝗖𝗥𝗠𝘀 - BlackMagic - Hivoe ---- 𝟲°) 𝗧𝗵𝗲 𝗣𝗲𝗿𝘀𝗼𝗻𝗮𝗹 𝗖𝗥𝗠𝘀 - Clay (not the Clay you know) - Folk --- 𝟳°) 𝗢𝘁𝗵𝗲𝗿 𝘁𝘆𝗽𝗲𝘀 𝗼𝗳 𝗖𝗥𝗠𝘀 - 3RM.co for Telegram - ChartMogul for SaaS -- Like this post to support it 👍 Follow & active the bell for more content like this 🔔 PS: what original CRM did I miss?

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The most popular SaaS benchmarks are based on artificially low interest rates from 2008-2022 and should be ignored. Here are 7 bad benchmarks from the ZIRP era we need to move past: 1. SDRs for <$10K ACV 2. 24+ month CAC payback period 3. 90+ days sales cycles for <$20K ACV 4. <60% quota attainment for large sales teams 5. <3:1 LTV:CAC 6. $500K OTE for CROs at <$10M ARR companies 7. T2D3 growth expectations This is why P&L fluency is so important for data-driven GTM execs. Because you have to understand not just the benchmarks but the underlying business reality supporting those benchmarks. Living in a Profitable Efficient Growth (PEG) world means resetting your benchmarks for efficiency.

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One thing that stands out when studying high-performing RevOps teams: they do more than simply enable the different GTM functions. They also serve as a critical bridge between them and as a conductor of multiple go-to-market motions and activities. Consider Zapier, a profitable company generating over $250 million in revenue. They’ve built a massive self-service business and four years ago added a cross-functional sales-led motion supported by marketing. Combining product-led with sales-led growth is, in many ways, an ideal business model. The product flywheel builds a vast database, effectively forming a private ecosystem for sales prospecting, full of granular first-party data. No problems with lead flow here—their only challenge is how do they identify the most promising accounts. With the PLG motion handling top-of-funnel activities, sales-led team can focus on • Crafting micro-segments within their extensive user database • Identifying the most valuable first-party product signals for sales-led expansion efforts • Running experiments that blend automation with human input • Analyzing results and iterating based on findings   However, there’s also challenges when combining multiple motions this way. There is a high risk of channel conflict, mixed messaging, or teams stepping on each other’s toes. This model only works when you have tight collaboration among GTM functions and a unified RevOps team. RevOps plays a pivotal role here by: • Designing a CRM architecture that integrates product signals • Leading a cross-functional "tiger team" to driveGTM experiments • Crafting custom automations to scale these experiments, driving significant incremental revenue • Providing an impartial perspective to diagnose funnel issues without finger-pointing For a deeper dive into these strategies, check out my recent conversation with Lindsay Rothlisberger, Director of Revenue Operations at Zapier.

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4 upsell motions that helped us add $600k ARR per month: 1. Expand account usage‍ Probably the most obvious of upsell plays. When a customer expands their usage of your product, you should increase the price. Structure your pricing in such a way that a customer needs to pay more money to use more of the product. The value metric that your price is based on should signal the relationship between price paid and value delivered. ‍ 2. Convert from legacy to modern price‍ Update your pricing regularly. At least once a year, if not more. Most companies let existing customers stay on legacy pricing after a price change/increase. They do this out of fear that the customer will churn because the price went up or the packaging changed. The customers that will churn over a pricing change are not likely to stay around anyway. Don’t let the disloyal customers dictate how you run your business. ‍ 3. Price increase at renewal‍ When the price for milk goes up at the grocery store, do you decide to stop buying milk? No. Prices go up over time, for many reasons. The same should apply to your product.

This is another play that seems obvious but so many companies don’t do it. They let customers renew year-after-year at the same price the customer initially paid. This despite the company investing in the product to make it better and more user friendly. Companies should increase prices every time a customer renews, even if the increase is 5% or less. ‍ 4. Cross-sell‍ The final upsell motion requires that your company have more than one feature-set or product. I recommend a “good, better, best” pricing model whereby the feature-set is more complete as you move up in packaging. Many customers start out with the lowest packaging level because they aren’t sure about the value of the product. When you are 6 months into a customer relationship, the relationship value is clear and it is time to lean into the full value of the product. Most customers will not volunteer their desire, we have to work the relationship and ask the customer for the business. ——- Read the full post here: https://lnkd.in/gNPZMVfH

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The GTM Podcast is now a top 1% podcast out of 3,363,892 podcasts globally. Here are the top 10 episodes (by # of downloads): 1. The Pioneer of Account Based Sales Development with Lars Nilsson, former SVP of Global SD at Snowflake 2. Resilience is Your Willpower with Anna Baird, former CRO of Outreach 3. How Stripe Supercharged their SMB Team with Meka Asonye, Partner at First Round Capital 4. Weekly Active Users up by 33% by Making the Hard Decisions Faster with Melanie Fellay 🐙, CEO of Spekit 5. The Real/Raw Version of Selling a Start-Up with Eli Rubel, CEO of Matter Made/NoBoringDesign 6. Contagious B2B Messaging Mastery with Dave Gerhardt, CEO of Exitfive 7. 261% More Likely to Trust a Company when their Founders are Posting on Linkedin with Samantha McKenna, CEO/Founder of #samsales 8. Consultative Selling and The Positive Snowball Effect of Building Strong Relationships with Zach Lawryk, Head of Solution Engineering at OpenAI 9. Klaviyo's Blueprint for Sales Success for $25M-$450M+ Growth with Sean Marshall, former SVP of Global Sales at Klaviyo. 10. The Revenue Viking Shares his Competitive Edge & Winning Culture Tactics with Mark Cranney, CRO at LVT A huge thank-you to all of our guests and listeners. And if you haven't check out the pod, the above episodes are a great place to start. We'll continue to share real stories from real operators who are still in the trenches making things happen. Here's to the next million downloads...just getting started. 🎙

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You can now build an app that lets you edit any of your Salesforce data in a spreadsheet interface with just a 2-line prompt. Doesn't get any easier than this. Try this prompt in Dropbase: - table1: get all leads from salesforce. include columns for Id, Name, Company and Email. make all columns editable - add a button to save edits. when i click the button, save all my edits back to salesforce Dropbase (YC W20)

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When RevOps is really just SalesOps (And the CRO is really just the VP of Sales) 𝗦𝗔𝗟𝗘𝗦 𝗘𝗡𝗚𝗜𝗡𝗘 - Closing deals should work - Clear pipeline management process - Forecasting is as accurate as possible - But everything before & after is an issue 𝗠𝗔𝗥𝗞𝗘𝗧𝗜𝗡𝗚 - Has different goals - Maybe the target is MQLs - Has their definition of MQLs - And their definition of SALs, SQOs - Has systems with different metrics - Their reports don't match sales' reports - Leads routed from one system to the next - With lots of things falling through the cracks - Classic case of marketing/sales misalignment 𝗢𝗨𝗧𝗕𝗢𝗨𝗡𝗗 - Do SDRs report to marketing? - If so, we're misaligned there too - The goal may be meetings booked - So AEs have lots of leads and meetings - But maybe not the ones they really need - The ones that convert to pipeline/revenue - We have more misalignment & finger pointing - Do SDRs report to sales? - What content do they have? - What events and assets do they share? - What visibility do they have into engagement? - How does marketing align with their outreach? 𝗢𝗡𝗕𝗢𝗔𝗥𝗗𝗜𝗡𝗚 - Sales is paid to close deals - How do they hand off customers? - What is the onboarding process? - Who builds/maintains that process? - What is done if sales drops the ball? - What is done if sales overpromises? - How are incentives and comp aligned? 𝗥𝗘𝗧𝗘𝗡𝗧𝗜𝗢𝗡 & 𝗘𝗫𝗣𝗔𝗡𝗦𝗜𝗢𝗡 - Which customers are easiest to retain? - Which customers are most likely to churn? - Which customers are the easiest to expand? - How is this data used to improve sales targeting? - How do we maximize NRR if sales is in their own silo? For me RevOps drives value by getting into the weeds and finding ways to generate more revenue with the resources available. That includes SalesOps and optimizing the sales process to close more deals. However, if we stop there we end up with an expensive and inefficient revenue engine with high CAC, high Churn and low LTV. We end up with different departments chasing different goals in different systems with different reports and different definitions of success. What would you add to this? Anything I missed? ✌️

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Thanks Santosh Sharan. Another (novel) idea would be to increase R&D and improve features of product (Obviously, massive inclusion of A.I.). As you mentioned, saturation of the CRM market and the CFO at Enterprise are identifying unused licenses and using their leverage to push prices down. However, there are some solid competitors in the market now and Enterprise is willing to move to significantly improved technology at a lower cost.

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🚨 10 Days Left! Get $20,000 in SaaS Growth Secrets—FREE! 🚨 🔥 Attention SaaS CEOs & Founders with $1M to $100M in ARR! 🔥 Just a quick reminder—our once-in-a-lifetime offer ends in 10 DAYS! Until August 31, 2024, you can access the SaaS Growth Course by Ryan Allis, normally valued at $20,000, completely FREE! Don’t miss out on this incredible opportunity to transform your SaaS business. 💡 Why Act NOW? This course isn't just another program—it's the definitive guide for taking your SaaS company from $1M to $100M in ARR and positioning yourself for a nine-figure exit. It’s the most advanced and thorough course available for accelerating SaaS growth! Is This Opportunity for You? If your SaaS business: ✅ Has achieved product-market fit ✅ Is generating $1M-$100M in ARR ✅ Is ready to build a powerhouse sales and marketing engine Then THIS is your chance to accelerate your growth and dominate the market! What Will You Learn? ✅ How to build a repeatable, scalable, metrics-driven growth system ✅ Mastery of inbound and outbound marketing, paid ads, and channel partnerships ✅ Systems to scale efficiently and prepare for a successful exit This course is designed for companies poised for serious growth. Ideal for CEOs, CROs, and CMOs focused on reaching $100M+ exits! ⏳ The Offer Ends in 10 DAYS!—August 31, 2024! How to Claim Your Free Course: 1️⃣ Apply to join at SaasRise 2️⃣ Once accepted, start your two-week free trial by August 31 to receive the course at no cost #SaaS #GrowthSecrets #BusinessGrowth #SaaSFounders #Entrepreneurship #FreeCourse #GrowthHacking #SaaSScaling #MarketingStrategy #SalesExcellence #SaasRise #TheSaaSGrowthCourse #GrowthMindset #LimitedTimeOffer #BusinessSuccess #SaaSCommunity #ScalingUp #SaaSRevolution #ExitStrategy #OneInALifetime Interested or need more details? Drop a comment or DM me!

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Our Micro SaaS portfolio company just hit ARR / FTE productivity rivaling $50M SaaS firms. Here are 4 lessons we learned along the way: Focus on operating leverage, not just revenue growth. EBITDA/FTE is an excellent scoreboard. Lean teams move faster and punch harder. Return on effort matters more than chasing scale or deal size. Where have you most recently created operating leverage in your business? #ARR #MicroSaaS #BusinessEfficiency

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