Bernd Leger

Are you ready to simplify those pesky tasks that take up too much of your time? Join Irana Wasti, chief product officer at BILL, on this episode of Paychex THRIVE to learn how to best leverage automation and AI to boost business efficiency AND growth. #Automation #BusinessEfficiency https://dy.si/RDfuS

368

2 Comments

Join the debate: Can we align objectives and key results to performance$$ Sept 26 at 12edt. In just 45 minutes, you’ll learn: 💡 How to align compensation with performance for better results 💡 Expert analysis of John Doerr's insights from "Measure What Matters" 💡 Insights to implement the right approach for your organization 💡 Real-world examples of successful OKR-compensation alignment #johndoerr #whatmatters #kleinerperkins #okrstraining #okrs #performancemanagement

2

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

AI-native companies need to embrace new pricing paradigms (price based on work done, on outcome vs hours, etc). Inevitably, new pricing models are accompanied by new workflows, new ways of invoicing, and new challenges around billing. This makes Sequence's modern billing platform particularly relevant: Sequence helps finance and commercial teams automate manual billing and stop revenue leakage. Sequence has just launched their CPQ Product for B2B software businesses with hybrid pricing, designed specifically for AI, B2B SaaS and Fintech startups. This release empowers B2B teams to create flexible pricing proposals or contracts, including teams selling custom deals with usage tiers, minimum commitments, or ramped pricing, Sequence CPQ works for any pricing model or deal term. As a customer says: "Sequence is like a notion page supercharged with pricing tools." Excited for Sequence to build the critical infrastructure needed to enable new, flexible paradigms that are critical for the AI revolution.

66

2 Comments

From ServiceNow to Snowflake, the iconic CEO Frank Slootman turns companies into B2B giants. His secret: bringing ‘Founder Mode’ passion to professional management. In the latest episode of B2BaCEO, Frank breaks down why the Founder vs. Manager mode debate misses the point. Leadership lesson #1 from Slootman 👇 Rank-and-file employees don’t just watch a leader’s moves on Day 1. They watch every day—and compare notes. The leader’s character and credibility gets established with every decision (or hesitation). Slootman’s advice: move quickly, be decisive, engage employees on the real issues, not the fluff. Our full conversation in the comments.

443

24 Comments

🔥🔥🔥 If you want to learn more about driving results through culture transformation, you don't want to miss this webinar with Tom Smith! 🔥🔥🔥

10

🤖 The future of work is here—where human expertise meets digital labor! At Asymbl, we’re working with Salesforce to bring this vision to life with Asymbl Agents Suite and Agentforce. These AI-driven agents seamlessly collaborate with teams, automating tasks and empowering businesses to scale like never before. Join us for a webinar exploring how Asymbl Agents extend Agentforce capabilities to streamline workflows, enhance customer experiences, and drive growth. Plus, you’ll hear how other Salesforce partners are pushing the boundaries of innovation. 🔗 Registration link in the comments! #Salesforce #Agentforce #Asymbl #FutureOfWork

15

4 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

We're thrilled to introduce Real-Time Integrations with top CRMs like Affinity.co, Attio, Salesforce, HubSpot, Airtable, and many more! 🎉 These integrations will transform your workflow by: 🔄 Syncing Companies and Contacts in Real-Time 🎛️ Offering Fully Customizable Settings 🧠 Automating Data Updates And, with our Push and Pull features, you can enrich your CRM data with Specter's unique growth signals and insights, making your decision-making process faster and more efficient ⚡ Read more in the first comment below 👇

58

1 Comment

Had a fantastic conversation on Thursday with Timm Hoyt, Senior Vice President of Worldwide Partners and Alliances at Sumo Logic. Timm shared how Sumo Logic has evolved into a true partner-first organization and the strategies driving success in a competitive landscape. With a career spanning partnerships at companies like PagerDuty, Druva, and Brocade, Timm brought a wealth of knowledge to the conversation about modernizing partner ecosystems and fostering collaboration. Key Takeaways from the Episode 1️⃣ 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿-𝗙𝗶𝗿𝘀𝘁, 𝗣𝗮𝗿𝘁𝗻𝗲𝗿-𝗗𝗿𝗶𝘃𝗲𝗻: Sumo Logic’s “partner-first” strategy focuses on understanding customer needs and aligning with partners who bring expertise, solutions, and added value. The goal is to jointly modernize customer infrastructures through observability and cybersecurity solutions. 2️⃣ 𝗩𝗶𝘀𝗶𝗼𝗻, 𝗠𝗶𝘀𝘀𝗶𝗼𝗻, 𝗠𝗲𝘁𝗿𝗶𝗰𝘀: Timm outlined a framework for building a partner-first culture: • Vision: Why the shift to partner-first is critical. • Mission: Cross-functional alignment and internal readiness. • Metrics: Measuring inputs, outputs, and behaviors to assess program health. 3️⃣ 𝗧𝗿𝗶-𝗣𝗮𝗿𝘁𝘆 𝗖𝗼𝗹𝗹𝗮𝗯𝗼𝗿𝗮𝘁𝗶𝗼𝗻: Sumo Logic’s partnership with Amazon Web Services (AWS) emphasizes tri-party selling—integrating Sumo Logic, AWS, and partners to deliver comprehensive customer solutions. Clear rules of engagement ensure seamless collaboration and mitigate channel conflict. 4️⃣ 𝗧𝗵𝗲 𝗛𝘂𝗺𝗮𝗻 𝗘𝗹𝗲𝗺𝗲𝗻𝘁: Partnerships thrive on trust, creativity, and open communication. As Timm says, “Your reputation casts a long shadow—always do what you say you will.” Timm’s advice for partnership leaders? Build meaningful relationships, embrace creativity, and ensure every interaction builds trust and alignment. Thank you Timm for taking the time with us to share your terrific insights on partnering and building a partner-first organization! 💡 How are you evolving your partner strategy in 2025? Let us know in the comments below! 👇 Lyndsey Filantres, Melissa Beck, Marco Tsang, Hieu Huynh, Annie Yuzzi Christianson, Amit Sinha, Puneet Mittal, Ashish Shete, Carlos Alvarez, Kijoon Lee, Anisha Lazaro, Brittany Obot, Ted Mathias #EcosystemAces #SumoLogic #Partnerships #Innovation #PartnerFirst #WorkSpan

18

I am excited to share that I will be joining Tracy Burns (she/her) as a member of the Board of Directors of Northeast HR Association. With the United States undergoing a demographic transition as our population's average age increases and labor becomes more scarce, there is heightened importance for training young people to fill important roles in growth industries. While the rise of advanced technology solutions like digital workers, AI chatbots, and user agents will streamline low- and medium-skill operations, youth must be trained in durable human and technical skills to set our country up for continued economic growth. Growth industries increasingly demand productive, skilled talent; at the same time, school systems are struggling to scale meaningful opportunities for youth - especially from marginalized, under-resourced, and/or opportunity-poor communities - so that they can build a capacity to aspire to high-wage jobs and in-demand careers. The cycle of intergenerational poverty continues to play out across the country, from rural areas of the southern states to the largest cities in the northeast, disaffecting youth who otherwise have the potential to find fulfillment and build wealth in industry. Coupled with the hyperlocalization of opportunity in predominantly coastal cities, this cycle threatens our collective belief in the American Dream for all. As we continue to grow our program at Flare Education to serve 10,000 high school students per year, working with HR leaders to build strategies and practices focused on #earlytalentdevelopment and #diversityequityinclusion is going to be a critical growth experience for us in our attempt to scale high school workforce development into a national movement. Ultimately, employers must consider their role in shaping the future of the workforce and help proven programs scale work-based learning across the United States. This is going to be exciting 😁 If you are interested in joining NEHRA, Tracy and her team do a phenomenal job at connecting the dots for New England HR professionals and leaders. I would encourage reaching to her and her team directly! #workforcedevelopment #education

17

1 Comment

Misaligned Onboarding with partners business and capabilities READ POST HERE: Partner Enablement: Glaring Gap or Shocking Shortfall? - Starting in Partnering: What most Tech CEOs get wrong #7 https://rb.gy/tug2xz #SalesChannels #PartnerEnablement

1

Misaligned Onboarding with partners business and capabilities READ POST HERE: Partner Enablement: Glaring Gap or Shocking Shortfall? - Starting in Partnering: What most Tech CEOs get wrong #7 https://rb.gy/tug2xz #SalesChannels #PartnerEnablement

1

Misaligned Onboarding with partners business and capabilities READ POST HERE: Partner Enablement: Glaring Gap or Shocking Shortfall? - Starting in Partnering: What most Tech CEOs get wrong #7 https://rb.gy/tug2xz #SalesChannels #PartnerEnablement

1

Misaligned Onboarding with partners business and capabilities READ POST HERE: Partner Enablement: Glaring Gap or Shocking Shortfall? - Starting in Partnering: What most Tech CEOs get wrong #7 https://rb.gy/tug2xz #SalesChannels #PartnerEnablement

1