Greg Head

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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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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💜 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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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

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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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Sharing this list of insightful B2B GTM predictions for 2025 from industry thought leaders: https://lnkd.in/grCwaaCi Thank you 6sense for curating the insights, elevating the important topics, and including me! #AI #GTM #ContentCreation #ABM #PersonalizedExperience

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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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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

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Do you know what a Sales Performance Improvement Plan refers to? Do you know how to craft a Sales PIP properly to boost sales results? You can find answers to these questions in the article below. The ability to detect a sales representative's performance gap is just the first step. The more important goal is how to design a sales performance improvement plan to eliminate this gap. Do you use Sales PIPs in your company? #b2bsales #salesperformance #salesleader #pip #salestips

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Congrats to ZoomInfo on their launch of Copilot – a new solution for B2B sellers powered by AI & G2 data. 🎉🎉🎉 I enjoyed chatting with Calen Holbrooks during today’s launch event, discussing the challenges B2B sellers face and how solutions like Copilot are helping to change the game. Here are some of the points we covered: ⚡It's time for B2B selling to catch up to B2C – providing the type of personalization we see with Instagram ads. ⚡Sales teams are often relying on the ineffective spray & pray approach -- wasting time, money & frustrating those being targeted with irrelevant outreach. ⚡With only 5% of a B2B business’ ICP actively in market at a given time, a more tailored, targeted approach is required. ⚡AI-powered solutions like Copilot can help – with accurate data from G2 & ZoomInfo, so sellers can reach the right in-market prospect with the right message at the right time. ⚡This is just one example of how AI will shape the future of go-to-market. Another is connecting software buyers and sellers more seamlessly, pairing up the perfect match. At G2, we are doing this with our #AI assistant Monty. Congrats to our partners Henry Schuck, Bryan Law, & team, and thanks for having me today! If you missed it, you can catch the event on-demand & learn more about Copilot from Henry at the links below. 👇

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🌟 Transforming your Partner Relationship Management (PRM) with Brijflow! 🌟 Partner ecosystems are the heart of growth for many high-growth SaaS companies, and it was incredibly rewarding to see our approach help this $500M ARR SaaS enterprise overcome their challenges. If you're also looking to scale your partner management with confidence, reach out—we’d love to share our insights. BrijFlow, RevOps Business Consulting #PRMTransformation #Growth #SaaS #PartnerSuccess #Automation #BusinessGrowth #ProudMoment

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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.

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Meet Karl Schutz, who finished as the #1 Account Executive at Snorkel.AI in 2023 after taking Sales Rocket Fuel. Karl has an incredible background, having been trained at Salesforce, MuleSoft, AWS and Snorkel.AI…top-tier tech companies. And yet despite all that training...he found Sales Rocket Fuel to be different & game-changing.  Here are a few quotes: "Sales Rocket Fuel is a masterclass in sales" "We were getting years of lessons condensed down into just a few weeks"  "So many countless gold nuggets" "Chris broke down the sales process into systems, step-by-step, at each stage how do we increase performance" "It really inspired me, I got really fired up after every session. It made me want to want to be a better seller" Results after taking the course: -#1 AE at a company filled with heavy-hitters -More Fortune 50 & Fortune 500 meetings including the C-Suite -Closed larger deals & more deals -Feeling more confident Karl is also an incredible person, who has become a true friend in the last few years. Hearing these kind of results from numerous people who rise to crush it and have their best years is fuel that keeps me going 🚀. If you’d like to change the trajectory of your second half of the year, I hope you’ll join us. The next cohort starts next Tuesday - July 16th. You can join other sellers, CEOs / Cofounders & Sales leaders on their journey to level-up. In the words of Karl, "I can't say enough good things about it. Go Sales Rocket Fuel, Go Sign-up Now" Enroll here to finish your second half of 2024 strong 💪: https://lnkd.in/ggTSzjjj How would you like to celebrate if you hit quota, make President's Club 🌴 🏄‍♂️ or finish as the #1 AE or Team for this year? Comment below 👇

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In my last role, I saw firsthand saw how presales struggled with platforms that create repeatable automated demos that were hyper personal. The solutions were fragmented and disparate. Fahad Aziz is working on a untapped (unsexy?) product demo market, that is hyper relevant to b2b SaaS and midmarket GTM teams. Join Fahad on how PuppyDog.io's context-driven AI personalization elevates demos, crafts experiences that resonate deeply with buyers and drive engagement. #presales #gtm #productdemo

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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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Thank you Jeff Ignacio for inviting me on to your podcast. I have known Jeff for a few years now and this was a poscast I was itching to be on. And Jeff did not disappoint! Picking on on the first sound bite.. Product Teams and RevOps will align far more closely in 2025. Up until now most of the #RevOps alignment speak has been between Sales and Marketing or Sales and CS. I happen to think in 2025 the RevOps Teams that will truly stand out will be the one's aligning Product Development (#DevOps) and #GTM. This is the intersection where The Voice of The Customer will truly be heard. Customer-Intelligence gleaned from Customer Conversations within GTM will be the true insights that RevOps passes on to their Product Teams and truly has a huge impact on Net Retention and New Product Introduction and growth. What do you think - is this part of your RevOps plan for 2025?

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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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The webinar today overviewing Previ was a success! So, we are doing another one on Tuesday, May 28th from 12-12:30pm MT! Register below if... - you are an HR leader who prioritizes benefits that don't cost money to launch - you are an HR leader who wants to help your employees save money - you feel your employees spend too much money on their cell phone bill - you'd like to offer something that doesn't require HRIS or payroll integrations, contracts, or data sharing Previ saves employees over $100/month on their cell phone bill through enterprise-level partnerships with AT&T and T-Mobile. Join us for the webinar to learn more and see why companies like Hanes, Shutterstock, Welch's, Qualtrics, and Sunrun choose to partner with us! Register here 👉 https://lu.ma/zf8dy4on

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#NACDA2024 Advice: If you have "Athletic Director" in your title, ignore any topic that doesn't align with the following... - New Revenue from Existing Assets: The key here is "existing." Across all leagues, we're seeing (1) the use of LLMs to drive low-risk, high-yield campaigns and (2) content monetization as the low-hanging fruit in this space. This year, you're not adding toys to the garage - you're figuring out how to run the best possible garage sale. - Personalization: Stakeholder trust and perception of clarity with departments are historically low. Learn everything you can about improving specific touchpoints with Athletes, Sponsors, Donors, and Fans. Then do it. That's it. That's the list.

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