Caitlin Steel, MBA, CPA

Fostering a culture of continuous improvement involves getting feedback from all levels of your company, not just your direct reports. Jeffrey Sullivan, CTO at Consensus, joined the panel of experts for our C-Suite Roundtable to share his strategies on how he gets feedback from all levels of his company and encourages reflection to make the changes in the culture that they need. Listen to the full episode of #Supermanagers below:

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Inefficient meetings, unnecessary meetings, meetings for the sake of meetings... It's so prevalent that books, workshops, articles and trainings are constantly being offered on how to effectively manage meetings. An entire industry is built around it. One common principle, though, to helping make meetings more efficient is that of leveraging data in order to focus the attention and effort on the issues/initiatives that matter. StrtifyPro is a differentiator when it comes to collecting, managing and providing the data that enables real-time insights. These insights empower collaboration and guide us toward the best solutions. All of which results in more efficient use of our time and efforts. No more guessing games - collaborate effectively with data as your compass! Learn more about StratifyPro and watch your meetings transform! Get a demo today https://lnkd.in/gt2CjFTV #collaboration #meetingsthatmatter #StratifyPro #Strategy #Vision-to-Outcomes

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The Product Marketing Alliance just issued their 2024 State of #PMM report.... And one REALLY telling survey chart has to do with the PMM TechStack. Dominating the list are core tools (analytics, reporting, CRM, collaboration, market research etc.). These are *great* benchmarks to help younger PMM teams decide where their gaps lie. But what I find interesting is that there are also a number of Demand Generation items on the list (email marketing, video marketing). Shouldn't these be owned by other teams? Or, do they just naturally fall into PMM? https://lnkd.in/g6KAccB4

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I could talk about product positioning all day. Good product positioning makes it easy for buyers to see themselves, their routines, and their goals reflected in what you're offering them. Sometimes it's shifting your product positioning from "what we do" to "what we do for you". What a dream getting to meet and talk with Daniel Murray of The Marketing Millennials podcast about: ➡ Creating product positioning that resonates (and how we think about it at Recharge ➡ Sustaining brands in the routine economy ➡ Why your first marketing hire should be a product marketer, and more Check out the full episode ✨

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As an advisor to early-stage enterprise startups at Greylock, I see companies struggle with all types of GTM challenges during growth periods. Many of the challenges stem from the same issue: trying to do too much at once. Understandably, most companies don’t believe they have the luxury to focus on just one or two things at a time. But without that discipline, you risk driving down standards across every aspect of your GTM process. In this post, I’ve shared some advice for early-stage startups when building a cohesive GTM strategy. This first part focuses on building the foundations, from establishing a set of Leading Indicators to team alignment and establishing a development culture that prepares people for leadership. Stay tuned for the second part, where I’ll explain best practices for startups when executing during the sales process. https://bit.ly/3ReTdmK

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If you're running a data or AI-focused startup, connect with Stephan Goupille and his team! When three of the industry's brightest data minds join forces to back your venture, you get more than just funding – you gain invaluable operator expertise. They understand the challenges and opportunities you face because they've been there themselves.

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🔨Featured in the latest issue of REI INK, the Verisk Remodel Index reports a 4.1% increase in home repair and remodeling costs from Q1 2023. Learn how these trends could impact your region. Reading the full article in REI INK: vrsk.co/4c6VrfN #HomeRepair #PropertyEstimating #Verisk

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Capitalism needs a conscience. We are that conscience. https://lnkd.in/gTNqRA9U

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Corporate Greed and Other Scapegoats For the Sad State of Tech -- I'll tell you why leaning into the obvious gives them a pass in my new article for Inc. Magazine https://lnkd.in/eQtusViN #innovation #startup #technology #softwaredevelopment

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👀 Did you know? 75% of industry leaders cite poor collaboration between commercial and product teams, leading to disjointed customer experiences. Now, there's a gamechanger. As Tom Shoemaker details in his latest blog post, Propel Software introduced a breakthrough capability in our Winter '23 Release that links item revisions directly to customer assets. This is a leap forward in how manufacturing companies can operate, offering: ✔️ Direct improvements in product quality & customer satisfaction. ✔️ Efficient recall & compliance management. ✔️ Enhanced after-sales service & support. ✔️ Acceleration in innovation. ✔️ Operational efficiency & cost reduction. This capability transforms discrete manufacturing, ensuring product enhancements align with customer needs and driving innovation with real-world feedback. Read all about it here: https://lnkd.in/gFh4_z8N

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What does bold leadership look like in 2024? In this latest Product Thinking episode, I sit down with Margaret (MJ) Jastrebski, the SVP of Product at Tegus. We dive into the key strategies for uniting teams, breaking down silos, and leading with transparency. Margaret knows the investor research space inside and out from her work at Tegus, a platform that consolidates key company intelligence to help investors make smarter bets. With experience spanning product, sales, and marketing at companies like Stylitics and TXI, Margaret brought a unique 360-degree view. We discussed: ►Uniting fragmented teams behind one vision ►Breaking down silos between product, marketing, sales, etc. ►Leading with transparency to build trust and alignment Margaret emphasized the need for product leaders to externalize their decision-making process. By communicating rationale openly, you empower teams to truly understand and even constructively challenge your calls. Whether you're an up-and-comer or a seasoned pro, you'll want to hear Margaret's insights on casting a clear vision, tearing down organizational barriers, and inspiring teams to achieve big outcomes. What strategies have you found effective for aligning teams and leading with transparency? Share your insights below! Listen Now: https://lnkd.in/gAdV7k56 #ProductLeadership #Alignment #Transparency #BusinessStrategy

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Great article on how our broadening solutions are pushing Plaid into new market segments and unlocking value for the Enterprise!

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Last week, I sent a letter to California Senator Dave Cortese, who has long championed environmental protection—an effort I applaud. The letter referred to California Senate Bill 1298, which aims to expand data centers across California, thereby supporting the growth and competitiveness of Silicon Valley’s tech industry. As a high-technology company, #PureStorage supports the concept of data center growth. However, we believe lawmakers need to amend this bill to establish #energyefficiency standards for data center performance, including for data storage.  Data storage is one of the largest consumers of power, space and cooling in data centers today. Today, California’s largest #datacenters consume enough power to support over 1.7 million homes, and this figure does not include smaller corporate data centers across the state. California needs data centers, but not at excessive social cost, which considers power, water and real estate. We should demand greater efficiency in data storage at the least. The expansion of data centers imposes an unsustainable strain on energy resources, housing development, rising electricity prices for consumers, and increased carbon emissions. In London, home building has suffered, in Virginia, developers have canceled plans for 1,600 homes in favor of data centers, and in the suburbs of Chicago, houses are being demolished to make room for data centers. #California has an opportunity to lead in both data center performance and energy efficiency. We need to balance the increasing importance of data centers with society's needs by establishing standards that limit the maximum amount of electricity used per terabyte of data stored and processed. I welcome your thoughts.

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𝐒𝐲𝐧𝐭𝐡𝐞𝐬𝐢𝐬 & 𝐭𝐡𝐞 𝐫𝐮𝐥𝐞 𝐨𝐟 𝟑 GTM leaders and practitioners must analyze large amounts of market, product, and customer data for informed decision-making. They also need to communicate these decisions to key stakeholders and inspire action. While AI can help digest and structure this information, a human in the loop is still necessary for decision-making and effective communication with stakeholders. This is where synthesis and the rule of 3 come into play. 𝐖𝐡𝐚𝐭 𝐚𝐜𝐭𝐢𝐨𝐧𝐬 𝐜𝐚𝐧 𝐈 𝐭𝐚𝐤𝐞? 💡 𝐒𝐲𝐧𝐭𝐡𝐞𝐬𝐢𝐬: Set aside a regular time slot at the end of every day to process all the information from meetings, reports, emails, customer discussions, etc. Look for key themes in the data and all the notes. Align them with your and your company's core priorities and decide which ones to filter out. Then, distill it down to the core concepts. (Pro tip: Keep an rolling doc on these themes, and use it as a source for performance reviews or planning later!) 3️⃣ 𝐑𝐮𝐥𝐞 𝐨𝐟 𝟑: As one of the fundamental rules of great presenters, the rule of three encourages communicators to present their messages and takeaways in groups of three. Why three? This number is large enough to encapsulate multiple concepts, yet small enough for the audience to remember. If you are new to this, practice this rule in everyday communication with your spouse, family, and friends when summarizing a story or describing a vacation. Sometimes my family teases me when I add a filler third point just to reach three 🙂 Don't force it, not everything needs to be in 3's.

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If you're on the fence about taking a Revenue Architecture course, either in-person in Santa Cruz June 3-4 (see comments) or remote (see our website), please read what CEOs, RevOps Leaders, GTM Strategists, CMOs, Chief Customer Success Officers, and others have to say about this program: “THAT. WAS. AWESOME. 👏” “WOW. This course blew my mind.” “The "funnel" was turned on it's side.... literally....” “I wish I had taken this course years ago, but I'm so glad to have this information in my brain now.” “📜 This course has been an absolute game-changer, equipping me with the essential models for sustainable growth that constitute the Recurring Revenue Operating Model.” “This course is simply outstanding!” “World class instructor and the course content. It was fresh, appropriate for today's realities and most importantly - tangible". "You learn it and tomorrow use it”. “I highly recommend this course as it's super relevant for revenue leaders looking to add more science and data to their recurring revenue operations”. “Anyone wanting to deepening knowledge of how to drive growth and success with a company or division should absolutely take the Revenue Architecture class” “While I thought I had an amazing understanding of SaaS and Revenue models from years of building models, board decks and working with revenue teams and leaders...not to mention my MBA classes and focus in data analytics… I learned a ton!” “I can't say enough good things about this program." "I'm really fortunate to have had the opportunity to sharpen our tools and thinking." “Highly recommend it to every revenue & marketing operations professional out there!” “This course has given me a deeper understanding of the specific, proven models and frameworks to consistently achieve revenue goals 📈” “Incredible instruction! I can’t wait to elevate what I’ve always done with the teachings from this course! 💪🏻” “The methodology taught in this course allows you to architect your revenue in a way that achieves sustainable growth by understanding the fundamental principles of recurring revenue and the specific frameworks to apply across your GTM team.” “This course has been a game-changer for me. It was an incredibly insightful journey that taught me the fundamental models for sustainable growth that make up the Recurring Revenue Operating Model and provided a wealth of practical tools and resources. Honestly, it's one of the best courses I've taken professionally! 💯” “What a great course by Winning by Design on understanding the ins and outs of recurring revenue business 📈” "This will enable you to do the right thing at the right time to maximize success 🚀” “The Revenue Architecture course was an incredible course. I learned ways to increase growth by making some minor improvements, look at GTM motions and make sure they align with my business, and take the "right" action at different inflection points on the growth curve so my company doesn't flame out.”

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The DSPs of yesterday, with the ability to process user IDs for every impression across thousands of "audience segments", are not going to be obsolete in the future. There will always be an "addressable" slice of inventory. But, there will be much more in the PMP marketplace where buyers and sellers will get even closer. And, while the tools that will be built for that type of inventory will need to still handle RTB auctions from tens of supply sources, the infrastructure can be lighter. This type of platform, only connection legit sellers with legit buyers, will not have nearly the same amount of MFA, fraud, or many of the other issues which are in today's programmatic. Agree? Disagree? You know what, either way...we'll find out!! I cannot wait.

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The Quarterly Business Review (QBR) is a great way to understand what's happening in your business. The best are run with participation from adjacent groups including Product, Marketing, Engineering and CS. https://lnkd.in/gXhe3aYP

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Navigating AI with the Maturity Model in Revenue Organizations Over the last several weeks, I've been crafting a conceptual framework at RevShoppe, focusing on AI integration within revenue teams. Drawing on discussions with Manny Medina to refine my ideas, we've developed an AI maturity model that offers a structured framework, segmented into four progressive quadrants, each representing a unique blend of human and AI involvement. This model isn't merely about adopting AI; it provides a lens through which organizations can initially approach and think about AI integration. It addresses essential questions such as "How do I introduce AI into my sales organization?", "When is the right time to consider AI for my business?", and "Where can AI deliver the most significant impact, ROI, or improvement in sales efficiency?" In a field quickly becoming crowded with emerging "AI companies," this framework aims to guide your strategic planning and initial considerations for effectively integrating AI within your organization. Each quadrant not only signifies the level of AI integration but also guides organizations on the pathway from initial adoption to full autonomy.  Think of this 2x2 as both: ▶ A roadmap on how to get the most out of AI in the GTM organization ▶ A maturity model to figure out how advanced your organization is in harnessing the full power of AI and getting the benefits of efficiency and productivity (as well as understanding AI’s capabilities today) The model is to be consumed in a Z pattern beginning with Human-Led, Human Assisted where most organizations are today, moving through AI Assisted to AI-led, and eventually shifting full workflows to AI making more time for the human seller and managers to do the things we are uniquely competent at. This approach ensures that your organization can adapt as AI becomes capable of handling more complex functions, seamlessly transitioning tasks from human to machine as the technology advances. Over the next 4 posts I will be getting into the details of what each of the 4 stages mean, what it takes to progress from one to the next, and how to measure the impact of AI maturity and adoption in your organization In the meantime, I would love your feedback breaking down AI maturity with this framework. #AI #AIMaturity #RevShoppe #Salestransformation

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I just posted about Ploze to Product Hunt: https://lnkd.in/ebtktneU - I'd appreciate it if you'd take a look. (Unlock and integrate your digital life using Ploze: Load your data on-device from exports from a myriad of services, and view it all in an integrated searchable timeline. There is no cloud component to Ploze - it works on your computer.)

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