Kate Taylor

If you’re struggling to build and properly scale your RevOps team, this post is for you! CRM + RevOps Tech + Strategy = RevOps Success

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If you've lost >60% of your sales due to abandoned cart, Headless checkout can help you win them back. Here's the quick comparison: ❌ Traditional checkout: Limited customization. ✅ Headless checkout: Increase the flexibility. ❌ Traditional checkout: Slow checkout speeds. ✅ Headless checkout: Faster checkout speeds. ❌ Traditional checkout: Inconsistent experience. ✅ Headless checkout: Omnichannel experience. To help you understand more about this amazing tech, we've prepared this carousel that covers: - What headless checkout is? (with real-life example). - The great benefits of headless checkout. - Which headless platform to choose. - Is it right for your business? Let's dive in 👇 P.S. Repost if you find this useful.   #BiPlus #ECommerce #Headless

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Wrong product roadmap? We spent 3 months talking to SaaS product, sales, and CS leaders (50-200 employees). Misalignment around the product roadmap is common. Visionary executives dictate the roadmap. Loudest voice in the room gets priority. Customer voice, data, and feedback are ignored. Commercial viability is an afterthought. No framework for prioritizing features exists. Gut feel drives feature prioritization. Spending 2 quarters on a roadmap your ICP doesn't want hurts. Competitors focus on what the ICP wants. Prospects choose competitors, shrinking the market. Inbound leads decrease. Win rates decrease. Outbound effectiveness decreases. Churn increases. This is a multi-million dollar problem. Secondary problems include top rep turnover, CSM burnout, and wasted resources. Layoffs ensue. Everything on the roadmap is critical for business growth. Getting it right is hard. A framework is needed to assess commercial viability. Sales/CS takes the brunt of the pain. How do you focus the roadmap on your ICP? #ProductRoadmapStrategy #SaaSProductManagementBestPractices #CommercialViabilityAssessment #FeaturePrioritizationFramework #CreativerseAgency

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SaaS teams aren’t stagnant, and their compensation plans shouldn’t be either. But the two rarely stay aligned as targets, teams, and the market change. Historically, it’s been too hard to adapt and introduce plan changes without major disruption to sales, operations, and payout processes. That is… until now. Today, we are excited to announce major platform enhancements that give Sales, Finance, and RevOps leaders adaptability and usability in a commission tracking platform. Features like a first-of-its-kind Mapping Manager that allows users to build data logic once in a template, save it, and re-use it anytime they need to add a new comp plan and connect to its data source. (A massive time saver.) Our Manager Plans and Dynamic Team Assignments are designed to seamlessly support the shifts that occur when reps transition between teams. These features ensure that your compensation plans stay aligned with your evolving team structure. And a new multi-level approval process ensures that by the time Finance gives its final sign-off on commission earnings, reps and sales leadership have already seen and approved their earnings, streamlining the payout process while giving reps more ownership over their commissions. We are constantly listening to our customers and evolving QuotaPath to address their biggest pain points. Thank you to everyone who contributed to today’s announcement, which positions QuotaPath as the most adaptable commission software on the market. Check it out below. #RevOps #commissions #software #adaptability

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Did you know Digioh has over 200+ integrations including the deepest eCommerce integrations so you can do things like: 🧑‍💻 Pass zero party back into your ESP, SMS, and Ads platforms to power personalized messaging and segmentation 💌 Build your email & SMS lists with ease 💰Increase subscription program adoption to grow monthly recurring revenue 📲 Power Digioh quizzes in your mobile app 📈 Personalize your onsite experience with known data in your other platforms to convert with ease It's Your Tech Stack: Supercharged for Performance Shoutout to our wonderful integration partners Klaviyo Yotpo Tapcart Postscript Skio Iterable Braze Shopify Stay AI Attentive & 190 more! 🤝 #ecommerce #marketing

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Are you utilizing these proven methods to scale your SaaS business to $3M+ ARR? As a SaaS Founder and GTM coach for early-stage SaaS Founders, there are 3 major principles I’m consistently sharing: 1. Flesh out your Ideal Customer Profile to define who your target customers are for each revenue level. Be specific to make your GTM strategy the most effective. 2. Develop a manifesto that includes your value proposition, positioning, and differentiation from the competition. Use it to create urgency within your deals. 3. Execute your GTM strategy with a consistent set of Sales & Marketing motions. Use inbound content, outbound reach, and customer referrals to reach your ideal customers and generate leads. When you flesh out these principles properly, you get a strong machine that builds exponential growth. If you’re an early stage SaaS Founder and would like to nail your ICP, Manifesto, and run a Broadway Show to scale your business in 2024, grab a complimentary copy of my 5-Point SaaS Growth Strategy Guide. Just follow the link in the comments below. If you don't see my comment, choose "Recent Comments" in the dropdown below this post. 👇

What's more fulfilling than... 👉 Learning from GTM Leaders 👉 Getting tried and true playbooks 👉 Connecting with community? Well... snagging some amazing swag and having the chance to win an Away bag doesn't hurt. Tune into the 4-part Game Changers Masterclass May 14th to master the art of building powerful webinar programs that attract large audiences, drive engagement, & convert registrations into revenue. You'll hear from: 💡 Godard Abel, CEO & Founder of G2 about the State of B2B Buying 💡 Lauren Vaccarello, Rowan Tonkin, & Jane Alexander about Uniting your GTM team & getting executive buy-in to fuel-efficient growth 💡 Carly Chan, Sr. Manager, Platform Marketing at Carta on her playbook for driving hundreds of event registrations – consistently 💡 Kyle Coleman, Alex Ortiz, & Palmer Houchins about How to build a brand that engages a global community 💡 Molly Bruckman & Stewart Hillhouse on their playbook for fueling audience engagement 💡 Kyle Lacy, Adam Kaiser, & Alexi Hatch about the ABC of ABM 💡 Nadine Regan on her playbook for turning registrations to revenue 💡 Alayna Thompson, Chris Kiertz, & Iryna Z. about The MarTech puzzle for efficient data-driven marketer So, how do you get the Away bag? Join 2+ sessions live and share your learnings with the community and you'll be entered to win big 💪 Looking forward to seeing you all there! Link to register in the comments below 👇 And shout out to our partners that helped bring this series to life! Sendoso, Champify, Mobly, 6sense, Chili Piper, Navattic, & Mutiny #GameChangersMasterclass #Growth #virtualevents #demandgen #b2bmarketing #revenue

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Thinking about selling your SaaS biz? It’s all about strategy to hit those HIGH valuation marks. Here’s how you can prep for a killer sale: 1️⃣ Valuation metrics - Rocking a steady $1M in ARR? You could be looking at $3M to $6M. Beef up those metrics to aim for the top of that range. 2️⃣ Key metrics - Dive into the numbers that pump up your valuation. I've linked to some slides that break it all down! 3️⃣ Compelling story - What’s so awesome about your company? Sum it up—products, market grip, what sets you apart. 4️⃣ Identify buyers - Keep an eye out for those who'd mesh well with what you’re doing. They might just be your ticket to a smooth sale. 5️⃣ Team check - Ensure your crew is strong and doesn’t just lean on the big guns at the top. 💬 Have questions or need more insights? Reach out to us today! Let’s chat about how you can nail your exit strategy. #saasbusiness #valuationstrategy #startupgrowth #exitstrategy #acquisitionprep #entrepreneurship #startupadvice #startupfounders

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Your GTM is broken. We have more knowledge, tools, and AI than ever... So why did 56% of companies miss revenue goals last year? ↳ Misaligned Teams - 60% of companies say sales, marketing, and CS are out of sync leading to wasted hours. ↳ Siloed Tech Stacks - 11,038+ GTM techs on the market - The average enterprise has 23 tools in their GTM tech stack, often not integrated ↳ Lack of Trust - 71% say internal go-to-market clarity is the biggest blocker to business growth than competition or market conditions. Your GTM is Better Together... Decisions about GTM technology, interoperability, team roles, and strategies cannot be made in silos any longer. → GTM Teams are Better Together - GTM-aligned teams are 67% more efficient at closing deals → GTM Tech is Better Together - 82% of tech buyers want software that integrates with existing solutions. They rank ease of integration higher than the cost or security. Source: G2 2023 Buyer Behavior Report → GTM Trust Happens when Teams and Tech work better together. Teams that work better together are 50% more productive (source: Stanford) and drive 21% more profitability (source: Gallup) Join us for Better Together... Learn more and request an invite from the 🔗  in comments #BetterTogether G2 Clari TechnologyAdvice Totango + Catalyst Software ZoomInfo ON24 Vidyard Demandbase MadKudu

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As an agency leader, you know scaling sales within your organization is no easy task... 🥵 Thats why we've pulled together resources to help guide founders and agency leaders in the right direction to scale beyond founder-led sales methods and on to a repeatable GTM strategy with RevOps as the secret weapon. Check out the full blog post and access the guide via the link in the comments 👇

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If you are responsible for enablement at your company, your #1 job beyond all others is to get a strong executive sponsor. It might be the CRO, it might be the COO, it might be the CEO, maybe by some miracle it is the CFO. Maybe it's a strong SVP. Title doesn't matter - organizational respect and resource gathering does. Trying to do ANYTHING in enablement without a strong exec sponsor to: 1. Get resources (people, money, attention) 2. Align teams (sales, success, marketing, product....not necessarily in that order) 3. Create priority (over the zillion other things that a company could do) Is a huge waste of time and energy. If you don't have it, create it. If you can't create it, find somewhere you can or accept that your results will be greatly diminished and your work will be generally uninteresting/frustrating.

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The new episode of The Science of Scaling Podcast dropped today. In this episode, I speak with Ang McManamon the VP of Sales at Crunchbase. We dissect managing sales through a pivot, specifically how she managed the team as the market transitioned from one of the most bullish markets in tech in 2021 to one of the biggest down markets in tech in 2022. Example discussion points include: How to manage a board that is demanding an unrealistic revenue target? (1) Educate them on the current bottoms-up GTM model by showing them where the team has been performing on the key drivers of revenue outcomes over the past 2 quarters (i.e. the average productivity per rep (PPR), MQLs generated per month, average sales cycle and close rate on sales opportunities, etc.). We implement this framework with our portfolio companies Stage 2 Capital before issues like this even surface in order to establish the narrative from the beginning. (2) Illustrate where these metrics need to be to achieve the revenue outcomes they are demanding. Often this analysis yields the conclusion that the team would need to 2x PPR, MQL generating, and and close rates essentially overnight. Hopefully, they start to see how unrealistic the plan is and that the plan is going to lead to unnecessary burn and departures of top performers (3) Using the bottoms-up model, devise an aggressive but realistic plan that assumes say a 10%-20% Q/Q improvement in each of the performance drivers and the revenue outcomes that this performance would yield. (4) The board may ignore this line of thinking but at least we have educated them on the revenue mechanics and can use that framework to report back results at the next meeting. How to quantitatively assess whether a revenue miss is due to a macro condition, like the economy, or sales execution, like hiring and training the salespeople? An area few boards and leadership teams look at to conduct this diagnosis is the quarter-over-quarter performance of individual AEs, especially the consistent top performers on the team. If the company misses the target and you look under the hood and find that the historic consistent performers are still performing as usual and the miss was driven from AEs hired in the last year, we have a sales leadership execution issue. However, if we look under the hood and see that even the top performers' PPR decreased, perhaps at about the same time and about the same amount, then we have likely have a diagnosis outside of sales execution (i.e. economy, competition, product, etc.) Anyway, Ang is awesome and was completely open about this journey that so many leaders experienced over the past two years. Check out the episode here! https://lnkd.in/e2QiuPEH

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Our RevPartners offsite this week was all about the (friendly) competition. So here are some tips from us on how to outperform YOUR competition ⬇️ Become more efficient in terms of time, volume, and conversion. OK: suddenly that doesn't sound so simple... Here's some actionable advice, from us: Track. Everything. - Track all sales activity in a CRM   - Track all customer success activity in a CRM  - Use automation to combine your data Not gonna lie, you might need an expert to strategize and implement those automations. But your end state will be pretty awesome: - Unified data warehouses across all customer databases  - The ability to identify revenue leakage  - The ability to report on company health metrics  - The ability to visualize your data performance Outperform the competition by creating clarity for yourself. Let the data be the guide. 😎

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The average enterprise GTM tech stack has 23 core technologies. Woah… If you work in sales, you’re likely all too familiar with the challenges of managing an ever-growing tech stack. The issue is that adding more tools to your tech stack doesn’t automatically equate to getting more done. 66% of sales reps feel like they’re drowning in technology. How do we give our teams less and allow them to do more? The solution, as we see it, is a fairly simple one: Transfer as many different facets of a specific workflow, like prospecting, over to AI. GTM Partners just dropped a comprehensive ROI study, based on an analysis of G2 customer reviews and conversations with real Regie.ai customers. If you are looking for a deeper understanding of how to apply AI to solve business-critical challenges and expected results from doing it, this guide is your, well, guide.

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I’ve worked with hundreds of SaaS Founders and companies to develop successful Go-To-Market strategies and drive growth. Here’s what we work on: 1. Ideal Customer Profile 2. Strategic Narrative (what we call a Manifesto) 3. Execution through sales and marketing activities (Broadway Show) To learn how to incorporate these principles, check out this Unstoppable episode 👇

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At the Gainsight conference last week, I had several folks ask me some version of "everyone used to talk about adoption....now everyone says that it's just about outcomes and ROI. What's your take?" It is and has always been about both. Can you get ROI without adoption? No. Is adoption by itself sufficient to guarantee value realization? Also no. You have to have adoption of the right capabilities that tie to customer business priorities with attached measurable outcomes. That is and has always been the formula. This is easy to say, really hard to implement and manage at scale. Which is why very few companies do it.

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Not all games are fun - this is one that our customers played all too often, before implementing Klarity. Let us help your organization build exponential teams by allowing your people to focus on larger projects, while ensuring that your data is error free. #klarity #financetransformation #revenuerecognition

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