Majaliwa Bass

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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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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🔍 Forrester’s 2024 US Customer Experience Index: Alarming Insights for Brands 🔍 📌 A recent Forrester report reveals that only 3% of companies are currently categorized as “customer-obsessed”, defined as putting customers’ needs, desires, and satisfaction at the forefront of all business decisions and actions. Beyond the insights in the report, here are some observations from my experience (success & scars) of leading customer focused business transformation. ➤ Top Leaders Take CX Personally – Progressive CEOs & leadership teams drop the hubris and get into the details of “what it takes” by linking CX to customer loyalty, revenue growth, cost to serve and differentiation. Here is phenomenal Harvard Business Review article (https://lnkd.in/eHD58dE9) on how Darius Adamczyk, ex CEO of Honeywell led from the front. It’s inspiring to see how CEO of an industrial conglomerate got into the details, understood platforms, technology, data, process, people to guide the transformation. ➤ Experience Over Efficiency - You cannot shrink your way to CX excellence. Economic downturns see companies turning inward, neglecting customer-centric approaches in favor of short term cost measures. Long term orientation helps preserve CX investments and preemptively fix things before they break. ➤ Talent and Culture As Catalysts: Every company believes its special till its not. Creating customer-centric culture takes time and requires a different kind of empowerment. Ability to hire, integrate, grow and empower people with intentional focus on “diversity of experience” and “cross functional accountability” helps create seamless customer experience. ✪ Why This Matters? With so few companies putting customers first, there’s a massive opportunity for those willing to invest in improving their CX strategies. #CustomerExperience #CX #BusinessStrategy #CustomerCentric #Leadership

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Watch as Everest Group’s Ronak Doshi, Partner, and Kriti Gupta, Practice Director, explore the current private equity space and how private equity firms can drive more value realization. They also discuss why it’s beneficial for private equity firms to invest in technology and how reaching out to partners, system integrators, and consulting providers can help them navigate the growing technology landscape. https://okt.to/b9TpoW

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Sprout Social, Inc. will take the stage, not once but twice, during this year's Salesforce CNX conference in Chicago. On Wed. May 22, #TeamSprout's CMO will moderate a discussion with experts from GoodRx and the Charlotte Hornets on how social data can scale successful influencer strategies. Have you been discussing how to measure ROI in influencer marketing? Let me know below. And if you'll be in Chicago, be sure to swing by and meet some of the team (you might even land some secret Swag): https://bit.ly/44VAwdr.

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Included in the #procuretech100 next to OpenAI 🚀 If you are interested in learning more about Levelpath drop me a DM, would love to share! Thank you Lance Younger, Dr. Elouise, ProcureTech 💚 #AI #Procurement #Innovation

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Unlock the Midmarket Opportunity 🔑💼 Are you finding it tough to tap into the immense potential of midmarket B2B customers? You’re not alone. Many large enterprises face challenges in effectively reaching and profiting from this critical segment. Here’s why it matters: 💰 The U.S. midmarket alone represents over $6 trillion in annual purchases 📈 Midmarket companies grow faster than large or small businesses. 💼 Yet, many multinationals get less than 20% of their revenue from this segment. Key Challenges: 🔍 Misalignment with customer journeys ⚙️ Ill-fitting products or services 📉 Organizational deprioritization 👥 Talent retention issues Strategic Approaches to Consider: 🚀 Unicorn Hunter: Focus on high-growth midmarket companies 🎯 Segment Specialist: Target specific niches with tailored offerings 🔧 Middle Market Optimizer: Pursue broad midmarket penetration with operational efficiency The key is to align your strategy with your product line and competitive position. Share your thoughts and experiences below! Continue to read full story at : https://lnkd.in/eewXAgQr #salesstrategy #midmarket #B2BSales #GrowthOpportunities #salestable #sales #salestips

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Investment data pros: If you'll be in the Chicago area May 7-8 consider attending the Institutional Investor Data Management Symposium. Assette's CEO Thusith Mahanama will be among the industry experts offering insights and leading discussions. See below for more info. #investmentdata #assetmanagement #investmentpros #institutionalinvestor #portfoliomanagement #datamanagement

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𝐌𝐚𝐫𝐓𝐞𝐜𝐡𝟑𝟔𝟎 Exclusive Conversation with Ed King, 𝐅𝐨𝐮𝐧𝐝𝐞𝐫 𝐀𝐧𝐝 𝐂𝐄𝐎 of Openprise In the past decade, what were considered best practices for GTM strategies might not hold true today. Leaders must critically evaluate their approaches, understanding that success formulas from a time of economic boom and abundant capital might not suffice under current market conditions. Full Interview Here: https://gag.gl/Mfpnc2 #martech360 #marketingtechnology #artificialintelligence #Salesenablement #Openprise #Revenuegrowth #RevenueOperationsDataAutomation

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Speed ... Reliability ... Or BOTH. What do consumers want? I have a theory. My theory is that speed has become a problem retail wants to solve, that holy grail of same day / next day / now, and yet the consumer craves transparency and reliability, even if it takes a bit longer. We shared this theory with the team at Total Retail recently bringing to life some research we undertook asking consumers what was important to them. Check out Chris Timmer's contribution based on feedback in the Linnworks State of Commerce Ops Report. https://lnkd.in/ewAYCVRB

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Join Saurabh Agrawal from Zenskar and Steven Forth from Ibbaka for a webinar on how to unlock the power of usage based pricing to enhance NRR. In the ever-evolving world of SaaS, usage-based pricing has emerged as a powerful strategy for driving revenue growth and customer satisfaction. Join us for an insightful discussion with Steven Forth, founder of Ibbaka, and Saurabh, founder of Zenskar, as they explore the untapped potential of usage-based pricing and its impact on Net Revenue Retention (NRR) What you'll learn from the webinar - Why usage-based pricing is gaining popularity among software and API providers, catering to a growing demand for flexible and value-aligned pricing - How to effectively align usage-based pricing with customer value, ensuring a win-win scenario for you and your customers - The hidden advantages of higher NRR rates when combining usage-based pricing with traditional subscription models - Best practices for seamlessly integrating a usage-based pricing component into your existing pricing strategy https://lnkd.in/gzBUCJFN? #pricing #SaaS #NRR #SaaSbilling #usagebasedpricing

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AI cannot function without process. Business processes provide governance and reliability to create a symbiotic relationship with AI. Listen to Gustavo Gomez, Bizagi CEO, as he talks about how to unlock the power of AI with automation on the Low Down on Low-Code: https://lnkd.in/eqb74MA6

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At the AWS Life Sciences Leaders Symposium. Guess what is the number one thing holding back Ai? I’ll give you a hint, it’s starts with D… “Your proprietary data is your differentiator” #DataPowersAI

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Join us August 14 for an in depth session on pricing and Net Revenue Retention. Saurabh Agrawal from Zenskar and Steven Forth from Ibbaka will help you use the pricing lever to improve NRR. What you'll learn from the webinar Why usage-based pricing is gaining popularity among software and API providers, catering to a growing demand for flexible and value-aligned pricing How to effectively align usage-based pricing with customer value, ensuring a win-win scenario for you and your customers The hidden advantages of higher NRR rates when combining usage-based pricing with traditional subscription models Best practices for seamlessly integrating a usage-based pricing component into your existing pricing strategy https://lnkd.in/gwy7g35x #SaaS #pricing #growthhacks #NRR #NDR

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The 2024 CMO Intentions Study reveals that cross-functional alignment is essential for successful Martech integration. With 39% of CMOs highlighting the need for improved alignment and 40% emphasizing the importance of proving ROI, it's clear that collaboration and efficiency are key. Dive deeper into the findings and discover how to overcome integration challenges. #MarketingStrategy #CMO #Martech

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How can Brand factor into a new B2B Marketing Playbook? There is a lot of talk these days about a new B2B technology marketing playbook. Jon Miller has penned many posts and been featured on several podcasts challenging the efficacy of the playbook that has been used by B2B marketers for decades.  Jon points out, rightfully so, B2B marketers have long sacrificed brand building in the quest for the ever elusive marketing driven revenue growth formula.   He argues, and I agree, it’s time for B2B CMOs to get back in the business of building brands that fuel growth.  I have often said, B2B CMOs can learn a ton from what successful B2C CMOs do well.  In today’s Marketing Dive, Chris Kelly profiles Gail Hollander, J.M. Smuckers CMO, and how she revitalized the company’s brands and drove double digit growth.  Here is a summary of the what B2B CMOs can learn from what Gail did at J.M. Smucker: 🎯 Streamline Operations: Simplify your marketing by realigning teams and consolidating external partnerships. Smucker’s "Power of One" model is a blueprint for efficiency and clarity. 📊 Drive Measurable Growth: Track your brand’s performance meticulously. Smucker turned less than a quarter of its portfolio into nearly 86% growth achievers by focusing on data-driven strategies. 🌐 Adapt to Market Trends: Just as Smucker reimagined Jif and Meow Mix for new audiences, your startup must pivot swiftly to meet evolving B2B needs and expectations. 🔗 Develop Strong Brand Platforms: Dive deep into your brand’s DNA and the market’s demands. Establish a strong, adaptable brand platform that resonates with both current trends and timeless values. 💥 Innovate Boldly: Smucker’s success came from not just refreshing but revolutionizing its approach. As a B2B CMO, push the boundaries of traditional industry marketing to make your mark. 👩‍💼 Build Long-Term Vision: Champion the importance of strategic, long-term brand building within your company. Align every department with your brand’s mission to ensure cohesive growth and visibility. Have a read... https://lnkd.in/gp6eX7zK #B2BMarketing #StartupGrowth #BrandStrategy #CMOLeadership #Innovation

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The Revenue Retention Maturity Model NRR (Net Revenue Retention) is a critical metric for today’s SaaS companies. To help companies improve NRR, Ibbaka is introducing a Revenue Retention Maturity Model that will help companies improve their NRR performance. Learn about this critical new tool in SaaS management. https://lnkd.in/dR9QAZqQ #SaaS #pricing #NRR #NDR #RevenueRetention #MaturityModel #RevenueRetentionMaturityModel

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Let's explore how Aviso AI helps enterprises effectively navigate the biggest transformation since the internet boom and incorporate Generative AI in optimizing business processes and empowering knowledge workers.

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