Mark Flanagan

Acquia’s new DXO solution will include Acquia SEO to increase brand visibility and engagement, and Acquia Convert to build high-performing #personalised experiences. Tom Bianchi, Senior Vice President of Product and Solutions Marketing at Acquia, said, “In today’s business landscape, every martech investment needs to maximise the ROI of marketing spend with a clear line of sight to revenue, customer retention and profitability priorities. However, #digitalmarketing teams traditionally have had to rely on disjointed tools from multiple vendors that have made experience optimisation processes inefficient and hindered their overall effectiveness." https://lnkd.in/dnmVZzGf

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We did the research, which confirms that the full potential of ABM is yet to be realized. Download this eBook—Unlock GTM Success Through Precision—to see how confident teams are that their ABM skills will meet growing market demands in the coming months: https://buff.ly/4be8FaB. #AccountBasedMarketing #ABM #SurveyResults #eBook #UnlockGTMSuccessThroughPrecision #Enlyft

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A nice breakdown from HG Insights around the 4 pillars of a GTM plan and how we help at the operationalisation stage... 👤 Profile - Profile each customer based on your company’s offerings and the customer’s fit vs. need vs. intent. ✍ Prioritise - Prioritise accounts to maximise yield. Even if it’s a small account, prioritise the accounts with the highest probability of converting. 📊 Segment - Segment your accounts in terms of resource trade-offs. Focus on the accounts with the highest potential to convert, because that’s where the money is. ⚙ Operationalise – with shoulder-to-shoulder help from SGT, we help you turn this data into new revenue using our tried and tested mix of consultation, program design, and execution to help your sellers drive more value from your GTM plan. https://lnkd.in/eFMAUH5u

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With New HubSpot Integration, HG Insights Amplifies Go-To-Market Teams’ Engagement with Competitive Technology Intelligence https://ow.ly/QplZ50SiBo2 #marketing #martech #technology #HubSpot #HGInsights

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Here is a list of the best posts we read this week. 1. Six Content-Led ABM Playbooks (to create personalized buyer experiences across their buying journey) by Vladimir Blagojević  - https://lnkd.in/dV7kqAc5 2. It's wild how many sales teams still rely on the “3X pipeline coverage” idea by Nate Nasralla - https://lnkd.in/d2668X_v 3. How to build a demand generation function at a B2B company in 10 steps by Andrei Zinkevich   -  https://lnkd.in/dsbcVn-B 4. Dangerous B2B Google Ads mistake by Patrick Cumming  - https://lnkd.in/dy4-VEDN 5. Wanna feel as smart as the marketer who invented orange juice for breakfast? Read this by Katelyn Bourgoin  - https://lnkd.in/dEMrpBH5 6. 5 Brutal GTM Mistakes Killing Your 2024 Growth (and How to Fix Them) by Omprakash karuppanan    - https://lnkd.in/d2MGXUr9 What was your favorite post this week? Share in the comments. Old Way & New Way Omprakash karuppanan #marketing #b2bmarketing #content #strategy #ABM #contentmarketing #contentstrategy  #b2b #saas #gtm #brand #digitalmarketing #demandgeneration  

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In today's “do more with less” business environment, revenue operations (RevOps) has become an integral part of aligning sales, marketing, and customer success teams to streamline processes and maximize revenue growth. However, many organizations struggle with the cost and complexity of hiring and maintaining a full-fledged RevOps team. This is where the concept of fractional RevOps steps in. Fractional RevOps offers businesses a flexible and cost-effective solution to access high-caliber expertise without the full-time commitment. Let’s explore how fractional RevOps can transform your organization. https://lnkd.in/gvwy9cTM #revops

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🚀 Revenue Intelligence: The Game-Changer for Sales Teams 📊 Discover how Revenue Intelligence is revolutionizing sales strategies and boosting performance. Our latest blog post breaks down: - Key benefits of Revenue Intelligence - How it transforms decision-making - Practical tips for implementation Read now to supercharge your revenue team's success: https://lnkd.in/ePd6qByc #RevenueIntelligence #SalesStrategy #DataDrivenSales

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ICYMI 🚨 Sandy Robinson, M.Ed. went off about how revenue teams should be structured - including whether RevOps should be moved into the C-suite… 😳 Listen to the full episode: https://lnkd.in/daKgMhY5 P.S. Do you think RevOps belongs in the C-suite? Let us know in the comments. 🤔 #RevOps #Csuite

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Check out this article written by Karen Ng, SVP of Product at HubSpot⚡ These days, we’re all looking for new ways to win over #B2B buyers. But generating new pipeline in an increasingly complex customer landscape is hard. And there’s not just one roadblock to overcome, but dozens. Making sense of the reams of customer data at your disposal can feel like an impossible feat, and the proliferation of technology stacks only compounds the problem. Yet in the midst of these challenges, many successful #SalesTeams are not only closing big contracts but upselling and cross selling, too. For companies that follow their example, the opportunities are huge. 🔗 https://bit.ly/3LvIYqB #SalesStrategy #SalesGrowth #Sales #HubSpot #SellingPower

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🔗 Turn Every Meeting into Measurable Action with Laxis! 🌍 Struggling with follow-ups in your multilingual meetings? Discover how Laxis ensures nothing gets lost in translation by providing actionable summaries and seamless task integration in multiple languages. Enhance your team's efficiency today! 👉 Read More #Laxis #EfficientMeetings #MultilingualSolutions #ActionableInsights

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On April 25th, 3 experts: Sam Crowell Richard - Head of Product Growth @ ngrok Jake Gertjan Hofwegen - VP Global RevOps, Enablement @ Contentful Matzen Shirley - Head of Growth Marketing @ Common Room ...will show you the tricks to sort leads for better engagement! 💯 This isn't just a webinar; it's a masterclass on how to effectively sync #sales and #marketing with PLG for growth! 📈 What you'll walk away with: - Capture high-quality leads and establish RevOps for efficient management. - Prioritize leads for team focus on top opportunities. - Optimize customer journey strategies to enhance PLG funnel conversion. Register here! - https://lnkd.in/dEZ5fQRD

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HIRO (High Intent Revenue Opportunity) Revenue leaders, if you want to modernize your GTM strategy, here is where you can start: Change your pipeline definition to a later stage based on win rate. This will help you move away from outdated sales methodologies like BANT and move towards a revenue-based methodology like HIRO. Next, review all your pipeline sources and allocate the budget to the ones that are doing the best. Do not stop using the other sources; just reduce their budget. This will force marketing and sales to be truly aligned. Lastly, you need to create a system that allows marketing and sales to share credit for KPIs they used to claim as proof their campaigns are working. You need to start moving in this direction sooner than later because we all are going to be forced to.

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Last month, we shared CSM Jared Orr’s advice for CS leaders on how to help their teams succeed in 2024. This week, we asked Lukas Alexander, ChurnZero’s VP of CS, for three recommendations of his own. He said: ⬇️ ➡️ 1: Establish clear lines on task ownership and priorities. CSMs' roles, workloads, and goals have expanded. However, when every task is a top priority, says Lukas, nothing is truly a priority. As a leader, it's up to you to clearly define the tasks that are urgent or not, and equip CSMs to communicate this to customers to set clear expectations. ⏲️ 2: Use service models and capacity management to keep burnout at bay. A service model ties into customer segmentation characteristics, such as revenue size, to clearly define and differentiate the level of engagement that each customer gets. Determine how much time this takes a CSM to provide, and you can evaluate whether your service model is achievable based on a 40-hour workweek. The closer you can get, the better your CSMs can manage their time and become confident in their effectiveness. 🔧 3: Enable your CSMs to work smarter with training and tools. Training and tools give you extra leverage to fulfil your service model. Create more growth and training opportunities for your CSMs, especially around new hire onboarding and technical product training. If you don't have a customer success platform yet, learn how to build a compelling case. Cost savings, consolidation of functions, and efficient automation are points that will resonate with your CFO. See Lukas’s recommendations in detail at https://lnkd.in/d2B8CWSF. #CustomerSuccess #CS #CX #CSM

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Check out this week’s best-curated posts on B2B Sales and GTM👇 Gal Aga: We live in a 'Buyer-Led Era'. →https://lnkd.in/gbCU4Azz Asad Zaman: My biggest lessons from covering the GTM Wars →https://lnkd.in/gQ8Se-2D Jason M. Lemkin: There are 100s of reasons "right now" is the wrong time for any given prospect. So what’s actionable? →https://lnkd.in/gK_Fgafd Oliver Johnson: How does targeting people lower in the organization help? →https://lnkd.in/gAJDjFQ3 Kellen Casebeer: Keep iterating. →https://lnkd.in/gU9HFa-h Cameron Morgan: Your ‘AHA’ moment of the week. →https://lnkd.in/gv5shYQv Neil Gujar: The single biggest factor impacting your outbound efficacy is simply who you're targeting. →https://lnkd.in/g7tqszWm — Find the most valuable insights and perspectives from the world of LinkedIn here at Best of LinkedIn. #bestoflinkedin #marketing #topcontent #b2bsales #sales #GTM

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Ever wondered how to turn ambitious financial targets into reality? 🤔 In our latest short from our Accelerating RevOps Maturity webinars, Nicholas Rose and Benjamin Mohlie dive into the importance of aligning financial goals with actionable sales and marketing strategies. Don't miss this insightful clip! 📹 👉 Watch the full webinar: https://lnkd.in/eFXqe5kV #RevOps #RevenueProduction #Webinar #SalesStrategy #MarketingStrategy #BusinessGrowth #Hyperscayle

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For years account-based marketing has been likened to spear fishing rather than fishing with nets.  But, who wants to be hit with a spear?  The latest ABM tactics are offering more opportunities to create more immersive ABX (Account Based Experiences) at scale - that integrate more seamlessly into every part of the buyer’s journey .  What’s holding you back from supercharging your sales teams with an ABM strategy? https://hubs.ly/Q02vv8z40

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When GTM teams are asked to do more with less, where do they turn? RevOps. Businesses are starting to realize the crucial role of the revenue operator, which is great. But most businesses define "RevOps" as Sales Ops 2.0. And while we love our friends in Sales Ops, they are often not positioned strategically enough to influence GTM decisions across the entire customer journey. Here's a little overview on how we think about better defining RevOps for your internal organization. https://lnkd.in/gBRb64cq

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