“I had the pleasure of working with Dave on a daily basis at Gramify. Dave’s natural ability to approach companies and secure relationships allowed us to sign contracts and build wide and deep partnerships with global brands and national distribution partners. Our entire team relied on Dave’s technical knowledge and product management skills not only to drive the development of our new digital distribution platform, but to make smart decisions that enabled our partners to extend their brands and build incremental revenue. Dave’s passion to constantly collect and analyze data makes him one of those rare people that can drive a team to quickly pivot and evolve business models with the end goal to produce products with the widest possible appeal. Dave showed us every day through his actions and words that every member of the team brings a unique strength and perspective to the table. His leadership ensured that those strengths rose to the surface and that the team was rowing together in the right direction. Dave’s data-driven decision making, even-keeled demeanor, understanding of the individual and enthusiasm to accomplish our team goals were all pivotal in getting us to work past severe challenges and achieve what we didn’t believe was possible.”
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Trunal B.
It’s exciting to witness how the hyperscalers are enabling a hyper-collaborative marketplace ecosystem that allows the multiplication of revenue opportunities. I see this happening in two ways 1️⃣ ISVs are being encouraged by hyperscalers to build with interoperability in mind 🔧 All three #hyperscalers have, over the course of the last few years, incrementally deepened their partnerships with on-page "competitors" like Salesforce and Snowflake to break data silos and leverage #GenAI on more comprehensive data sets. AWS, GCP and Azure are not just strengthening their own associations, but they are also actively encouraging collaboration between these ISVs to drive interoperability, aimed at the creation of joint solutions that significantly expand the universe of customers who can benefit. Snowflake’s most recent Polaris Catalog launch also reaffirms its commitment to interoperability with a wider library of industry players (beyond the three clouds) including hyperscaler partners like Salesforce and Confluent. That brings me to point 2…. 2️⃣ Hyperscalers are actively inviting the participation of channel partners to piece complementary solutions together 🤝 As ISVs focus on creating compatible offerings with each other, and with hyperscaler services, buyers have the opportunity to find end-to-end solutions for specific use cases right from the marketplace catalog. To do so, they’re relying on partners to identify, connect and manage these increasingly complex technologies. This presents a tremendous opportunity for channel partners to add value to these marketplace-led deals by helping piece solutions together into a comprehensive whole. Hyperscalers are also cognizant that the “channel is the glue between them and the lower enterprise, midmarket and SMB,” as I’ve hear my friend and founder of Ultimate Partner Vince Menzione put it, and are actively developing strategies to incorporate channels into marketplace deal workflows. There’s a clear signal to shift the perception of marketplaces from being potential threats to traditional partnership associations, to what they really are – growth opportunities. Channel partners who recognize this sooner rather than later, have biggest opportunity to capture net new business.
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Andrew Korbel
We know revenue leaders are under a ton of pressure to create, convert, and close more pipeline. Today we’re sharing our 5 biggest learnings on how to run revenue. For context, Clari just passed $4 trillion in revenue under management. That’s how much revenue is flowing through the Clari Revenue Platform. And thanks to our customers, we know more about how to run revenue than any company on earth. Swipe to see these unexpected learnings.
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Every professional – regardless of their field – has a tool they can't live without. 🛠️ For go-to-market (GTM) professionals in B2B selling, that tool is enablement technology. With the ability to leverage data and insights, provide continuous learning and coaching, and streamline communication, enablement is a top priority for companies in 2024 and beyond. Discover why by diving into the highlights of Seismic's latest study, the Generation Enablement Report: The Rise of Enablement's Influence, here ➡️ https://bit.ly/3JK8sjf
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Roxanne Bras Petraeus
Employee terminations: they're a topic no one wants to discuss but that every company has to navigate. Thankfully, Melanie Naranjo and wonderful Ethena advisor (& Gusto's former People Leader) Jess Yuen are tackling this tricky topic for the next Ethena webinar. Register if you want to learn more about these topics: How to pressure test whether or not termination is the right course of action Best practices for communicating termination decisions How to minimize risk and choose the best course of action when things get tricky Critical pitfalls to avoid
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Patrick Morley
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Alex Lim
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Patrick Thompson
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Dominique Levin
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Christopher Wink
Every one of us intuitively understands the importance of storytelling - it's one of the most human of acts. And exactly because it is so universal, we overlook the importance of investing in it. I've always felt affinity with Sherrod Davis and EcoMap Technologies, Inc. because they get that for cities, regions and other economic leaders: Everyone wants their story told but not enough are putting the time and resources to get it done! Watch this nerdy webinar of mine on how to get started, or lmk if you'd ever want to learn how we at Technical.ly do it!
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James Murphy
In my last post I shared the launch of my new series, highlighting the market opportunities I am most excited about for investment at Forum Ventures. In the realm of enterprise software, the automation of complex, legacy workflows represents a significant opportunity for generative AI to drive transformative change. Namely, any function within an organization where a group of individuals is tasked with doing time-consuming manual error prone workflows. This is particularly burdensome for any highly regulated industry such as pharma, global trade, and financial services, making compliance and regulatory reporting one of the most impactful areas for automation to come into play. ◾ Beginning with trade compliance, we have seen our own portfolio company, Importal, carve out a unique wedge via streamlining import/export regulations and reduce compliance risk, breaking visibility barriers of some of the most opaque textile and raw material global supply chains. ◾ The supply chain applications do not end with cross border trade, evident by the need for innovation across reporting functions, chief of which lies in the growing concern around emissions reporting - an inevitability enterprises across the globe are tasked with solving with varying degrees of executional capacity. This is where startups such as GreenIRR Inc. come in, offering a trucking specific, real time, fully integrated carbon emissions accounting platform that simplifies measuring fleet emissions. ◾ The pharma use case is one we have spent time actively diligencing, with companies such as Octozi, and YamaSciences, who are tackling two different sides of the industry - one with a drug approval workflow lens, and the other looking to drive pharma marketing compliance to ensure promotional activities meet regulatory requirements. ◾ Finally, the notoriously anxious and dynamic regulatory environment of tradable financial assets presents several opportunities for impactful automation, one of which we have explored within our studio: automating Act 33 and 34 regulatory submissions, particularly for EDGAR SEC filings to drive accuracy and timeliness. Similarly, Mac Stockdale at Quanta Markets automates compliance and critical back office business function in the notoriously analog world of commodities trading. These are only a handful of examples that demonstrate how AI can effectively handle complex regulatory environments, reducing the burden on human resources and minimizing the risk of non-compliance. If any of the above sounds like something you are building, let’s connect. We continue to build our vertical ai market map - to be included, submit your company using the link in the comments. #GenAI #Automation #VentureCapital #EnterpriseSoftware #Compliance #Innovation #earlystagestartups
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Jory Des Jardins
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Pat Williams
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Eric Boggs
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Kristi Faltorusso
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Aydin Mirzaee
I'm excited to reshare this timeless episode of #Supermanagers featuring David O. Sacks, a member of the PayPal Mafia, founder of Yammer, Inc., and General Partner at Craft Ventures. David offers invaluable advice for CEOs, managers, founders, and anyone looking to elevate their organization. In this episode, David dives into: - Introverted leadership - Managing hyper-growth - Knowing when to throw out processes - And so much more. Don't miss out on his unique perspective and leadership journey. Tune in to learn from one of the best in the business! 🎧 Link in comments 👇
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Trunal B.
>50% of GTM leaders are prioritizing ecosystem-led growth in 2024. This change in focus is increasingly being reflected across the organizational hierarchy, with more emerging roles in partnerships and alliance management, while traditional sales and marketing roles are plateauing. No. This doesn’t mean that your sales organization is any less important. It just means that the nature of selling is evolving with the market. What is causing this shift? 1️⃣ Software buying is emulating retail buying experiences: As a digital-native millennial+ generation assumes more control over buying decisions, they’re looking for the same conveniences of self-serve, rep-free buying in eCommerce to play out in their B2B purchases. 2️⃣ Direct channels are offering diminishing returns: Most solutions are being actively qualified/disqualified much before your sellers get to interact with the prospect. G2 found that mid-market and enterprise buyers are more wary of sales interactions and instead prefer impartial sources (e.g., partner recommendations, marketplaces) of vendor qualification. 3️⃣ Evolution of inclusive channels for software commerce Traditionally, direct sales, partner-influenced sales, and PLG happened on disparate forums, giving buyers no single means to interact with multiple stakeholders. For vendors, deal mechanics (e.g., contracting, invoicing, billing) also happened across multiple tools. This was a standardization issue that is now being solved by commercial cloud marketplaces. Buyers now have more avenues to qualify vendors across multiple criteria, and sellers spend less time in operations before closing a deal. As the market evolves, deals will be closed on procurement-driven channels — i.e., channels that are equally invested in offering buyers more choices and the ability to evaluate and exercise more control over their spends, than the traditional outbound-focused channels we have all grown up knowing. Your sales organization will need more support than pipeline enablement. They need active participation from partnerships, product, systems integrators … the whole nine yards … to stand out from the noise and “assist” the prospect in making a choice. All of this is already in motion on cloud marketplaces, and we’re here to help you upgrade. Drop me or my team a note if you need help getting started. #partnership #alliance #cloud #marketplace #GTMstrategy #GTM
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