Patrick Ferriter

A successful systems design and delivery strategy begins by assuming that change is likely the only constant. Be adaptable, or fail.

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Aayush Bahuguna and I came together to build Clazar with a singular purpose - to serve as a trusted revenue growth partner for SaaS businesses. We experienced first-hand, not just the impact of, but also the effort involved in orchestrating a powerful revenue-generating Cloud GTM motion. We built Clazar in direct response, to help GTM teams of all sizes overcome these operational barriers and truly leverage the potential of Cloud GTM. Today, tech sales volumes through hyperscaler marketplaces are heading towards the US$45 billion mark (Canalys). And I’m proud to say that we’ve built a world class product that democratizes and automates Cloud GTM, to help teams route their sales through this powerful new channel. One year, and over 100 customers later, we’re at a key milestone along our journey. 🚨 I’m proud to announce that Clazar has raised a Series A of $10M, in a funding round led by Ridge Ventures, Ensemble VC, and Saurabh Gupta, Managing Partner at DST Global, with participation from our existing investors, The General Partnership and Twin Ventures. Aayush and I are humbled by the support received from all investors. We do what we do with integrity, transparency and complete dedication to the growth and success of customers. That has been, and will remain our north star. We’re excited to dive back in and keep doing more of what we do best - ship powerful new features and serve this community. More details in this article - https://lnkd.in/diD7Y7wT #ClazarSeriesA #SeriesAFunding #FundingAnnouncement #CloudGTM VentureBeat Michael Nuñez

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I had a chance to catch-up with veteran Partnerships leader Rohan B. for the Clazar podcast. One of the things I was curious to ask him about, was how he handles myths or misaligned expectations around Cloud GTM. He has a sound approach -  it involves pacing expectations, exploring Cloud GTM’s potential as a deal accelerator first, and then working deeper through the Hyperscalers’ vast seller network with Co-Sell. This phased adoption is very much in alignment with what we recommend as the Crawl, Walk, Run approach to getting started. However, one thing I’m particularly glad Rohan brought up is the potential of Cloud GTM in the area of customer retention. Often, and justifiably, the impetus of revenue generation through Cloud GTM is on Partnership and Sales. But when tapped, retention can end up as the unexpected hero, bringing in repeat revenue. Rohan makes some strong points that deserve to be highlighted - ➡ When your software is just a single line item on a larger Commit budget, there’s a lower chance of it bearing the brunt of cost cutting or consolidation decisions ➡ Cloud GTM shifts the onus of contract renewal to the Hyperscalers and frees up time CSMs would normally spend in chasing up and negotiating renewal terms Definitely something more GTM leaders should be keeping their eyes on. Here’s the link to our full conversation. Plenty more nuggets to take away - https://lnkd.in/dgEnahuN  #Partnerships #CloudPartnerships #CloudGTM #CustomerRetention

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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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Learn the top two qualification methodologies — BANT and MEDDIC — and when to use them so you avoid wasting time on dead-end leads.

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Innovation is important but it has to be relevant.

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"Collaboration may sound straightforward, but it takes a lot of effort, communication, and focus to make it happen. And this need for teamwork is particularly true regarding making IoT technologies more seamless and reliable." Naama Zarfati, Augury’s Senior Product Manager for Connectivity, is sharing how she leads teams that align with each other and embrace best practices across the industry, allowing us to arrive at the next generation of IoT. Check it out here 👇 #IoT #Augury #IndustrialAI

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Role-based landing pages can help you make informed decisions. Find out how with #JDEdwards UX One: https://bit.ly/3RSbPtd          

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When planning for a composable suite, simply integrating different APIs often isn't enough to deliver exceptional customer experiences. What truly sets solutions apart is orchestration — the ability to seamlessly coordinate and manage these integrations to create a dynamic customer journey. Why Orchestration Matters: 🔗 Unified customer Journeys - Orchestration ensures that every touchpoint is consistent and contextually relevant, enhancing the overall user experience. ⚡ Adaptability and efficiency - Quickly adapt to changing market needs without overhauling your entire system. 🎯 Enhanced Personalization - Leverage data from multiple sources to create highly personalized interactions. By using an orchestration platform like Conscia, brands can elevate their approach far beyond basic API integration. Check out these videos showcasing some of the many orchestration recipes available using Conscia - https://lnkd.in/g-x7DYA8

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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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✨🚨 Another Make Cents post is live! 🚨✨ In this post, "AI & its Impact on Vertical SaaS: The Gates of Distribution have Flung Open", I explore how AI is impacting vertical SaaS workflows and its implication for distribution and defensibility. We defy.vc are more excited than ever to invest in vertical SaaS because we believe there's tremendous value leveraging AI to enhance human productivity across tasks like 1) structuring data, 2) analysis, 3) recommendations, and 4) taking action. I also walk through why customer acquisition costs are at an all-time low, attributed to more than just AI-driven product functionality. Read more ⬇ and share your thoughts and feedback in the comments! https://lnkd.in/gRVcJASH

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🚀✨ Exciting News! ✨🚀 After a few years of dedication and collaboration building Tealium's value as an AWS APN Partner, we’re thrilled to announce that Tealium has signed a Strategic Collaboration Agreement with Amazon Web Services (AWS)! 🌐🤝📊 This multi-year global partnership will accelerate growth and innovation, especially in highly-regulated industries, generative AI, and help our clients drive fully integrated solutions into the market to delight their customers. 🙏 A heartfelt thank you to Justin Davis & Adam Jones for their dedication and hard work to build the trust to embark on this joint program. We also extend our thanks to everyone at AWS and the Tealium executive team for their incredible support in making this milestone possible. Together, we’re enhancing real-time data solutions and driving next-generation AI with clean, enriched, and consented data. #Tealium #AWS #DataAnalytics #Innovation #RealTimeData #Partnership Read more below: 🎉🚀💡

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Fantastic article on how to optimize existing features to drive product growth. 👉"Everyone gets excited about launching new features, but in my experience, most of a company’s growth comes from the less glamorous stuff: incremental and consistent optimization of the core product. Of course, you need to add new features and business lines over time, but there’s a lot of hate for micro-optimization product work, and I’m here to tell you that this work is important—maybe the most important." https://lnkd.in/gv2q_5qt

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Want to know how to measure the return on investment (ROI) of employee experience initiatives? Check out this ROI of EX Masterclass and hear from the Nucleus Research team as they walk through key steps to measuring ROI. Don't miss out, watch now!

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Does the state of your metadata matter for AI preparedness? TL;DL: Yes. But I still encourage you to listen to this insightful podcast episode from the Traction Complete team interviewing our very own Michael Bogan and Rob Acker.

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Finsire has recently started its learning series - Ideally by chatting with the best folks in the Industry. Here, with Siddharth Shetty, Co-founder and CTO of Account Aggregator (AA) from DigiSahamati Foundation, we speak about the data exchange's inception, growth, and future in India. - We use AA for various reasons, including pushing boundaries in India's data exchange layer with various use cases. - It's been about three years since it went live, and over 70 million cumulative Indian accounts are linked. - One-of-a-kind data sharing network from India that is not seen anywhere across the globe, baring Singapore with https://lnkd.in/gyrCQtVQ - Different approach to protect consumers as compared to the previous models that existed to attain consumer data by various methods used by Plaid or Salt Edge Onemoney Finvu (Cookiejar Technologies) Protean eGov Technologies Anumati by Perfios AA NADL - Account Aggregator Computer Age Management Services Limited KFin Technologies Ltd. Enjoy - Please click on the link below and watch the video!

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Sandeep Singh is a fantastic Revenue Operations leader with tremendous experience and knowledge.  In this segment from our conversation, he talks about 4 of the areas that AI is already having an impact on how we are more efficiently enabling our sales teams: ✔ Personalization - tailored training to the needs of the individual ✔ Efficiency - previously, an agonizing process, content and materials can be created in a flash ✔ Analytics - track which content is performing, which is underutilized. Identify where deals are falling off and then directly address those sales deficiencies with tailored enablement   ✔ Realtime knowledge - delivering guidance in the moment is revolutionary and is what the seller has always needed in order to achieve their potential. The tech is finally here and it changes the game.....Sandeep, we agree! #revenueenablement #salesenablement #salesforce #salesexecution #Amplify10 https://lnkd.in/g5H-Hdfp

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Product Managers take note of the creative thinking at #AutoOps! Over the last 18 months, AutoOps created an online scheduling platform for independent automotive repair shops, giving end-customers a convenient online scheduling tool. The AutoOps platform is clearly resonating with their target customers (shop owners), as seen by their impressive growth and low churn rates.  But… AutoOps knew they could provide even more value to their customers. Problem: Shops lose appointments to competitors when their end-customers call after-hours or whenever the shop owner simply can’t answer the phone. Solution: AutoOps Voice. Shops forward their phone to AutoOps, giving customers the option to have a scheduling link sent to them via text.  Result: More appointments for the shop owner.  Shop owners spend more with AutoOps.  Proud of my nephews and the whole AutoOps team!  #productmanagement #product

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I recently came across a thought-provoking post by Nick Lawrence that redefines the challenges in sales enablement. It's not just about piling on content but strategically eliminating obstacles hindering performance. Nick's insights remind me of Lin Yutang's wisdom: "Besides the noble art of getting things done, there is the noble art of leaving things undone. The wisdom of life consists in the elimination of nonessentials." Nick identifies several barriers to performance, such as undefined standards, inefficient processes, ambiguous expectations, and a lack of constructive feedback. The key takeaway is that the most effective way to enhance performance is not by adding more but by removing what doesn't serve the core objectives. Prioritizing the elimination of these nonessentials creates a more streamlined and productive environment. This approach is essential for anyone committed to driving sales performance, as it shifts the focus from merely doing more to doing what truly matters.

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