Van Le-Gray

Are you heading to the Snowflake Summit next month? Here are the details of how you can meet Gnarly and learn more about Dremio!

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What do companies like Miro, Zapier, Cisco and JLL all have in common? They're all sending folks on their RevOps team to #RevOpsAF 2024 in San Diego, that's what. 😎 Yes, we will have some amazing workshops and sessions led by folks like: Ali Rastiello (VP RevOps at Health Catalyst) Anjai "AJ" Gandhi (Chief Growth Officer at Marlin Equity Partners) and Daphne Costa Lopes (Director of CS at HubSpot), to name a few. And yes, we'll also have some incredible offsite experiences included with your ticket, like: 👻 Taco and tequila tasting plus a ghost tour (courtesy of Scratchpad) ⛴️ Ferry ride + Coronado Island walking tour (courtesy of Subskribe) 🍻 Ocean Beach brewery tour (courtesy of Openprise) 🧘 Yoga and Meditation on the beach (courtesy of RevOps Co-op And double yes, other folks are planning activities around the event like: 🤝 A MarketingOps.com meetup by Mike Rizzo and crew ⚾️ Andy Keehn and the folks at Prolifiq are getting a group together for a Padres game But I think the most incredible thing about RevOpsAF 2024 is the attendees. 🚀 So if you wanna hang out with best-in-class revenue operators for a few days, then join us why don't you? 🙂 Learn more → revopsaf(dot)com #revops #revenueoperations #salesops #salesoperations #marketingops #marketingoperations #mops #conference #inperson #professionaldevelopment

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Looking to take your search experience to the next level? Discover how our Product Recommendations components are now integrated with InstantSearch, making it easier for you to provide personalized recommendations to your users.

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Join me to learn about how we're scaling our marketing efforts with AI!

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Check out this quick video how Altify Account Plans can help you find pipeline in existing accounts and help you GROW revenue.

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What the heck is "fracking the enterprise"? It's ways to think about and plan ABM programming designed specifically to connect buying team members and connect into new buying centers so more revenue can flow from your target accounts. Join us for this fun session where my colleague Kate Jacobsen and I talk through intent data- and content-driven methodologies we're using to create better opportunities and more of them in high-priority accounts. Think data, content, and #buyinggroups. #ABM #revenueprocessoptimization Evan Liang Jeremy Schwartz Terry Flaherty

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Great article from one of my mentors, who leads growth at Dropbox. My two favorite takeaways: 📈 Have a growth mindset While being data-driven and agile are key pre-requisites to keep driving growth, her team also embraces failure and turns that learning into a win. They even have a slack channel called #ohsh1t (where they publicly share their fails so they can learn and move on). Love that. 🧢 Driving growth involves wearing different hats Specifically, there are 3 specific personas that her team exudes: the Builder, Optimizer, and Innovator. Some personas pertain to specific job roles, but importantly, each person on her team can exhibit different aspects of each persona to develop new growth loops, optimize current growth levers, and come up with new ways to scale.

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Did you know that 53% of gamers play for longer because they get rewards?💡To help you boost retention and revenue, Adjust's guide covers everything you need to know about rewarded video ads. Pause to read!

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I’ll keep this short and sweet. After 7.5 years, I say goodbye to Okta. 7 different roles spanning everything from Product Marketing to Demand Marketing and everything in between. $100M~ in ARR to $2B+. The creation and re-invention of multiple market categories. From just a few thousand customers to north of 20,000. Truly iconic, and I consider myself lucky to have been a part of it. Todd McKinnon and Frederic Kerrest, it was a heck of a ride. As for what’s next, I’m excited to share that I’m starting my adventure as Chief Marketing Officer for Axonius. A few important considerations in choosing my next gig: (1) the opportunity to partner with fantastic founders in Dean Sysman Ofri Shur and Avidor Bartov who bring unparalleled expertise, integrity and intellectual curiosity. (2) a market opportunity that is massive, pervasive and untapped (CAASM) … and it’s just the beginning. (3) technology that customers love. Axonius delivers on all of this and more. The future is bright and I’m really excited to get started.

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How to piss off your customers with a lousy chatbot

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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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Crafting a GTM Strategy: The Power of Really Knowing Your Buyers I’ve seen it so many times working at/with B2B companies under pressure from investors to grow the business 3-5x within those first 5-7 years… you tend to try and cast the widest net possible to grow revenue. However, this can be more damaging than good, especially in the short term. Most companies are already stretched on resources but one of THE most important things you can do is to identify who your target buyer(s) are…what are the challenges they’re facing, and how does your solution overcome them? If you’re the one that would be implementing this solution, how easy is this product to use, and how easy is it to show the value to the rest of the company? How does this investment help the company, will it save us time, money, resources, and potential brand damage? These are the types of questions that you should be ready to answer when dealing with the Technical Buyer, the User Buyer, the Economic Buyer (CFO), and the overall Business Buyer (CEO). In today’s world of B2B, attracting the attention of our buyers is harder than ever, people are inundated with ads and “noise” and therefore clarity reigns supreme. The temptation to cast a wide net is strong, but experience and data tell us a targeted approach, one that truly understands and speaks to your buyer, is far more effective. Knowing your buyer isn’t just about sales, it's about establishing a connection and building trust. It's the technical buyer's confidence in your product, the user buyer's ease of use, the CFO's nod to cost-effectiveness, and the CEO's vision of strategic alignment. Your GTM strategy begins with a foundation built on this profound understanding. We don't just see buyers; we see the individuals behind titles - their pains, aspirations, and the value they’re looking to bring their own company by solving a problem with your solution. This isn’t a shotgun approach; it’s a sniper's precision that aligns product, sales, marketing, and customer success to deliver what each buyer needs. Let's start the conversation here but continue it where it matters most – through every touchpoint that defines the value we’re delivering to our customers. #GoToMarketStrategy #KnowYourBuyer #TargetedMarketing #B2BMarketing #DigitalPresence Contact Us to Learn More:

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Sharing RevOps co-op community best practices on something we all know is critical - designing territories to ensure the success of your sales force and, by extension, your company. The number of different strategies available make selecting the right one both challenging and critical. The team at RevOps Co-op delve deep into this topic 👇 https://gag.gl/Nm2xoO #RevOps #Data #DataQuality

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Insightful read! 💡 Learn about different types of mobile ad fraud to effectively combat fake engagements and installs on your mobile marketing campaigns to protect your budget.

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If you want to drive impact and influence with your buyers, you want to surround them with the voices they already trust. That’s the simple explanation for the power of nearbound marketing. Including your partners in your GTM motion is a huge unlock for all parties involved. The power of ecosystem at work. At Vena Solutions, we’re focused on growth through this model and the future is bright. Orchestration for greater impact and scale through a combination of partner specialization and account based engagement, will leave you better prepared to withstand whatever comes in the future. Companies and GTM leaders leveraging these ecosystems at scale are driving: 1️⃣ More revenue 2️⃣ More customer delight 3️⃣ Happier sellers 4️⃣ More productive partners 5️⃣ Stronger bonds, both internally and in the market If it sounds too good to be true, that’s because it basically is 😉 If you’re interested in getting into the details, the team at Reveal just released an awesome resource. It’s a blueprint that can help you overlay your account-based segmentation and partner marketing strategy across all GTM teams AND the entire customer journey. Talk about a game changer… You can get a copy (for free!) at the link in the comments. #Nearbound #NearboundMarketing #Partnerships Isaac Morehouse Jessica Fewless Shawnie Hamer

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This one is a longer read for those who evaluate event brokers for your organization. Comes with a handy checklist right up front to help build your own requirements tables.

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The secret sauce 🥫 when it comes to creating an effective internal comms strategy is... 🥁 RELEVANCY Great tips on how to adapt your internal communications globally for those looking to expand, including this beauty from our very own Bradley Keenan 🏂 . "Segment content for specific groups to prevent them being overwhelmed - As your team expands to a global scale, it becomes critical to ensure that your communications are reaching the right people. Your internal communications platform should have the functionality to segment content for specific groups, including region, language or department. This prevents employees from becoming overwhelmed with notifications and emails that weren't meant for them." Via Forbes : 13 Steps To Adapt Your Internal Comms Accordingly Grab all 13 in the comments below.

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📽 Our latest show launch of The Marchitect on The Compete Network isn’t just cool (but it is that), it also connects directly to our GTM objectives at Klue, here’s how: 👇🏼 ✅ Aligns to two of our marketing objectives 👉 category leadership & increasing executive engagement. 👯 Builds an audience with a key persona 👉 executive engagement became more critical than ever last year (I’m sure you can relate). Building awareness and engagement among CMOs & VP PMMs helps to support many other programs across our mktg, sales and CS teams. 👩‍🎓 Connects to a core pillar of our marketing programs, Education 👉 Providing value through helpful education has been the most successful path to revenue for many years. Extending this to a more senior audience connects directly to a proven approach. 🧠 Big brains build brand affinity 👉 Rowan Noronha, Morgan J Ingram and the guests we’ve pulled together for this season are hands down some of the best minds in the game right now. Our strategy is to work with the best creators in the world of competing, and on that front, these two really bring the heat 🔥🔥🔥 If you want to maintain trust with your exec & board (and therefore your budget 💰 ), it’s critically important that your media development isn’t just for fun; but it connects to outcomes. When we’re looking at show investments, an idea needs to connect to one of the three purposes: a) growing our audience, b) converting that audience, c) educating that audience to develop more successful customers. Excited to get this series off the ground - tune in for our first live episode May 14! 🤩

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