Chris Brablc

Why are marketers so often confused by their own campaign data? 🤔 Turns out, it’s not their fault. Many marketing ops pros were never taught how Salesforce data actually works—which has led to a massive data disconnect nobody’s talking about. Camela Thompson from RevOps Co-op and CaliberMind’s Joe Schattschneider dive into: ❌ Why CRMs and marketing automation platforms just aren’t speaking the same language 😬 The biggest lie Salesforce has told marketers 🤝 How RevOps can bridge the gap and help marketing make sense of their data 🔗 https://bit.ly/3XnEN63 #Salesforce #CRM #MarTech

5

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

7

You spend a ton of time gathering case studies, customer stories, and testimonials that'll support your GTM team. But customer evidence is so much more than the standard "problem-solution-outcome" narrative. And putting as much (if not more) process and intention behind smaller, specific proof points as you do white-whale case studies will make your evidence way more persuasive in the long run. When we sling around lingo like "customer evidence" and "proof points", here's specifically what we're talking about. ⤵️

8

1 Comment

3 Massive Blind Spots impacting CRO's today! Knowing the average CRO's tenure is 17 months at their current company, we're focusing our attention on helping teams stop the bleed. Primary reason CRO's don't last is due to the lack of accountable visibility across their GTM motions. And here are the 3 top blind spots that exist across teams today. 1. Opportunity detection at the buyer level. It's easy to get at the account level...but that's relatively worthless if you can't know which specific buyers are in-market. 2. Account Coverage via your network. Warm intro's are critical in today's buyer economy. So it's important CRO's enable their teams to know who can help them break into their key accounts. 3. Performance Attribution is often questioned when it comes to marketing initiatives. Not anymore. Every channel must have a clear path to revenue. And that attribution must be easy to see. Otherwise, you're left questioning if marketing, sales, self-service, or partners are the reason for attribution. And not know....adds to the short tenure of those in this role. We wrote a blog all about these 3 areas - check it out and let us know what you think.

15

1 Comment

A poorly executed #customersuccess strategy will kill your #NRR for years to come. I've seen it first-hand too many times over the years. Here is how you deliver a well-executed CS strategy to drive great NRR and ultimately, business growth: 🛣️ 𝐔𝐬𝐞 𝐭𝐡𝐞 𝗗𝘆𝗻𝗮𝗺𝗶𝗰 𝐑𝐞𝐯𝐞𝐧𝐮𝐞 & 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐉𝐨𝐮𝐫𝐧𝐞𝐲 The first step in any customer success strategy is understanding the full & dynamic revenue & customer journey. This means not just knowing what your customers do, but why they do it. How and why did they buy your services? How do they move through their journey with you (rarely ina straight line!)? By understanding their motivations, you can better anticipate their needs and deliver solutions that truly add value. And don't forget, the old-school customer journey is not the standard anymore, you need to use the full, dynamic revenue & customer journey to get the full picture. This stretches from pre-sale to post-sale and allows for the customer to move in and out of journey phases/stages dynamically. 📈 𝐏𝐫𝐨𝐚𝐜𝐭𝐢𝐯𝐞 𝐄𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭 Customer success is not a reactive function. It's about being proactive, anticipating customer needs, and addressing them before they become issues. You have to ensure that your strategy is aligned around, and fosters, a proactive CS culture and process that allows your team to execute effectively. This not only improves customer satisfaction, but also reduces churn, and creates more expansion opportunities. Both key factors in improving NRR. 📊 𝐃𝐚𝐭𝐚-𝐃𝐫𝐢𝐯𝐞𝐧 𝐃𝐞𝐜𝐢𝐬𝐢𝐨𝐧 𝐌𝐚𝐤𝐢𝐧𝐠 In the #SaaS & #CS world, we have access to a wealth of data. By leveraging this data, we can make informed decisions that drive customer success. This could be anything from identifying usage patterns to predict churn, to understanding which features drive the most value for customers and beyond. And it needs to go beyond telemetry, usage etc. Also capture, track and understand customer goals and other qualitative data points. One problem is that this data is often siloed or hard to access, so make sure you have systems (like RevSetter) that can bridge that gap and allows CSMs to effectively action the data & insights. 🤝 𝐁𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐚 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫-𝐂𝐞𝐧𝐭𝐫𝐢𝐜 𝐂𝐮𝐥𝐭𝐮𝐫𝐞 Customer success should not be the responsibility of a single department. It should be ingrained in the company culture. When everyone in the organization understands the value of customer success, it becomes a strategic priority that drives business growth. This is why the dynamic revenue & customer journey, the engagement focus, and the proactive mindset are so important. When those are present - and a strategic & customer-centric approach is adopted by the CEO & leadership - the sky is the limit. Leverage these four building blocks and your CS strategy and execution will thank you for it ✅ *** 🛎️ If you enjoy my content, follow me for more ♻️ Repost to share with your network

28

8 Comments

Join ZoomInfo’s Kaitlin Sanders, an ABX expert and Go-to-Market strategist on May 1st as they shed light on the practical approaches adopted by industry experts to measure the real impact of ABM campaigns. Kaitlin will delve into key topics including: - Redefining ABM Today: What is the current definition of ABM today and its significance in shaping modern marketing strategies? - Key Metrics for ABM Success: Identify essential metrics for evaluating the effectiveness of ABM campaigns and how to communicate the impact of ABM initiatives to stakeholders. - Future Advancements in ABM: How technology and predictive analytics are revolutionizing how organizations measure the success of ABM campaigns. Don't miss it ➡️ https://bit.ly/3UedVng #Ad #Webinar #ABM #ABMMetrics

7

Curious what our SFDC custom object for funnel/lifecycle/pipeline looks like? We get a ton of questions on this, so here is a demo: https://lnkd.in/gyRtmnGQ We demo a few use cases, the Lifecycle records themselves, and a quick overview of how you can leverage the data. Let us know if you have questions and/or what else you would want to see from it. ____________________ If you don't know what it is: (1) Tracks your buying process from Sales Ready (aka MQL) > Closed Won on a custom object in SFDC. (2) Unifies the data across Lead, Contact, Campaign, Account, Opportunity objects for EASY reporting. (3) Enables a 1:many relationship between a buyer and a sales process to account for non-linear buying journeys without overwriting data (e.g. buyer gets recycled and re-MQLs and you'd previously have to overwrite the last MQL date). (4) Unifies the data in CRM (and not BI) for easier paper trail and troubleshooting, but custom object data can still be leveraged in BI for more advanced reporting. (5) Ties pipeline back to "tipping point" (aka the reason the buyer was sent to sales) which is better than original source or last touch/primary campaign source. (6) Also, works for tracking sales outbound, partner, product qualified leads, customer expansion. (7) Unmanaged SFDC package (meaning you have access to all the flows/object/metadata/etc and there is no subscription fee). You can install in SFDC (with our help). Hundreds of hours put into it to account for edge cases, 35 different Lead conversion scenarios, merging, and more. (8) We're coming up to our 20th deployment in the last 18 months in complex B2B SaaS orgs. 20 is a lot for a small agency like CS2 that has most clients on long term retainers (and not in the business of churn/burn through clients). Case studies coming soon.

32

1 Comment

Struggling to use HubSpot Sales Hub? We can help! 𝐓𝐡𝐢𝐬 𝐛𝐥𝐨𝐠 𝐮𝐧𝐥𝐨𝐜𝐤𝐬 𝐢𝐭𝐬 𝐩𝐨𝐭𝐞𝐧𝐭𝐢𝐚𝐥 𝐟𝐨𝐫 𝐲𝐨𝐮: Master the tools (simply!) Boost sales team performance Avoid DIY implementation headaches ‍ Get expert guidance for sales success! https://bit.ly/3Kx0r1u

7

Most account-level intent data is vague, hard to action, and ineffective. Without access to explicit and actionable signals, far too many GTM teams settle for poor targeting, ineffective outreach, and lackluster results. It doesn’t have to be that way. 👉 You can have it all: Account-level data with rich context and person-level data that deliver targeted, timely, relevant insights that drive next-level results. To add even more context to the signals we surface and score for you, today we launched: - 150 million job listings signals (think open roles or skills/tech listed in job recs) - 8 million news signals (think fundraising events, 10-Ks, strategic hires) …spanning 40 million companies around the world. That’s just the beginning. With these signals (and the other 100+ product, website, community, and social signals we can surface and score for you), you can better understand company priorities, needs, and intent, and turn those signals into automated GTM plays—all in Common Room. 👀 Here’s a (small) peek at what you can do: - Create target burndown lists that auto-replenish daily - Stack news and hiring signals for even more effective GTM - Find high-fit, high-intent accounts with a keyword search - Drill down into full job descriptions and news articles - Identify decision makers across the account - Pinpoint what matters most to your buyers …all without ever leaving Common Room. It’s what we’re all about: More signals. More context. More intelligent go-to-market. For all the details 👇

13

4 Comments

🚀 "PLG is not anti-sales." Kyle Poyar, Operating Partner at OpenView, clears up a common misconception about Product-Led Growth (PLG) in this snippet from the Experience-focused Leaders podcast. He dives into how successful PLG companies like Calendly effectively integrate sales teams, showing that PLG and sales work hand-in-hand. Alex Shevelenko 💚✖️🧠 #relayto #podcast #PLG #ProductLedGrowth #Sales #Podcast #Leadership

7

1 Comment

Time to close the data generation gap. And by that we mean use Insycle to associate Child Companies to Parent Companies in HubSpot Workflows. Lots about it on our blog. #crm #revops #datamanagement #datamonster #parentchidassociations #hubspot #workflow

1

Segment design is one of my favorite parts of TigerEye. Cutting segments with simple rules is so incredibly powerful when you consider how each rule interacts with the others. When you're editing segments in TigerEye, you're generally working in a plan scenario. While you're developing the plan it doesn't change any production data - you're in a sandbox until you decide to publish the plan. This lets you see the impact of segmentation changes without messing up current account assignment or even showing your work to others. You can explore different ideas quickly and safely. We really believe that the reliance on manual work in spreadsheets is holding back operational teams - RevOps, SalesOps, MarketingOps, FinanceOps. These are critical strategic functions in modern business and we're building tools to help empower these teams to 10x their impact.

8

Our partnership with Brex now gives us unparalleled insight and breadth in SaaS purchasing reports

2

2 Comments

As an agency leader, you know scaling sales within your organization is no easy task... 🥵 Thats why we've pulled together resources to help guide founders and agency leaders in the right direction to scale beyond founder-led sales methods and on to a repeatable GTM strategy with RevOps as the secret weapon. Check out the full blog post and access the guide via the link in the comments 👇

16

1 Comment

The future of sales is clear: Relationships and ecosystems are key. But how are GTM leaders actually executing these partner-led strategies to drive revenue in 2024? That’s where Pavilion‎ and Crossbeam‎’s latest Future of Revenue survey comes in.  We’re diving deep into the real-world tactics and strategies that are redefining the GTM landscape. By participating in this research, you won’t just be adding your voice to an important conversation, you’ll be among the first to access hard data on how successful leaders are leveraging ecosystems to stay ahead. Your input will help shape these valuable benchmarks — let’s navigate this shift together. Survey closes soon! https://lnkd.in/gBv_cShM

12

🚨 Here’s a list of HubSpot updates a CRO needs to know about in 2025. 🚨 And in Q4, we updated or created a Playbook for Every. Single. One. At RevPartners, our Playbooks team takes the time and effort to stay on top of every new HubSpot feature. Why? We want to support CROs in the changing dynamic of their role. List Here: CRM Hub: 💻 CRM UI/UX Design ❌GDPR Enablement 🏡CRM Infrastructure + Asset Mgmt 🔮HubSpot Native AI Features Marketing Hub: 🧘‍♂️Intro to Attribution and GTM 📩GTM Sources (formerly Lead Acquisition Channel) 💯Lead Scoring Beta Sales Hub: 💸CPQ Discovery & Alignment 🖨️Sales Workspace 💝Non-Profit Foundational Playbooks Service Hub: 🤖Hubspot Chatbot 🖥️Help Desk Workspace Setup 🫶Customer Success Workspace Reporting & Analytics: 📉Reporting & Analytics 📈90 Day Trailing Conversion Rate Template 📊Secondary KPI Dashboards Ops Hub: 👨‍👨‍👦‍👦Data De-Duplication ✳️Token Rotation and Private Apps Commerce Hub: 💰Revenue Recognition + NRR (FinOps) 💡Pro-Tip: Clear data visibility is the KEY to knowing which lever to move to generate more revenue and grow your business. We'd love to help you achieve this and more in 2025! 🙌

9

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

22

2 Comments

Pardot (Marketing Cloud Account Engagement) Pro Tip: Ever receive the error message that the prospect has been deleted from the CRM and therefore, will not resync? Me too. Plenty of times. There's a safety valve that prevents previously deleted SFDC people (in Pardot) from syncing again to SFDC. To override this to recreate the Lead/Contact and resync the prospect with SFDC, do the following: 1. Go to the prospect record in Pardot and in the top right hand corner, click the down arrow and choose Disable CRM Syncing 2. Give it a few minutes, refresh the page and go back to the same place on the prospect record and choose Enable CRM Syncing and this will recreate the record in SFDC and sync it with Pardot! Let's say you need to do this for dozens, hundreds or thousands or prospects. At that point, create an automation rule and use the 'allow deleted lead or contact to be recreated in Salesforce' action to achieve this exercise in bulk. #pardot #marketingcloudaccountengagement #accountengagement #sfdc #salesforce #marketingautomation #marketingoperations #mops #marketingops #martech #marketingtechology #databasemanagement

33

7 Comments