Mark Voermans

Access IT Automation are looking forward to the AppManagEvent on Oct 11th 2024. We have many new features and integrations that we will be showcasing! Liquidware Microsoft Intune Numecent Microsoft #MSIX #appattach #FlexApp #Cloudpaging #AppVolumes #AVD #Windows11 #Windows365 #AzureVirtualDesktop

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"We are definitely customer centric, because we do yearly CSAT or NPS surveys." 🚨 🚨 🚨 Customer centricity, (or the lack of it), poses significant challenges for too many companies. It affects not only the product, but also sales and marketing, as well as post-sales operations and customer success teams. This deficiency in customer centricity creates internal issues across various parts of the organization, it impacts your customers directly. 👎 Throughout the years we helped dozens of companies, and too often organizations wrongly believe that customer centricity is only about talking with customers or soliciting their feedback. While communication with customers is essential, it does not inherently make an organization customer-centric. ✅ Firstly, many customers do not really know what they need, as evidenced by low response rates to open-ended questions in CSAT or other customer surveys. ✅ Secondly, not all customer requests are feasible or beneficial for the majority of your customer base. 👍 True customer centricity involves putting the customer at the heart of your business and its decisions. It focuses on helping customers achieve their goals, rather than prioritizing the organization’s objectives. It aims to add genuine value to as many customers as possible, ensuring ease of contact and a seamless customer experience. ❌ Transitioning an organization to a customer-centric mindset is often perceived as a complex and slow transformation, requiring extensive structures and processes. However, the most successful customer-centric organizations do not rely on massive overhauls. ❗ Instead, they begin with a compelling vision, which is embraced and promoted by the senior management and board. These organizations embed customer centricity into their core values, demonstrating it through consistent actions and incremental steps rather than a single large-scale big-bang project. 💥 A practical quick win is to incorporate the following question into every organizational decision: “Does this decision impact our customers, and if so, how would I react if I were a customer?” 🙏 Have a nice (customer centric) day ! #customerexperience #cx #CSAT #surveys #NPS ---------- 👋🏻 Hi, I'm Ramses, Co-Founder of The House of Retention I talk about #customersuccess, #customerexperience #cx in #saas 🔔 Did you find this useful? Then follow me for more. ♻️ Share this post to help others with elevating their Customer Experience game. 🔑 Need help with your Customer Experience? Drop me a message!

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For my AI technical contacts interested in Retrieval Augmented Generation (RAG). We are working with several clients to deploy these into production. Why are they important? RAG enhances LLM-generated responses by integrating relevant contextual information, particularly when connected to private data sources -- Slack, Meeting Notes, PDFs, Graph Data, etc. This integration empowers the model to deliver more accurate and contextually rich responses.

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Our strategy at PeakSpan is simple - scaling a growth company successfully should be an iterative, incremental process. The decisions and options you have in front of you at $3M of ARR scale are vastly different than those at $10M and different still from those at $25M and beyond - scale your way into success sensibly, putting your foot on the gas more and more when the data asserts that you’re ready for it and it’s the right thing to do. This video encapsulates our approach in a nutshell - swinging as hard as you can for a statistically unlikely outcome when you’re a young, still very much evolving business, simply isn’t the value maximizing strategy. https://lnkd.in/e96AzU_N

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New founders often struggle with determining the right price for their product. Luckily, I recently discovered a useful tool called "The Van Westendorp Model." This model uses four key questions to help calculate the optimal price for your product. The four questions are: 1. When is the price too high for you to consider buying? 2. When is the price so low that you question the quality? 3. When does the price start to feel expensive, but you'd still buy it? 4. When is the price a real bargain? By answering these questions, you can determine the optimal price for your product that will appeal to customers and maximize profits. Give it a try! #pricingstrategy #startupadvice #businessgrowth

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For everyone in sales, a reminder of 3 techniques you will need to work on in your sales processes…

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𝗜𝘀 𝘆𝗼𝘂𝗿 𝘀𝗼𝗳𝘁𝘄𝗮𝗿𝗲 𝘀𝗮𝗳𝗲 𝗳𝗼𝗿 𝗺𝗮𝗻𝗮𝗴𝗲𝗿𝘀? Do you have software tools where the output needs sanitising before you can share it with management? Tools where you don't even allow your management to have access? Or simply, tools that go into a level of detail that takes up too much time and doesn't add enough value to share at senior levels. For example, I'm thinking of defect trackers. Not many organisations share individual ticket details with management, especially not senior management. But you might share a dashboard summary, with counts and average response times. What's the software you would least share with your management? Comment below! #nsfm #notsafeformanagers Video by Peggy Anke, shows men dangerously fixing electric wires, looks like they climbed up without any safety equipment: https://lnkd.in/e_t6_iT5

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Long sales cycles are one of the biggest bottlenecks in B2B SaaS. The solution? Building trust and getting in front of the right people at the right time. Here’s how we do it: Target with precision: Find decision-makers who are already feeling the pain your solution solves. Sales assets that build trust: Use case studies, demos, and testimonials to answer two key questions: Can you help me? Can I trust you? Retargeting with value: Keep your brand top of mind with retargeting ads that educate, not just sell. Shorter sales cycles = faster revenue growth. #B2BSales #RealEstateTech #SalesAcceleration

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📢 New Integration Alert: KrispCall x Salesloft! Power your sales team with tools that save time and drive results. With this integration, you can: ✅ Automatically sync all call logs (incoming & outgoing) into Salesloft. ✅ Avoid duplicate data with seamless two-way contact sync. ✅ Enhance call handling with Chrome dialer support for transfers. ✅ Effortlessly manage multiple accounts from a single workspace. Why it matters? Because a streamlined workflow means more time for selling and better revenue growth. Take your sales efficiency to the next level today! 👉 https://lnkd.in/dXQxq9x8 #KrispCall #Salesloft #SalesEfficiency #BoostProductivity #RevenueGrowth

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Why is everything in SaaS done at lightspeed? Growth, scaling, recruitment, funding—even the sales process. The SaaS world moves fast, but does it always need to? Here’s a reality check: SaaS sales often forget one critical detail. The companies we’re selling to (usually not SaaS companies) operate at their own pace, not ours. Yet, many SaaS organizations are so laser-focused on lead quantity that they sacrifice lead quality—and it’s costing them. I’ve seen SaaS teams boast about generating 800+ leads per month, but here’s the real question: 👉 Are they closing 160+ deals a month? More often than not, the answer is no. Why? Because too many sales teams try to force their cadence onto leads rather than understanding the lead’s timeline. This disconnect leads to missed opportunities, lost deals, and a ton of wasted resources. The reality is, with a quality sales process, your team should be converting a minimum of 22%+ of leads into closed deals. If you’re not, it might be time to slow down and re-evaluate: 💡 Focus on lead quality, not quantity 💡 Align with the buyer’s cadence and priorities 💡 Stop chasing volume and start building meaningful, timely engagements There’s a lot of money being left on the table because we’re too busy rushing. SaaS doesn’t have to be a sprint—sometimes, the biggest wins come when we slow down and focus on what really matters. What’s your take? Is the “lightspeed” approach helping or hurting your SaaS sales process? Let’s discuss. 👇 #SaaS #Sales #LeadQuality #B2BSales

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Last week we spun up a fully-automated outbound B2B campaign for one of my companies. Within 24hrs we had 10 new deals in the pipeline. Here's three reasons why it worked for our team: 1. We interviewed customers to understand why they buy. No assumptions. For example, sustainability is a big part of what this company offers but from interviews, we know that is not why customers buy. Copy excluded this major value-add on purpose and focused on their motives, not ours. 2. We hyper-focused on a 2 ICPs. We got super-narrow on who we targeted and a picked 2 markets where we knew there was already some traction. If this hadn't of worked we would have had a meaningful dataset to analyze and either iterate copy or move to another ICP within <2 weeks. 3. We used a soft opening and offer. We didn't ask for anything from the prospect - not even a meeting. We offered something of value that aligned with our service offering. After opening, this has resulted in a 100% meeting success rate to discuss it. Finally, I have to mention that previous to this campaign, we put 150% hustle into working with marquis customers. That means we're already positioned as an industry leader in this space. I've talked about this before as a powerful sales tool and I know it helped here. As I write this I think we're up to 18 new deals <1 week. #B2Bsales #venturecapital #sales

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𝐀𝐈 𝐢𝐬 𝐭𝐚𝐤𝐢𝐧𝐠 𝐨𝐯𝐞𝐫 𝐣𝐨𝐛𝐬—𝐛𝐮𝐭 𝐰𝐡𝐚𝐭 𝐡𝐚𝐩𝐩𝐞𝐧𝐬 𝐧𝐞𝐱𝐭? Let’s talk about something people aren’t paying enough attention to:  𝐟𝐫𝐞𝐞 𝐭𝐢𝐦𝐞. With AI handling tasks, we’ll all have more time for… well, life. 𝐇𝐨𝐰 𝐈 𝐬𝐞𝐞 𝐢𝐭: 📌 The global leisure market is already huge—worth $4.5 𝐭𝐫𝐢𝐥𝐥𝐢𝐨𝐧. 📌 Yet, a lot of companies are focused on tech-driven efficiency. 📌 Meanwhile, there’s a growing need for startups that inspire joy, connection, and adventure. 𝐈𝐦𝐚𝐠𝐢𝐧𝐞 𝐭𝐡𝐢𝐬 𝐟𝐮𝐭𝐮𝐫𝐞: • AI automates work. • People reclaim their time. • Startups that focus on play, creativity, and connection win big. Which startups in the leisure space do you think deserve more attention? Tag them here! #AI #Innovation #FutureOfWork #Startups #LeisureEconomy #Entrepreneurship #HumanConnection #WorkLifeBalance #Technology #AdventureStartup

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𝐈𝐧𝐬𝐢𝐠𝐡𝐭𝐬 𝐟𝐫𝐨𝐦 𝐖𝐨𝐫𝐤𝐢𝐧𝐠 𝐀𝐜𝐫𝐨𝐬𝐬 𝐂𝐚𝐫𝐫𝐢𝐞𝐫 𝐚𝐧𝐝 𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧 𝐏𝐫𝐨𝐯𝐢𝐝𝐞𝐫𝐬 - 𝐂𝐨𝐧𝐭𝐢𝐧𝐮𝐞d Last month, I shared thoughts on one of the biggest challenges solution providers face: clarifying their unique value propositions to carriers. The post sparked meaningful conversations, with many reaching out via DMs and requesting meetings to dive deeper. A recurring theme emerged in these discussions: solution providers often struggle to align with carriers because they lack visibility into carrier pain points. Carriers, by closely guarding their core challenges, might believe they’re protecting their competitive advantage. While this is understandable, the unintended consequence is often misalignment, wasted proof-of-concept efforts (POCs), and underutilized solutions that could otherwise deliver measurable value. Many solution providers genuinely want to position themselves as strategic partners, not just vendors. 𝐇𝐞𝐫𝐞’𝐬 𝐭𝐡𝐞 𝐨𝐩𝐩𝐨𝐫𝐭𝐮𝐧𝐢𝐭𝐲: carriers, by openly sharing what you are trying to solve, can empower solution providers to craft offerings that hit the mark. Sharing pain points is not about giving away strategy; it’s about fostering alignment that allows both sides to thrive. When solution providers understand the “why” behind carrier needs, they can tailor their approach to support long-term goals, streamlining POCs, and improving ROI for both parties. Carriers, what if sharing your pain points could lead to fewer wasted POCs, more actionable insights, and a partner network that truly understands your mission? Here’s a quick playbook for carriers that will help close that gap: 𝐂𝐥𝐚𝐫𝐢𝐟𝐲 𝐘𝐨𝐮𝐫 𝐂𝐨𝐫𝐞 𝐂𝐡𝐚𝐥𝐥𝐞𝐧𝐠𝐞𝐬 𝐚𝐧𝐝 𝐀𝐬𝐩𝐢𝐫𝐚𝐭𝐢𝐨𝐧𝐬: Before you engage with solution providers, take time to outline the pain points and overarching goals you aim to achieve. This vision inspires providers to craft solutions that meet your most critical needs. 𝐒𝐡𝐚𝐫𝐞 𝐘𝐨𝐮𝐫 𝐏𝐚𝐢𝐧 𝐏𝐨𝐢𝐧𝐭𝐬 𝐀𝐮𝐭𝐡𝐞𝐧𝐭𝐢𝐜𝐚𝐥𝐥𝐲: Embrace transparency about the challenges you’re facing and the “why” behind each one. When solution providers understand the story behind the need, they can bring solutions that are more aligned, fostering partnerships built on mutual insight and respect. 𝐒𝐞𝐭 𝐌𝐞𝐭𝐫𝐢𝐜𝐬 𝐭𝐡𝐚𝐭 𝐌𝐞𝐚𝐬𝐮𝐫𝐞 𝐑𝐞𝐚𝐥 𝐏𝐫𝐨𝐠𝐫𝐞𝐬𝐬: Collaborate with providers to set KPIs and milestones that capture meaningful outcomes, like improved customer satisfaction, efficiency gains, or strategic growth. 𝐕𝐚𝐥𝐮𝐞 𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧 𝐏𝐫𝐨𝐯𝐢𝐝𝐞𝐫𝐬 𝐚𝐬 𝐏𝐚𝐫𝐭𝐧𝐞𝐫𝐬 𝐨𝐧 𝐘𝐨𝐮𝐫 𝐉𝐨𝐮𝐫𝐧𝐞𝐲: Treat providers as collaborators whose success is interwoven with your own. When solution providers feel valued, they bring their best ideas and energy to the table. As carriers and solution providers, we have the power to build partnerships that are more than business agreements—they are engines for change, resilience, and growth in our industry.

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Are you curious about how to supercharge your digital assets? Integrating Acquia DAM with Acquia DXP solutions can make all the difference! From easier access and management to seamless team collaboration, it's a game-changer. Acquia DAM now has powerful AI features! 🤖Automate tagging, streamline search and enhance asset recommendations to improve your workflows. Plus, Acquia DAM can be enhanced further by integrating with your existing File-Sharing Tools, Collaboration Tools, Marketing Automation Platforms, Sales Enablement Platforms, CMS Integrations, Product Information Management (PIM) systems, and more. Dive into our blog to explore how these integrations and AI can elevate your digital strategy: https://lnkd.in/gT4MCGef Panshul Khurana Axelerant #DigitalAssets #AcquiaDAM #AcquiaDXP #AI #generativeai #martech #DigitalAssetManagement #DAM #Efficiency #BrandConsistency #BusinessProductivity #DigitalTransformation

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The last wave of digital transformation was unsatisfying. Lots of time, talent, and treasure was spent digitizing with little transformation to follow. Is AI heading down the same path? Brian Solis makes gives 7 pieces of advice in this piece about how to get it right this time around. My favorites: 1) Start with WHY. I liken this to deeply understanding the problem you're solving before jumping to a solution. 2) That WHY needs to address a BUSINESS ISSUE. I'm already seeing reports outlining participation trophy metrics like "the number of functions within a company using AI". That's necessary in the early days but wholly insufficient to drive business value. 3) "Roadmaps underestimate the complexity of integrating new technologies with legacy systems." Yes. There are many impressive AI products releasing every day but the role of SERVICES in making those products work in increasingly heterogenous technology environments cannnot by overstated. #DigitalTransformtion #Innovation #ChangeManagement

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📈 Struggling to Find and Connect with the Right Prospects? Apollo. io Can Help! For sales professionals, finding accurate contact information, engaging prospects, and managing outreach efficiently can feel overwhelming. Manually searching for leads, tracking engagement, and juggling platforms can waste valuable time and energy. Apollo. io is here to simplify and supercharge your sales process. With over 275 million contacts at 73 million companies, Apollo’s sales intelligence and engagement platform provides everything you need to connect with prospects and convert them into customers—quickly and effectively. With Apollo.i o, you can: ✅ Search a vast database to find high-quality leads ✅ Engage prospects with powerful automation tools ✅ Convert more leads with targeted, data-driven outreach ✅ Optimize your workflow with a seamless, all-in-one platform Ready to take your sales game to the next level? Sign up for Apollo. io today and see how easy it can be to find, connect, and convert your next client! Get Started with Apolloio for Free Today - https://lnkd.in/gnv-gXXG #ApolloIO #SalesIntelligence #LeadGeneration #SalesEngagement #SalesTools #B2BSales #DataDrivenSales #TryApollo #Sales #Marketing #SaaS #B2B

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You need to condition teams for change. Anyone who’s worked in start-ups or scale-ups knows that change is part and parcel of business as usual. How we react as a marketing org to changes in the market, results we see from tests or any research we’ve conducted makes all the difference. And we can’t be precious about what we need to abandon if we learn there’s a better way. Which means it’s my job to condition my team for change. Like any form of conditioning it is built over time and it takes practice. For example, very recently I came to the conclusion that how we had our demand generation function set up wasn’t the most streamlined or logical way to achieve OKRs with what the business looks like today. For context, this was the old way: - Demand Gen Managers and Demand Gen Content Managers were paired together in pods, working on a persona, e.g. Marketing, Sales and RevOps. - This worked well for a long time as it allowed them to become persona experts, which really drove our demand creation efforts. - However it did mean each of these teams tended to become siloed and attention was split in too many competing ways. So coming back from Mat leave and reviewing our goals for 2024, as a team, we decided we needed to pivot. So we restructured the team: - Our DG managers now own a specific region or segment and DG content is a standalone team, working like an agency to support them. - When our DG managers have ideas for campaigns for their region or segment, they submit a request to the DG content team. - The DG content team now owns the content process from end-to-end, allowing for more control and oversight. This change was made very quickly and the transition was relatively short. Additionally it was met with positivity from the team vs resistance. Why? I believe that over the last 5 years we have as a team learned to condition ourselves to expect change and to see it as an opportunity. Importantly we always bring the team along with us in any pivots we make. We allow space for thorough review and brainstorming, giving people the ability to think through all the implications fully. Within 2 weeks of making this switch each team member had built a revised plan and started executing. Change does not need to be daunting if managed correctly, and building that muscle as you grow and scale is really important. #b2bmarketing #demandgeneration

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On Sunday, I shared the 3 scale readiness indicators with 3200+ SaaS leaders in my newsletter 👇 As a founder you always ask yourself: “𝘞𝘩𝘦𝘯 𝘪𝘴 𝘵𝘩𝘦 𝘳𝘪𝘨𝘩𝘵 𝘵𝘪𝘮𝘦 𝘵𝘰 𝘴𝘤𝘢𝘭𝘦 𝘵𝘩𝘦 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴?” When to 👉 spend more money on acquisition 👉 and adding more people to the team. Most invest too early or too late. The 3 scale-readiness indicators help you to be 'on time'. It's: 1️⃣ Product Market Fit 2️⃣ Repeatable Growth 3️⃣ Internal Readiness If you missed it, and want in-depth info on the 3 indicators, read my latest newsletter. You will find the link below.

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Why the h*ll is Revenue Architecture from 🐶 Jacco van der Kooij such an important book? Well, everyone was facing: 📉 decreased lead generation (halved) 📉 decreased revenue (halved) 📈 rising costs (doubled) This means GTM systems on average got 4x more expensive to operate in a record timespan. Now it's finally known it's an industry wide phenomena. But more importantly: what can we do about, how to go for a sustainable growth and GTM system? And move away from Growth-at-all-Costs, also the new form: GaaC on a budget, I call it, supported by AI. "Stephane, no, what are you saying, AI will solve it" they say. But will it truly? I know many of you - still haven't learned. It will or already is just a GaaC and all horrible byproducts and side effects included - but on a budget. Congratulations. Nothing will change. Unless you understand what Jacco is trying to say about what sustainable GTM systems truly mean - and how they are built, operated, and monitored as successful modern revenue factories. It also imposed a universal language, amongst professionals for whom "coining" things is a second nature. This clarifies things when we exchange experiences with each other. Like the Metric or the Imperial system, but then for GTM and SaaS. But most importantly, it can finally educate non-revenue professionals on why you need to leave it to revenue professionals. Hopefully. This goes a bit further than "just selling" or whatever it is you're doing over there. It also is very disruptive towards speaking with non-revenue people in that very same universal language. As such, to me Revenue Architecture is a Rosetta stone and Moses' (or Moshe's)' 10 commandments into 1. This is why this is so disruptive to me personally, to our industry and to revenue leaders in SaaS in general. The easy part is reading the book. The art, is in being able to really understand it - and more so - into being able to fully and correctly apply it (tailored to a specific business). Not too many of those profiles around. #gtm #saas #growth #therevenuearchitect ______________________________________ I'm Stephane Maes, The Revenue Architect guy and I write about: 1️⃣ My adventures at "A Dream Called Rome" Capital  1️⃣ My views on real sustainable, modern-day GTM 3️⃣ Interesting professional books I've read (GTM & self-development) Hit the 🔔 on my profile if you enjoyed this read and would like to stay tuned. Thanks, for the support. I appreciate you.

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