Mark Williams

Questions: 1. Are your GTM ambitions matched by the performance of your sellers? 2. How do you bring speed, scale and efficiency while also reducing costs? 3. Is it time to re-write the old playbook?

2

Sales Leaders is this a new trend and opportunity for you?  Cloud Marketplaces. Why the Hype and Why You Should Care…NOW. VP Sales Forum sponsoring this discussion on June 10, 2024 at 4pm-5pm PST. Cloud Marketplaces are here and thriving. Facts are 44% of sellers said they expected to transact more than 10% of their revenue through a Cloud Marketplace in the next year. Some will see as high as $15B in Marketplace throughput by the end of 2024 and $100B by 2026. In October 2023, CrowdStrike announced that it was the first cybersecurity ISV to exceed $1 Billion in AWS Marketplace sales since bringing its platform to the AWS Marketplace in 2017. In that time, CrowdStrike has experienced: • Rapid growth – 3,000%+ CAGR in sales • Widespread customer success – >4,850 transactions; multiple transactions daily • Larger transactions – on average, CrowdStrike’s transactions on AWS Marketplace are >140% larger   than in its other go-to-market channels Please join us for our next Forum Panel, Monday, June 10, at 4:00 pm PST with our special guests:  Sanjay Mehta, Chief Cloud Officer for Tackle.io;   Subhash Jawahrani, Principal BDM, Google Cloud Marketplace   About our Panel: Sanjay Mehta, Chief Revenue Officer | Tackle.io. Sanjay has 25 years of enterprise software experience ranging from early-stage companies to those operating on a global stage. Most recently he held executive positions in the US and overseas in sales leadership and global alliances for Trend Micro where he helped establish Trend as a dominant force in cloud security. He is recognized as a leader in digital selling and has a deep understanding of the transformational journey of selling and buying software in Cloud Marketplaces. Subhash Jawahrani, Principal BDM, Google Cloud. Subhash, is an accomplished technology, sales, and business leader with 20 years of proven track record in managing and building strategic alliances to expand markets for major cloud platforms (AWS, Microsoft) and startup technology companies Fivetran and (Elastic IPO 201. He has developed strategic ISV partnerships and built GTM programs and sales plays to drive the adoption of cloud technologies for AWS, Microsoft, Google, and Elastic. Our Panel will help unravel how to get on the Cloud Marketplaces with Google, AWS, and Azure and most importantly how to thrive. If you are a Sales or Marketing Leader DM me for the invite.

13

Great conversation with Ross about all things deal excellence on the 10/10 GTM Podcast! We talked about why effort is not optional, the critical role of mutual plans, and the benefit of being the paranoid sales rep. Check out the full episode here: https://lnkd.in/gNStY_kW

104

People don’t realize what “closing skills” are in sales, and they’re not “is persuasive.” Reps with closing skills CONSISTENTLY know, can choreograph and advise on how the deal gets signed and returned. And their forecast accuracy reflects those skills.

4

3 Comments

🎯 Want to fully leverage your RevOps capabilities? Begin by assessing your operational maturity. Our self-assessment tool helps you gauge your team's current position and offers customized advice for elevating your performance. https://gag.gl/Oz6aNn #RevOps #DataQuality #Automation

1

Cloud #marketplaces offer unparalleled access to customers, GTM scalability, and increased deal speed. For any ISV, SI, or company touching GenAI, your cloud sales partnership should be a significant part of your revenue plan. But despite its potential, it can be difficult to get company buy-in. What are the keys to gaining traction internally and gaining more investment in cloud sales? Organization and impact. Partnership teams that can clearly illustrate the benefits of their partnerships will secure more investment. More investment means more resources to further scale their cloud sales efforts. Learn how your team can demonstrate the revenue impact from cloud sales at our virtual Cloud Sales Readiness Tour on June 26th (registration link in the comments below). Join in, lets plan and then work the plan. #cloudsales #partnerships #GTMstrategy

34

1 Comment

Do your B2B salespeople spend too much of their time juggling multiple tools, trying to piece together insights needed to help them close deals? If so, Demandbase has some exciting news for you… From today, Demandbase One™ and Gong users can seamlessly integrate their data into their daily workflows. This means: ✅ Enhanced sales intelligence ✅ Streamlined user experience ✅ Tighter sales and marketing alignment As this integration evolves, sellers can leverage Demandbase One™ within Gong for detailed insights including intent data, website activity, and overall engagement tailored to their target accounts and contacts. Ready to get started? Discover how you can integrate Demandbase One™ with your preferred marketing and sales technologies here: https://bit.ly/4bqBMXk

15

In today's volatile B2B market, nearly every sales compensation design choice carries significant risk. Benchmark your sales compensation strategy against 145 cross-industry B2B sales orgs around the world using this infographic by Gartner. Gartner for Sales | #GartnerSales #B2BSales #SalesStrategy

1

Gartner's recent survey of 1,026 B2B sellers sheds light on essential skills for success in the evolving B2B landscape. Key findings reveal that alongside AI partnership, competencies like tactical flexibility and mentalizing significantly boost quota attainment. Tactical flexibility can enhance this by 3.4 times, while mentalizing shows a 2.9 times increase. Check out valuable insights for professionals navigating the changing B2B selling environment.

28