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As the co-founder and CEO of Intellimize (acquired by Webflow), Guy brings a unique perspective from his journey through iconic companies like Microsoft, Yahoo, and Twitter, as well as his background in aerospace engineering. And then originally trained as an aerospace engineer. So really interesting kind of shift there.
Here are three customer journey practices for tapping this institutional, cross-functional wisdom. Implement a cross-functional voice of the customer (VOC) program to gather and sort input for shared understanding. A previous column showcased seven content strategies for using martech insight and talent to upsell and engage customers.
This post breaks down how leading revenue teams are cutting through the noise—triaging signals, mapping expansion paths, and building cross-functional systems to act. Whitespace Mapping: Your Hidden Revenue Engine Once you’ve identified expansion-worthy accounts, you need to map their whitespace.
These include internal linking, cross-selling and upselling, regional searches and volumes, filtering and trust builders. And some of these concepts can be reverse-engineered into more online success. The tables would be the shoe names with a photo of them and the selling points about who it is for.
With the data all in one place, they could increase customer margins while cross-selling and upselling their hero products by building sophisticated customer management and data capabilities. The software acts as both an omnichannel digital marketing platform and a personalization engine.
For instance, if you’re selling software that makes it easier for banks to underwrite mortgages, content that tells banks how your product can ultimately benefit first-time home buyers is golden. Bringing in experts from cross-disciplinary industries. Going broad can be achieved by bringing other people into your content strategy.
The importance of cross-functional stream teams for accelerating GTM initiatives. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. And I also have the industry principles here because we’re a vertical market and we sell into the real estate industry.
The importance of cross-functional stream teams for accelerating GTM initiatives. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. And I also have the industry principles here because we’re a vertical market and we sell into the real estate industry.
To stay ahead, sales ops leaders must embrace new technology, rethink traditional processes, and focus on data quality, automation, and cross-team alignment. RevOps unites sales, marketing, and customer success operations under one strategy to optimize the entire revenue engine.
Invented in 1995 by a 24 year-old engineer at Netscape (the first commercial web browser), the cookie was supposed to be a tool for filling online shopping carts. Apple’s Safari browser (24% share) started to phase out cookies and other forms of cross-site tracking in 2017. In other words, there is no short-cut to trust.
Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.
Master it, and you’ll outperform 83% of your peers. Learning #4: The Equity vs. Bootstrap Reality – Paying for Growth Has Hidden Costs The data reveals a fascinating paradox in B2B funding strategies. But that window is widening as funding markets have slowed.
Has Quitting Culture Now Crossed Into Founder CEOs? #3. What It Really Takes to Sell To Developers and Engineers with CRO @ Komodor #5. Top Posts: #1. Should We Still Do 1-on-1s? 93% of You Say Yes #2. Webinars Almost Always Work. If You Really Commit. Start Next Week. #4. 5 Interesting Learnings from Twilio at $4.5
👉 10 Things Deel Did to Get from $1M to $100M ARR in 20 Months Deel recently announced it had crossed $1 billion in ARR, joining the exclusive club of B2B companies that have reached true unicorn revenue status. The Lesson : Revenue Operations isn’t overhead—it’s the engine that makes sales scale possible.
Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?
In the latest episode of SaaStr’s CRO Confidential Series, our host Sam Blond sits down with Ron Gabrisko, CRO of Databricks , to unpack the journey from $1M in ARR to crossing $3B ARR at the end of January 2025. For context,Ron has an MBA and a master’s in engineering from Stanford. You gotta know the product cold.)
Cross-platform digital and TV distribution. This is not financial engineering. Because in a world where trust, loyalty and strategic influence drive growth — your GTM engine may be the company’s most valuable asset. A 90-second montage with no product pitch. Causal chain : 50M+ views in the first week.
Why it’s useful: Cross-sell and upsell email performance hinges on relevance. This native integration removes the need for separate recommendation engines or custom development your emails can serve dynamic, data-driven suggestions in one drag-and-drop block. Enhanced cross-channel reporting and link tracking What is it?
Yes, Atlassian’s roots are selling to developers. Seat Expansion Driving Growth, Along with Cross-Sell of New Products Long live per-seat models and pricing! The Atlassian engine just keeps on running. 50% of Users on Business “Side”, 50% Technical An interesting breakdown across their core products.
Enablement focusing on content management Through marketing and sales team collaboration, B2B sales enablement teams can turn their attention to: Content marketing: Developing detailed assets that can be leveraged for account-based selling, ad-hoc prospect and customer engagement, and content management.
These agents are configured with Salesforce data, its Atlas Reasoning Engine that plans, evaluates, and refines actions, and industry-specific data models for banks, lenders, insurers, and wealth and asset managers using the trusted AI Einstein platform.
For example, the architect or engineers had to approve our products so they fit their design, and the building owner needed to understand the ROI, and the contractor had to install the product. However, if you don’t make time to understand them, you could be leaving revenue on the table.
Here’s an example: A software engineer at a major airline tries out a new SaaS product it’s a snippet of code that records the sessions of people who visit the airline’s website. It’s easy enough for the engineer to use on their own, and they find value in it. Fantastic that’s an essential first step.
” Cross-selling generates $5M+ in new monthly revenue – Rippling’s cross-sell motion alone drives over $5 million in net new ARR each month before counting any new customer acquisitions. In the world of SaaS, conventional wisdom has long dictated that focus is paramount.
If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling. For example, say you sell commercial property insurance. SDRs & Sales Reps: LinkedIn is the perfect playground for social selling. Forget cold calling as your only tool.
Building blocks exist, from recommendation engines that serve personalized product listings to chatbots that drive automated customer engagement. Picture an AI solution provider coming in with a robust platform but little understanding of your specific market, your brand’s unique selling propositions or your internal data structures.
This enables seamless cross-platform automation for tasks like data synchronization and notifications. This new payment option gives customers more wiggle room and it’s a major talking point for our sales teams because it’s a core part of how they’re selling. That directly fuels our sales engine.
They orchestrate deals, bringing in execs, solution engineers, and cross-functional allies. Invest in technical excellence early Solutions engineers are your secret weapon as complexity grows. Standing up a strong solutions engineering function became critical to navigating larger, more complex deals.
Sales enablement is all about providing sales teams with the content, tools, training, and support they need to sell effectively. This function handles the behind-the-scenes mechanics so that sales teams can focus their time on selling. What is sales enablement? Want to cut quote time and close more deals?
Once marketers hit the limit of return on ad spend in these channels, though, leveraging cookies (or even other identifiers) to measure their programmatic, cross-site advertising will be a challenge. This approach ensures that ads arent just seen but also feel like an organic part of the viewing experience.
They work with startups and scaling businesses to help take HR off your plate, so you can stay focused on building product, growing revenue, and hiring great people – the go-to-market engine. You need to make sure that you’re not crossing your wires. at an earlier stage, you just have to take big swings.
Manufacturing sales teams face long deal cycles with cross-functional buying committees who have complex product requirements. Personalization at scale – Sales outreach adapts to the buyer role (think engineer vs. procurement). Onboarding & coaching – New hires ramp in 30–60 days using structured, role-based content.
Dennis Lyandres: Okay, so Sophie Buonassisi: when it comes to cross vertical software and ai, [00:04:00] what are you really advising founders on today? And the we’re going all in is I’m just only gonna hire AI marketers, prompt engineers, and Go-To-Market engineers. So Sophie Buonassisi: I love it.
Ray Smith: Yeah, so I’m obviously on the kind of engineering or product development side. So that’s kind of in my work, but that’s in the product development and engineering space. And my head of engineering is like, Ray, get your head out of the clouds. Frankly, what I see customers do blows my mind.
Whether you’re selling products or services, online stores give you reach. A storefront builder is a tool or platform that allows users to create and manage an online store that functions as a digital storefront to sell products or services online. What is a storefront builder template?
And that is something somewhat counterintuitive: It may be easier to sell your second product to new customers than your existing ones. We’ve all learned we need to generally bring second products to market earlier than before, often as early as $10m ARR, to keep the engine going. That may be an easier sell.
At Owner, selling ~$10K ACV deals to tiny businesses that “don’t typically buy software,” the AI transformation has been mission-critical. Digital Sales Engineers (SEs) that join every customer call. Meanwhile, others are seeing 3-4x productivity increases per rep through intelligent automation.
The problem is that since PMing is an investment that doesn’t directly produce revenue, it can be a tough sell. If you are a 25+ person team with multiple cross-functional groups, for example. That is usually because folks aren’t accustomed to seeing PMs in marketing teams. Most marketing efforts change hands multiple times.
The Multi-Product Growth Engine: Why “Say No to 95%” Doesn’t Work at Enterprise Scale Most SaaS advice tells founders to focus ruthlessly and say no to 95% of requests. Today, when any customer has a problem, engineers still drop everything to help resolve it.
And Lycos, which was one of the first search engines had, was located outside the Boston area. And I went to sell advertising solutions for them and I really enjoyed, you know, matching. audiences that were on Lycos, platforms to what an advertiser was looking to do sell their products. Is it partners, is it agencies?
Our programming team built a context engine using Large Language Models (LLM). This functionality of the tool became our unique selling point (USP) and users started outputting personalized content. If you want to sell your product, you should be well-versed in convincing people why they/their company needs it.
Jeff Perry is a truly iconic revenue leader and the Chief Revenue Officer (CRO) at Carta, responsible for core software revenue across New Business, Upsell, CrossSell, and Customer Success. Why and when to build a solutions engineering team. Discussed in this Episode: How to turn coworkers into mentorsand why it matters.
months is reshaping how software gets built TL;DR: The New Dev Platform Reality In June 2025, Replit CEO Amjad Masad dropped a bombshell on X: his company had crossed $100M ARR, up from just $10M at the end of 2024. The platform essentially sells itself through viral project sharing and template libraries.
Create Multiple Revenue Expansion Levers : Successful SaaS businesses need multiple ways to increase customer lifetime valuenew products, tiered pricing, usage-based components, and cross-sells. But also — they had to radically expand their platforms, and go upmarket, to keep that engine going.
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