Seth Besmertnik

I see an industry wide need to include more functions and teams in the GTM motion, this one reflects pretty closely to what I have in mind https://lnkd.in/ek2iCWXb

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Churn is the nemesis we all face in subscription business. This article tackles a critical truth: a leaky bucket drains your resources and inhibits growth. New customer acquisition should complement retention, not be the primary desperation. The article highlights two types of churn—voluntary and involuntary—and illustrates the importance of addressing this from the onboarding phase onwards. Why waste resources chasing new customers when elevating the experience for current users can deliver exponential value? Let’s turn the lens on how we engage and retain our customers. What strategies have you found effective in thwarting churn in your business? Share your thoughts. By the way, if you want to sharpen your business skills in record time, check out the 5 Minute Founders newsletter. A great way to pack in the benefits of full business books in just 5 minutes. https://lnkd.in/eF98xRPs

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💡🗓️ With some of my favorite GTM conferences coming up in November, Marketing Ops Community's Mops-Apalooza 2024, CMO Huddles's CMO Super Huddle, and GTM Partners's Better Together 2024, I’m inspired to share how to overcome one of GTM Ops’s most common problems, data chaos. I’ve seen firsthand how chaos can unfold when data is scattered across various systems, especially when manual input is involved. This can lead to errors and inefficiencies, making it difficult to make informed decisions. To tackle this issue, I’ve found that conducting a process mapping exercise for your revenue technology stack can be a game changer. It helps you understand how data flows through your organization and highlights areas that require attention. Step 1: Data Collection Start by gathering all relevant data from your different sources, like CRM systems, marketing platforms, and financial tools. It’s crucial to ensure that the data you’re collecting is accurate and truly relevant to your go-to-market strategies. Step 2: Visual Representation Once you have the data, turn it into a visual format. Creating flowcharts or diagrams can make complex information much easier to digest. This step is about clarifying connections and helping your team understand how everything fits together. Step 3: Identifying Gaps and Redundancies With a clear visual representation in hand, look for gaps and redundancies. Are there areas where data is duplicated or not flowing properly? Identifying these inefficiencies is key to improving your operations. Step 4: Improving Efficiency Finally, use what you’ve learned to find opportunities for improvement. Whether it’s streamlining processes, automating tasks, or consolidating data sources, taking action on these insights can greatly enhance your data integrity and help your team make better decisions. In the end, managing data chaos doesn’t have to feel overwhelming. By embracing a process mapping exercise and visualizing your findings, you can drive efficiency and set your organization up for sustainable growth. You’ve got this! #MarketingOps #GTM #MarketingOperations #MOpsCommunity #OpsLeaders #MarketingOpsMatters #CMOCommunity

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When you’re ready to start scaling your marketplace, you have three key decisions to make: 1. Decide *how* you’ll scale (new location, new category, or new user group) 2. Choose *which market* you’ll scale to 3. Decide whether you’ll need to raise funding and choose how you’ll go about it. Each one is a big, high-stakes call to make. In my latest article, I’ll do my best to help you arrive at the right decisions and create a scaling playbook that will help you reach your goals. Link in the comments! https://lnkd.in/dPCY6XM7

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Sometimes we work with some legendary marketers and Jon Miller is next level. I really enjoyed working with Jon when he was at Engagio and Demandbase when we had the privilege of calling him a Velocity client. The interview he has with Stan Woods is exceptional. Read it on our blog our the synopsis on our Velocity Partners page - honestly it is rich with nuggets, takeaways and a clear direction of travel for B2B marketers to put into practice. #b2bmarketing #b2bcontent #b2bCMOs #b2bCEOs

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There’s a dramatic divide in how GTM teams are setting up signal-driven outbound. Some teams are thrilled with a 2% conversion rate, and others expect 20%. Here’s why: It comes down to whether your motion is for SMBs or MM / ENT. Companies selling to SMBs have a massive TAM. Using Bluebirds, we found ~500k accounts in the US with less than 200 employees. With smaller ACVs and this large of a TAM, SMB motions need to rely on automation to make the economics work. Here are the benchmarks at an account level: - 0.3% meeting rate with just email sequences, no signals - 1% meeting rate with email sequences that are signal-driven (job change, job postings, fundraising, etc.) - 3% to 5% meeting rate with email, call, connection requests and signals It’s difficult to scale beyond these benchmarks without smaller territories and higher-touch rep involvement, which breaks the unit economics. Luckily this works really well if you can automatically touch thousands of accounts per week using tools like Smartleads, Bluebirds, Clay, dozens of inboxes, Orum / Nooks, etc. On the flip side, companies selling to MM / ENT have a much tighter TAM of ~50k accounts. After tiering, reps might be responsible for 100-200 accounts and need to drive $30k+ ACVs. Three VP of Sales running this GTM motion said they expect their reps to convert at a 15-30% meeting book rate, within 2 weeks of working an account. These teams still want signals to improve productivity and know where to focus, but don’t wan’t extreme outbound automation. Their tech stack looks more traditional, using Outreach instead of Smartleads, a moderate number of inboxes, and something like Bluebirds for signals. One approach isn’t better than the other, it just depends on your GTM motion. Feels like this nuance has been glossed over in the signal-driven outbound conversation on LinkedIn.

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Hey all 👋 I could use some help from GTM leaders/saas folks... Who is the best *marketing leader/head of marketing* you've ever worked with? For context, we're looking to bring in a Head of Marketing here at Circle to join our GTM leadership team. We're currently approaching $25M in ARR and growing fast (~100% y-o-y). This marketing leader will help us continue to scale to $100M+ in ARR. I'm biased, of course — but this can truly be a career-defining opportunity for the right person. —You'll get to shape how we tell the story of *3* brand new products that we're bringing to market this year. —The product is fantastic. Our product/engineering teams are the best I've ever worked with. The customers are the best I've ever worked with. You have all the raw materials necessary to do truly great marketing. We're already growing fast. You'll just help us go faster. —There are lots of new channels and untapped opportunities to go after. So there's plenty of room to come in and make an immediate impact. —This role sits on our leadership team. It's a group of the highest potential GTM leaders I've ever worked with. And we're ready to truly invest in product marketing as a function. — There's LOTS of momentum in the business. Our leading indicators like pipeline, win rates, word-of-mouth, NPS, retention, etc. are all really strong and getting better week-over-week. If you know a truly great marketing leader - I'd love to connect with them. I'd be grateful if you could tag them below or shoot me a DM. And if no one comes to mind, I'd be grateful if you could share this post for a bit of reach. Thanks! 🙏 Here's the JD: https://lnkd.in/e5fzB7T6

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Prime Big Deal Days has begun. Here’s what you can do now. 💡 Guiding principal: Every Prime Day shatters previous sales records. Bonus principle: It’s not too late. Here are some last-minute checks and hacks for both sellers and shoppers. For Sellers: -> Verify coupons are running. (It’s not to late to run them!) -> Adjust your account level and campaign level budgets if you have them. If your ads are optimized, you want to spend more. -> Consider pausing your lowest performing ad campaigns. Focus on higher ROAS campaigns. -> Test promo codes. Take them all the way to checkout. They fail often. -> Leverage “Prime Day” heavily in your outreach. Amazon has already “primed” customers. Ride that marketing wave. -> Consider the “oh I forgot method”. Run a 10% off coupon on your entire catalog, and send out a flash sale email. Do it now. *Pro Tip: Coupons go live very quickly For Shoppers. -> That slushie machine is only a good deal if you like slushies. -> Prioritize *toys* from your holiday shopping lists. They are the first thing to sell out on Black Friday. -> Double check big buys on Walmart, Target, Best Buy, etc. They are running big deal events this week as well. -> Don’t forget about Amazon Warehouse Deals. Type "Amazon warehouse" into the search bar. -> If you don’t have a prime membership, consider getting one; you can cancel during the 30 day trial period. -> Consider loading your cart and executing all at once at sale end. That can prevent this from becoming a 2-day blackout you regret for months. -> Did we talk about the slushie machine? What Prime Day hacks am I missing? Which one of you is dipping into your kids’ college fund to buy viral TikTok gadgets? (You know you’re out there.) ——— 🔹 We increase velocity in Whole Foods, Walmart, Target, Walgreens, CVS, Kroger, Sam's, COSTCO, and lots of other cool retailers. 🔹 We grow brands on Amazon. #cpg #cpggrowth #retailgrowth #retailvelocity #omnichannel #retail #amazonagency #retailmedia #shoppermarketing #instacart #grocery #egrocery

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Despite tightening marketing budgets, in-person events continue to be a core marketing channel for B2B SaaS companies. According to Sagefrog Marketing Group, LLC, in person trade shows and events are the leading area of marketing spend for 2024, with 38% percent of respondents saying that exhibiting or sponsoring in-person conferences will be a tactic they employ. It’s clear marketers understand the value but with budget pressures and a move towards efficient and sustainable growth, 41% say the pressure to prove the value of their marketing efforts is high. For events in particular, justifying the spend and proving the ROI is more important than ever. In our latest blog post, we look at the different ways to sponsor events, why events remain a core B2B SaaS marketing channel, and run through three ways to measure the ROI of your event marketing efforts. Blog post first in comments section. How are you measuring ROI for Events? #Events #conferences #ROI #marketing #saas #B2B #saastock2024

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At Mahdlo Executive Advisors we approach revenue as a 1-2 punch with sales and marketing alignment. RevOps metrics are foundational to driving sustainable growth, revenue, and a cohesive brand experience. When marketing and RevOps metrics are aligned, we better understand customer needs and adapt strategies to deliver the experiences that strengthen brand loyalty. #revops #marketingstrategy #revenuegrowth #cmo #csuite #cro #growthmarketing

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I absolutely loved Albert Cheng's "Growth Teams" session at PLGTM.com Summit. It’s not just about hiring—it’s about finding the right balance of skills. From data fluency to cross-functional collaboration, there are key traits that can make or break your team’s success. Albert breaks down the essential traits that make a growth team thrive. In this article, you’ll learn about the first critical hires to supercharge your growth and much more. Dive in and learn how to scale your team for impact https://lnkd.in/eGbXq2kw... This weeks edition of PLGTM Insider features hot new jobs from Nylas and OpenAI.

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CEO COMPENSATIONS - Adam Foroughi, CEO of AppLovin, earned $83.4 million in 2023, 795 times the median pay of the company's employees. - The median compensation for S&P 500 CEOs in 2023 was $15.2 million, with a median CEO-to-worker pay ratio of 194 to 1. - Unity Software's two CEOs had a combined pay ratio of 224 to 1 compared to their employees. - CEO pay is increasingly diverging from employee salaries, largely due to stock compensation. - Some CEOs, like Michael Barrett of Magnite (29 to 1) and Adam Singolda of Taboola (44 to 1), have lower pay ratios compared to the industry average. Article by ADWEEK : https://lnkd.in/g_N9a-V6 ✉️Sign up for the Marketecture Media newsletter: https://lnkd.in/gm85yuaf

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Have you ever looked for theory that can answer - how to approach investors - what kind of product to build first - how you’ll defend the company against competitors This new article from CDA partner, Kevin Maney extends Steven Johnson's writing from the book Emergence to #CategoryDesign. All #Startups and #VentureCapital teams should dig in. (link to article in comments)

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Marketers often discuss the transformation from sales-led to buyer-led models, but I was curious about how this paradigm shift impacts the sales organization. What is the role of sales in our new buyer-led environment? What new responsibilities do these changes bring? To explore this, I sat down with Gal Aga, a seasoned sales leader turned startup founder. Gal shared his philosophy, successfully implemented at Aligned, that helps his team reduce sales cycles and win more. Some of his key points: 1. Facilitate the Buying Process: Sales teams should help prospects make informed decisions and support them in internal tasks like requirement specs and CFO approval. 2. Shift to Buyer-Enablement: As power shifts from sellers to buyers, our enablement efforts should focus on empowering the buyer. 3. Do Better, Not More: Emphasize quality over quantity—a qualitative approach over a quantitative one. Tune in to our full discussion for more insights to help you lay the foundations for a successful 2025.

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Yesterday, I ran a GTMsession for GTMfund portfolio company founders and their executive teams with the brand and content marketing legend, Udi Ledergor 🏳‍🌈. (🤔 GTM what now? GTMfund… GTMnow…) Yes, we have more words attached to the acronym GTM, though not widely talked about since they’re internal. GTMsessions are monthly private digital live sessions on various go-to-market topics, led by an executive operator who is an expert in the field. They’re available to GTMfund portfolio companies and their executive teams. Being closed-door and not open to the public, these sessions allow any and all questions to be comfortably asked, the conversation tailored to be hyper-specific to startups and their current concerns, questions, etc. We didn't even get through half of the moderated points that I had prepared because the questions for Udi just kept rolling in (a good thing, that's the point of these sessions). Udi dropped some 🔥 insights that we’ll share more on later, but for now, Stan Rymkiewicz nailed summarizing key takeaways on how Gong thinks about content creation and distribution that I've dropped in the comments. One key pain point discussed in the session was the challenge of keeping up with the ever-changing landscape of content marketing. It often feels like by the time one strategy is implemented, its effectiveness has already diminished. So, what’s next? How do you stay ahead of the curve? Since GTMsessions are private, their recordings aren’t shared openly. However, the feedback was so phenomenal that we knew other revenue leaders could benefit from the conversation. If you’re a revenue leader looking to understand the future of content marketing and stay ahead of the curve: Join me for a GTMnow digital live event with Udi Ledergor 🏳‍🌈 , Jon Miller, and Pete Lorenco. You'll learn from them how to stay two steps ahead and walk away with content tactics and inspiration. 🗓 June 18th at 10:00 AM PST / 1:00 PM EST 👉 To register: https://lnkd.in/gsdsai23 (pictured here: two passionate hand talkers 👋 )

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Check out the latest #TheGTMPack episode below 👇🏾 Al Sargent is a tenured #ProductMarketing leader who gives us leadership insights. It's never easy taking over an existing team as a new leader, figuring out how to measure PMM effectiveness, & creating an environment that gets the best out of your team. #gtm #b2b #pmm

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Disruption and change are two constants in today's business landscape, no matter your industry. Revenue teams need tools that help them pivot quickly and adapt to change, and according to Seismic's new survey of GTM leaders, 84% are investing more in enablement tech next year due to the ability to ensure consistency between leadership’s strategy and activity in the field. Enter Seismic Programs, now generally available as part of our Fall 2024 Product Release. Seismic Programs empowers revenue enablement teams to improve business agility, align with broader goals, and validate their field activities' success. #seismic #futureofenablement #aidrivensales #ai   Learn more about Programs and our Fall Release at the link below:  https://lnkd.in/gVSERaCp

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