Sai Koppala

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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Does the state of your metadata matter for AI preparedness? TL;DL: Yes. But I still encourage you to listen to this insightful podcast episode from the Traction Complete team interviewing our very own Michael Bogan and Rob Acker.

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Marc Rebillet is shooting robes out of a cannon at the Google developer conference while demoing the Generative AI DJ features. Product launches do not need to be boring. Tightly scripted, highly produced, pre-made product content is OUT. Next level stuff at Google IO (#googleio). And this is just to warm up the crowd. After this and yesterday's very live (warts and all) approach to OpenAI's product launches.. I think its clear that authenticity and the "real" is easier for consumers to connect to than the tightly scripted (show-no-flaws) approach that Apple took with the recent iPad launch event. To my eye, I think everyone should strive to show more humanity and be open to show flaws in these comms. Especially when the world is shifting to a place where it's harder to tell generated AI content from real, human-produced content. #productmarketing

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Great dinner and discussion on the cutting edge of outbound automation and signals. Two nuggets from the discussion: 1) Email deliverability is especially critical for GTM motions with large scale outbound automation (usually selling to SMBs and wide TAM). There doesn’t seem to be a silver bullet, and banking on one deliverability vendor / approach is risky. 2) Bulllish on signals and automation for up-market GTM motions, but needs to be done thoughtfully. Likely keeping reps in the driver’s seat and less end-to-end automation.

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Want to learn more about the role of the business user in low-code. Watch this fun episode of Low down on Low-code!

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Be sure to register for this upcoming webinar with my colleague Grant Spradlin for a deep dive into the state of enterprise LLM adoption and why enterprise teams are leveraging multiple LLMs and inference providers.

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Looking for a Gen AI solution for marketing - that actually works AND helps you 👀 ? Then check out 👉 RevSure (enters the room). I'm a super fan of what Deepinder is building at RevSure. I just saw a demo of RevSure's GenAI bot- "Reli". You can ask it questions like, "How many leads did I generate from a campaign?" to complex ones like "What is the next best touch for this lead?" It provides amazing summaries and dashboards in just a few seconds. You should check it out, it's cool. 😎 🤖 Watch Video: https://lnkd.in/eZs2-9Ja

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A few thoughts on the SalesTech. I think we're heading towards a "buyer-led" era, where sellers no longer hold all power to close deals. Both founders and investors should move away from a seller-centric approach and focus on the buyer (classic example Hetz Ventures PortCo: Aligned).

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Are you looking at the SaaS Metrics that investors want to see🤔? CAC, Rule of 40, SaaS Magic number, Net retention rate, ARR... yeah you know them all🥳 We at Younium are conducting a survey that aims to shed light on the metrics SaaS companies are currently prioritizing and how these align with what investors are seeking. By participating in this survey, you will contribute to valuable data and insights that will benefit the SaaS community. We will share the results of the survey with participants, providing guidance through the complex landscape of metrics and helping you navigate your growth objectives. CXO in SaaS- give your input🙏🏻 https://lnkd.in/dTcmVh9j

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I couldn't agree more Jon Miller! It's time to rethink the B2B marketing playbook. The old model of collecting leads with gated content doesn't work. And we have over-rotated on attribution, which breaks down rather than builds up the critical partnership between marketing and sales. It is also time to revisit brand! But that's not a simple task. Companies need to dig deep to define a white space that solves a pain point, articulate their right to win, and ensure their brand emotionally resonates and engenders loyalty. #brand #b2bmarketing #outwiththeold

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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

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>50% of GTM leaders are prioritizing ecosystem-led growth in 2024. This change in focus is increasingly being reflected across the organizational hierarchy, with more emerging roles in partnerships and alliance management, while traditional sales and marketing roles are plateauing. No. This doesn’t mean that your sales organization is any less important. It just means that the nature of selling is evolving with the market. What is causing this shift? 1️⃣ Software buying is emulating retail buying experiences: As a digital-native millennial+ generation assumes more control over buying decisions, they’re looking for the same conveniences of self-serve, rep-free buying in eCommerce to play out in their B2B purchases. 2️⃣ Direct channels are offering diminishing returns: Most solutions are being actively qualified/disqualified much before your sellers get to interact with the prospect. G2 found that mid-market and enterprise buyers are more wary of sales interactions and instead prefer impartial sources (e.g., partner recommendations, marketplaces) of vendor qualification. 3️⃣ Evolution of inclusive channels for software commerce  Traditionally, direct sales, partner-influenced sales, and PLG happened on disparate forums, giving buyers no single means to interact with multiple stakeholders. For vendors, deal mechanics (e.g., contracting, invoicing, billing) also happened across multiple tools. This was a standardization issue that is now being solved by commercial cloud marketplaces. Buyers now have more avenues to qualify vendors across multiple criteria, and sellers spend less time in operations before closing a deal. As the market evolves, deals will be closed on procurement-driven channels — i.e., channels that are equally invested in offering buyers more choices and the ability to evaluate and exercise more control over their spends, than the traditional outbound-focused channels we have all grown up knowing. Your sales organization will need more support than pipeline enablement. They need active participation from partnerships, product, systems integrators … the whole nine yards … to stand out from the noise and “assist” the prospect in making a choice. All of this is already in motion on cloud marketplaces, and we’re here to help you upgrade. Drop me or my team a note if you need help getting started. #partnership #alliance #cloud #marketplace #GTMstrategy #GTM

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I'm doing yet another product hunt launch: https://lnkd.in/esHrd4hX CalendarHunter helps you discover hidden meeting scheduling links like Calendly. CalendarHunter can help you find leads on Linkedin, Twitter, and Reddit. The tool is still early stage so any feedback is welcome. #ProductHunt #GrowthHacking

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There's gold in these hills: 👉 Investments in retention can double as acquisition vehicles 👉 Customers do all of the selling to the prospects who join the events 👉 You can do no wrong by doing right by your customers Timeless lessons, Drew Neisser.

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Looking forward to talking about this 🔥 🔥 🔥 topic - Gen AI Competitive Playbook to Boost Win Rates - faster, simpler and better...with my dear friend Sheevaun Thatcher, CPC

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After analyzing +100 buyer journeys in InfiniGrow I’m yet to find one that isn’t influenced by BOTH marketing and sales. Unfortunately, most GTM teams completely silo the two: 1. Clearly separate inbound (marketing) and outbound (sales) motions 2. Separate tools, budgets, reporting, or analytics for inbound and outbound 3. Simplistic single touch (first/last) view of your funnel, ignoring everything in between This siloing of inbound (marketing) & outbound (sales) is a symptom of a larger problem: a broken GTM motion. Here’s how you can start fixing your GTM: 🔄 Shift your mindset. Understand that inbound and outbound are an attribute of a single touch point in a complex account journey. 🤝 Unified ownership of your whole GTM funnel. Sales and marketing should work together to create a synergistic impact. 🎯 Marketing should be part (if not lead) the target account selection and prioritization. Leverage external & internal intent signals to improve the account selection, and then run air cover ABM campaigns to warm them up. 🏢 Adopt an account-based view. In B2B, you are selling to a company rather than a single person. 🚶‍♂️🚶‍♀️ Understand your persona journeys. You have a group of people who should go through your customer journey, which should be tailored specifically to each persona type. 🔍 Steer away from simplistic single-touch analytics. They drive you to the wrong conclusions because you are missing all the 99% touchpoints in between the first and last. 💡 Unify budgets and resources. Instead of forcing a budget separation, focus on which touchpoints provide more value to each persona at each funnel stage. 📊 Get a complete journey analytics solution. CRMs and old attribution tools weren’t built for this. The goal is to collect all the right data, clean, unify and structure it properly so you can see all the relevant touches in the buyer journey in one place. Your only real solution is to use a next gen attribution tool like InfiniGrow . I am aware that making this shift is challenging—you have to convince and collaborate with your sales, sales development, and leadership teams to make it work. We also know that egos will come into play when initiating that change. But changing your approach will make your GTM motion much more effective than it is right now. Will be happy to hear your ideas. 💬

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Today’s CRO has two main responsibilities: (1) Predictably hit the company’s revenue number every time. (2) Boost the productivity of revenue-impacting employees. AI cuts across both of these responsibilities. Predictive AI unlocks revenue forecasts with pinpoint precision. This enables CROs to hold their team accountable down to the dollar. Generative and Descriptive AI offer critical opportunities to boost productivity. With the right balance of features, reps and leaders can accomplish more than ever. The bottom line: An AI strategy is essential.

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Winning early GTM via founder led sales is an essential step in building a consequential start up. 🎯 But, while there are countless conferences focused on scaling GTM once you've hit a couple million in revenue, to date there hasn't been a conference focused on FOUNDER LED SALES and nailing the earliest days of GTM. 👀 😅 That ends now. 🙌 Pear VC has helped 100+ founders learn how to sell, how to build their 0-to-1 sales engine, how to get from $0 ARR to $1M ARR -- and now we're introducing the first ever GTM CONFERENCE for EARLY STAGE FOUNDERS. ⭐ "Zero to $1M: Winning Early GTM" will be held in San Francisco, CA this September 5th! ⭐ If you're at the idea 💡, pre-seed 🌰 , or seed stage 🌱 , this is the GTM conference for YOU. Come hear from Pear veterans, industry leaders, and successful repeat founders like Sanjit Biswas (Samsara and Cisco Meraki Co-founder and CEO), and leave with actionable guidance to supercharge your startup’s revenue from day 1. ​ ➡ APPLY NOW! Space is limited, and the early application deadline is July 15th. Pepe Agell and I will review applications on a rolling basis. 🚀 CANNOT WAIT TO SEE YOU THERE! 🚀 #earlystageGTM #zeroto1M #founderledsales

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Hey Friends, Today we're revealing the biggest launch in the history of Superhuman: reimagined for teams!! I would greatly appreciate your support if you could upvote us on Product Hunt https://lnkd.in/gX_b3PVi (if you haven't already, update your Superhuman version to get access the game-changing features)

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