Sachin Wadhawan

Dive into the details of NetApp’s evolving AI go-to-market strategy. Learn how NetApp® plans to continue the AI journey with a renewed focus and responsibility in the new fiscal year. https://ntap.com/44xLHZf

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This was a fun and insightful interview with Sami Ellong & Jarod Greene. Here is what I took away: Samy believes that the shift from traditional demos to discovery and understanding underlying business problems will be a game-changer in 2024 and beyond. Changing expectations and mindsets around demos as the first interaction will require time and effort. Sales teams that can gather and share valuable insights will build a strong case for discovery-driven selling. Samy emphasizes the importance of tight alignment between R&D, product teams, and customer success. A platform that captures customer insights and feedback ensures product development is driven by actual market needs. The pod selling approach, with AEs, SEs, and customer success teams working together, is becoming increasingly important. Defining clear swim lanes and setting up each role for success enables teams to retain and expand revenue effectively. These points highlight the evolving sales landscape and the crucial role of understanding customer needs and fostering collaboration between teams. A solution like Vivun can help organizations navigate these changes and achieve long-term success by facilitating discovery, alignment, and customer-driven insights.

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In a cloud-centric business landscape, ISVs are turning to cloud alliances and Marketplaces to win customers. But it's not easy for alliances leaders to stand out in a crowded ecosystem and establish scale. Want to navigate the critical milestones of Cloud GTM success? 🧭 Justin Eddy & Garry Young joined us earlier this week to lay out the pathway. Watch the replay here: https://lnkd.in/gw6pV99M

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Most people know what 'guided selling' is. But are you familiar with 'guided configuration?' In this blog post, by Configit Senior Sales Engineer Tom Davidson explains the similarities and differences between guided selling and guided configuration, what can and cannot be achieved with each, and a short demo showing a guided configuration solution in action. Check it out here ➡️ https://ow.ly/SEJG30sBKp5 #guidedconfiguration #guidedconfiguration #complexproduct

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Many organizations still use rolling restarts to fix problems, but it simply isn’t acceptable anymore. Check out Sumo Logic CEO Joe Kim's latest blog to learn why standards for #observability and #reliability are changing and what you need to stay ahead.

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Why #HPE GreenLake for Block Storage? Review this solution brief to find out! 👀 It delivers a cloud operational experience, self-service agility, and more. With it, you can focus on accelerating outcomes rather than managing infrastructure. Contact ClemTech LLC to explore this solution.

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Shoutout to Futuriom for their impressive work on the second edition of their landmark "Cloud Cost Management and FinOps for the AI Era" report. One of the report's big highlights this year is the trend toward visibility and the need for cost showbacks. And we paraphrase: "…A fundamental step in building a CCM practice is being able to show stakeholders the implications of their actions. Here is where tools providing deeper visibility into cloud costs help. In this bucket, companies such as… Yotascale… provide the ability for financial leaders to allocate cloud costs by business unit. These costs can provide showback to those responsible for incurring the charges. "These capabilities are such a fundamental building block of an effective CCM practice that large vendors such as IBM (Apptio), Broadcom (CloudHealth by VMware) and Flexera (Snow Software) have acquired companies in this space." Be sure to check out the full report from Futuriom for more. Link in the comments. #cloudcost #cloudcostmanagement #cloudcostoptimization #cloudfinops #cloudengineering #cloudcostintelligence #cloudroi #mlops #aiops 

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Wilmac Technologies is thrilled to announce the launch of Continuity Replay Cloud! Continuity Replay Cloud is designed to revolutionize the way organizations manage and access their customer interactions data. With this cutting-edge solution, you can ensure seamless data continuity, robust security, and unparalleled accessibility of your data from anywhere in the world. CR was originally built from our customers request to fit a niche need. We are proud how far it has come, and even more excited about where it's going! This is just the first step, and building a pure SaaS cloud solution has been very exciting for us. Key Features: Integration: Gather customer interactions data from various silos, including voice, chat, text, email and more. Our solution ensures all your data is unified and easily accessible in one place. Data Continuity: Never worry about data loss or downtime again. Our cloud solution ensures your data is always available, no matter what. Robust Security: Protect your sensitive information with our advanced security protocols and compliance standards. Accessibility: Access your data from anywhere, at any time, with just a few clicks. Whether you're in the office or on the go, Continuity Replay Cloud keeps you connected. A big thank you to Bob Pease and our phenomenal dev team. These guys worked tirelessly on the development of CRC. This growing team is such a key cog to the Wilmac machine! At Wilmac, we're embracing the future of data management. Let's make data continuity simpler, safer, and smarter! #WilmacTechnologies #ContinuityReplayCloud #DataManagement #CloudSolutions #Innovation #TechNews https://lnkd.in/e67sNFU4

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Chat GPT, what does Ted Lasso have to do with Ransomware? 😂 Ted Lasso himself doesn't have any direct connection to ransomware, but if we're imagining him in the context of Rubrik Forward, where Rubrik deals with data management and protection, there could be a tangential link. In a hypothetical scenario, Ted Lasso might bring his characteristic optimism, team-building skills, and unconventional problem-solving approach to a situation involving ransomware. While he might not be a cybersecurity expert himself, he could play a role in fostering a positive and collaborative environment within the company to address the issue. For example: Team Morale: Ted could help maintain team morale during a ransomware attack, emphasizing the importance of staying calm, working together, and focusing on solutions rather than dwelling on the problem. Adaptability: Ted's ability to adapt to new challenges could inspire the team to quickly pivot and implement contingency plans to mitigate the impact of ransomware. Communication: Ted's emphasis on effective communication could facilitate clear and transparent communication within the company and with external stakeholders during a ransomware incident. Learning and Growth: Ted's approach to learning and personal growth could encourage the team to learn from the ransomware incident, identify areas for improvement in their cybersecurity practices, and implement proactive measures to prevent future attacks. While Ted Lasso himself might not be directly involved in combating ransomware, his leadership style and positive influence could contribute to the overall resilience of the team and the organization in the face of cybersecurity challenges.

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“𝗥𝗲𝘃𝗢𝗽𝘀 𝗵𝗲𝗹𝗽𝗲𝗱 𝗺𝗲 𝘀𝗲𝗲 𝘄𝗮𝘆𝘀 𝘄𝗲 𝗰𝗼𝘂𝗹𝗱 𝗽𝗲𝗿𝗳𝗼𝗿𝗺 𝗮𝘀 𝗮𝗻 𝗼𝗿𝗴𝗮𝗻𝗶𝘇𝗮𝘁𝗶𝗼𝗻 𝘄𝗶𝘁𝗵𝗼𝘂𝘁 𝗷𝘂𝘀𝘁 𝗮𝗱𝗱𝗶𝗻𝗴 𝗺𝗼𝗿𝗲 𝗿𝗲𝘀𝗼𝘂𝗿𝗰𝗲𝘀.” - Tim Strickland, Former CRO at ZoomInfo, now Advisory Partner at Summit Partners. This clip exemplifies to me what “Strategic RevOps” really means to me. In our last episode of 🎙𝗧𝗵𝗲 𝗥𝗲𝘃𝗢𝗽𝘀 𝗖𝗼𝗿𝗻𝗲𝗿🎙we talked to Tim and his former VP of RevOps, Scott Sutton, about the relationship between the CRO and RevOps. Interestingly, RevOps didn’t report to the CRO - They both reported to the President Reporting aside, Tim had a third-party organization that "𝘄𝗮𝘀𝗻’𝘁 𝗻𝗲𝗰𝗲𝘀𝘀𝗮𝗿𝗶𝗹𝘆 𝗴𝗼𝗶𝗻𝗴 𝘁𝗼 𝘁𝗲𝗹𝗹 𝗵𝗶𝗺 𝘄𝗵𝗮𝘁 𝗜 𝘄𝗮𝗻𝘁𝗲𝗱 𝘁𝗼 𝗵𝗲𝗮𝗿, 𝗯𝘂𝘁 𝗿𝗮𝘁𝗵𝗲𝗿 𝘄𝗵𝗮𝘁 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝘁𝗵𝗶𝗻𝗴 𝘄𝗮𝘀 𝗳𝗼𝗿 𝘁𝗵𝗲 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗮𝘁 𝗹𝗮𝗿𝗴𝗲." To do this, they built a team covering: - Capacity Planning - Compensation Planning - Quota Planning - Territory Planning - Sales Process - Systems Architecture - And, of course, Analytics This to me is a perfect example of why reactive systems admin is not enough to help CROs hit their revenue goals. (And this is why we’ve built our RevOps team in a similar way.) RevOps was there to build the Revenue Factory - To industrialized best practices - To create (almost) an assembly line of sales - And to operationalize their overall Go To Market In other words, finding ways to generate more revenue beyond just adding more headcount. Scott is now the CEO at Later, a $70M B2B SaaS company, and we also dove into how to scale this down for companies much smaller than ZoomInfo. Check out the full episode for more: 𝗦𝗽𝗼𝘁𝗶𝗳𝘆: https://spoti.fi/3VvpKax 𝗔𝗽𝗽𝗹𝗲: https://apple.co/4aRQoiq ✌️

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Robert Truesdell, Chief Product Officer at Pangea, has led product teams at companies like Netronome, Phantom Cyber, Splunk, and now Pangea. Trying to figure out how to support hybrid billing models and multiple GTM motions? Is that complexity compounding as you release multiple products? Rob and I recently sat down to talk about Pangea's monetization architecture and how they answered these questions internally. Many companies treat pricing & packaging as an afterthought, resulting in fragmented systems that drain engineering resources and restrict business agility. Pangea sets a different standard. From the start, Pangea focused on building systems for pricing & packaging that enhance business agility as the company grows. "We took it really seriously, really early… It's a value prop of our company — the ability to operate on pricing & packaging very efficiently & extract great insights. Whether you're building or buying this type of infrastructure, it only gets harder to solve later."🛠️ Their approach is super instructive for product and engineering leaders looking to support multiple go-to-market motions and hybrid billing models across multiple products. For a deeper dive into how Rob and his team designed their architecture, including their their metering system and price list management, check out the full episode. 🎥 Highly recommended for product & engineering leaders steering similar strategies.

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How Is “Doing Discovery” Like Bacon? Because bacon complements almost everything! Doing Discovery similarly complements and improves all sales and presales methodologies: MEDDIC? Oh, absolutely! MEDDPICC? You betcha! Challenger? Uh huh! N.E.A.T.? Yup! Customer-Centric? Oh yes! Sandler? Yum! Solution? Om nom nom! Conceptual? Miller Heiman? TAS? Value? SNAP? SPIN? Strategic? Command? Inbound? Baseline? Gap? Consultative? Yes, indeed! A tasty match in every case! (And, of course, it is the perfect mate to Great Demo! as well.) Doing Discovery is the umami to all the sales, presales, and customer success flavors. Add a delicious dash of Doing Discovery to your customer-facing recipes! https://lnkd.in/g28PXx55 (Also true for veggie bacon, of course. Same principle!)

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There has been some great conversation about VMWare as of late. Some of the best happened on this episode of The Bridge with Scott Kinka and Dustin Young of Enzu. LISTEN IN HERE: https://bit.ly/3U7Xed7

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Demo Don’t #10 Avoid Summarizing: “And the next really cool thing I want to show you is…” “I get paid to talk and click,” commented a presales practitioner. So, just talk and click from section to section, segment after segment, in a continuous verbal assault. Leave no pauses, offer no introductions, and don’t summarize after you complete an important segment. You want your delivery to be perceived as a firehose, furiously flinging features and functions frantically at your audience (frightening, frankly)! This SAD (Stunningly Awful Demo) tactic contributes wonderfully to cultivate confusion, add complexity, and generally bore your audience to tears. For maximum SAD effect, use this tactic in conjunction with long, linear, non-componentized, multiple-player, multi-product, multi-hour demos. You’ll have your audience turning away from your demo to browse on Amazon, “multitask” on other projects, check their phones, or explore the insides of their eyelids! Solution? Provide a crisp summary after each section of your demo, and a more comprehensive final summary at the end. Summarizing after each chunk also encourages a productive conversation to take place by providing a clear opportunity for questions, comments, or feedback from your prospect. This is #10 of The Stunningly Awful Demos Top Ten List – you can find all ten (plus a bonus) here! https://lnkd.in/eXbJAGPx You can find the full set of DO’s and DON’Ts in Great Demo!: https://lnkd.in/gHGQB_jG

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In case you looking for how to GTM with security profiles have a look at what Stefanie Hammond and Lewis Pope put together. There is a lot of growth and opportunity in cybersecurity 💪🙌🎉

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Great conversation with Joey Brodsky! Definitely one of the sharpest guys I know. I love his passion, drive and unique perspectives. I have followed his podcast for a long time and was super happy to be able to be a guest. I will share more insights from our time together but wanted to post a quick thank you to Joey and share the episode. #NextGenSales

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A poorly executed #customersuccess strategy will kill your #NRR for years to come. I've seen it first-hand too many times over the years. Here is how you deliver a well-executed CS strategy to drive great NRR and ultimately, business growth: 🛣️ 𝐔𝐬𝐞 𝐭𝐡𝐞 𝗗𝘆𝗻𝗮𝗺𝗶𝗰 𝐑𝐞𝐯𝐞𝐧𝐮𝐞 & 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐉𝐨𝐮𝐫𝐧𝐞𝐲 The first step in any customer success strategy is understanding the full & dynamic revenue & customer journey. This means not just knowing what your customers do, but why they do it. How and why did they buy your services? How do they move through their journey with you (rarely ina straight line!)? By understanding their motivations, you can better anticipate their needs and deliver solutions that truly add value. And don't forget, the old-school customer journey is not the standard anymore, you need to use the full, dynamic revenue & customer journey to get the full picture. This stretches from pre-sale to post-sale and allows for the customer to move in and out of journey phases/stages dynamically. 📈 𝐏𝐫𝐨𝐚𝐜𝐭𝐢𝐯𝐞 𝐄𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭 Customer success is not a reactive function. It's about being proactive, anticipating customer needs, and addressing them before they become issues. You have to ensure that your strategy is aligned around, and fosters, a proactive CS culture and process that allows your team to execute effectively. This not only improves customer satisfaction, but also reduces churn, and creates more expansion opportunities. Both key factors in improving NRR. 📊 𝐃𝐚𝐭𝐚-𝐃𝐫𝐢𝐯𝐞𝐧 𝐃𝐞𝐜𝐢𝐬𝐢𝐨𝐧 𝐌𝐚𝐤𝐢𝐧𝐠 In the #SaaS & #CS world, we have access to a wealth of data. By leveraging this data, we can make informed decisions that drive customer success. This could be anything from identifying usage patterns to predict churn, to understanding which features drive the most value for customers and beyond. And it needs to go beyond telemetry, usage etc. Also capture, track and understand customer goals and other qualitative data points. One problem is that this data is often siloed or hard to access, so make sure you have systems (like RevSetter) that can bridge that gap and allows CSMs to effectively action the data & insights. 🤝 𝐁𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐚 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫-𝐂𝐞𝐧𝐭𝐫𝐢𝐜 𝐂𝐮𝐥𝐭𝐮𝐫𝐞 Customer success should not be the responsibility of a single department. It should be ingrained in the company culture. When everyone in the organization understands the value of customer success, it becomes a strategic priority that drives business growth. This is why the dynamic revenue & customer journey, the engagement focus, and the proactive mindset are so important. When those are present - and a strategic & customer-centric approach is adopted by the CEO & leadership - the sky is the limit. Leverage these four building blocks and your CS strategy and execution will thank you for it ✅ *** 🛎️ If you enjoy my content, follow me for more ♻️ Repost to share with your network

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