Sam Mallikarjunan

It’s Friday, and I’m sure everyone is feeling the end-of-week fatigue. Nevertheless, I highly recommend taking a few minutes to read up on sales funnel fundamentals. Today, I had an amazing conversation with a potential customer. Guess what we discussed? How to optimize the sales funnel, which stages matter, what metrics to measure, and most importantly, how to detect bottlenecks as soon as they arise. Wishing everyone a great end to the week!

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Pro tip: Strategic #CRO answers business questions. Tactical CRO does not address business questions (e.g. CTA color). Doesn't mean tactical CRO doesn't have a place. And in fact, if you're just getting started, most CRO programs end up being tactical FIRST while the flywheel starts spinning. BUT, strategic #CRO drives impact. It helps get buy in for MORE testing. It answers critical business questions. And most importantly - it DOES take some freaking time to analyze and spin up!!! Want to learn more? Listen to the full episode out NOW: https://lnkd.in/gYbDfCqg #Experimentation #Optimization

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"The industry’s growth, once fueled by a relentless drive for innovation and differentiation, now sputters as most companies have what they need (and if they don’t, they’re making do). Average marketing budgets have fallen to 7.7% of overall company revenue in 2024, down from 9.1% in 2023, according to Gartner’s latest annual CMO Spend Survey. CMOs are living in an era of less." This article by Gene De Libero, CCXP caught my attention because it captured data around feelings I've had as I chat with various folks across the industry who have seen cutbacks across the board. This leads to a focus on customer retention and expansion, or chasing "differentiators" that come up in the tech hype cycle (hello again AI, and don't forget Crypto). Of the strategies outlined in here, I personally favour the education and thought leadership approach, but overall there's a strong play here in the strategies for composability and the ability to "add on" to the stack you already have.

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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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What do ~1,000 B2B SaaS companies tell us about churn in 2024? The trends are clear, and the stakes are high. Churn isn’t just a number—it’s a signal. A signal that companies need to act on before customers leave. 𝗞𝗲𝘆 𝗛𝗶𝗴𝗵𝗹𝗶𝗴𝗵𝘁𝘀: • Churn dropped to 𝟰.𝟮% in 2024 from 𝟰.𝟰% last year. • 𝟯.𝟱% voluntary churn vs. 𝟬.𝟳% involuntary churn. • ARPU of $𝟮𝟱-$𝟱𝟬 shows the highest churn at 𝟴.𝟳%. • Churn spikes to 𝟮𝟱% when decision-makers leave. • The first 3 months are critical: churn drops from 𝟭𝟬% to 𝟰% with the right onboarding strategies. How do you prevent churn before it happens? By spotting and acting on churn signals. UserMotion automate churn prediction, helping you keep at-risk customers and protect your revenue. 📥 See the full report and discover how to reduce churn: https://lnkd.in/dcn4jqJN

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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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Launching a new product? Here’s the truth: It’s not the launch that makes or breaks you—it’s what happens next. Great go-to-market plans don’t stop at Day 1. To measure your real success, focus on these three must-dos: ➡️ Define Success Metrics Early – No, not just sales. Think retention, engagement, and brand awareness. ➡️ Keep Testing – Market conditions change fast. Stay agile and tweak as you go. ➡️ Use Real-Time Feedback – The best plans are living, breathing, and adapting. A strong GTM strategy is never "set it and forget it." It’s a constant refinement to hit and exceed your goals. Want to see how leading brands crush their launches? Dive deeper here: https://bit.ly/45EGjnt

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Struggling to accurately measure your ABX impact? Our latest #WednesdayWisdom has the answers! Hear Jon Russo's wisdom on the metrics that really matter for CMOs stewarding the pipeline. 📈👇

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Finding high-potential accounts for ABM? Look at employee growth rates. Companies hiring like crazy in key departments are likely investing in innovation. Target these fast-growing teams for your ABM efforts. 🧵✨ Here's how we do ABM at Side Kick 🤖 https://lnkd.in/gfcKMAfc #ABM #GrowthHacking #sales #marketing #salesautomation #marketingautomation

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Watch: Operating Partner Nir Goldstein discuss how to grow from $50M to $800M ARR with Omri Hurwitz! In this long form interview Nir dives into building scalable sales frameworks, creating sustainable growth mechanisms, and shares key lessons on scaling your ARR. Nir also discusses how Monday’s focus on product-market fit prepared him for the world of VC. Don't miss this in-depth conversation! Link in the comments below ⬇️

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Preparing for a Series B fundraising round is a complex process that requires strategic planning, operational efficiency, and a deep understanding of your company’s metrics. By leveraging your RevOps team, you can ensure that your data is accurate, your processes are optimized, and your strategy is aligned with investor expectations. This not only strengthens your position during fundraising negotiations but also sets your company up for sustained success as you scale.

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Curious what our SFDC custom object for funnel/lifecycle/pipeline looks like? We get a ton of questions on this, so here is a demo: https://lnkd.in/gyRtmnGQ We demo a few use cases, the Lifecycle records themselves, and a quick overview of how you can leverage the data. Let us know if you have questions and/or what else you would want to see from it. ____________________ If you don't know what it is: (1) Tracks your buying process from Sales Ready (aka MQL) > Closed Won on a custom object in SFDC. (2) Unifies the data across Lead, Contact, Campaign, Account, Opportunity objects for EASY reporting. (3) Enables a 1:many relationship between a buyer and a sales process to account for non-linear buying journeys without overwriting data (e.g. buyer gets recycled and re-MQLs and you'd previously have to overwrite the last MQL date). (4) Unifies the data in CRM (and not BI) for easier paper trail and troubleshooting, but custom object data can still be leveraged in BI for more advanced reporting. (5) Ties pipeline back to "tipping point" (aka the reason the buyer was sent to sales) which is better than original source or last touch/primary campaign source. (6) Also, works for tracking sales outbound, partner, product qualified leads, customer expansion. (7) Unmanaged SFDC package (meaning you have access to all the flows/object/metadata/etc and there is no subscription fee). You can install in SFDC (with our help). Hundreds of hours put into it to account for edge cases, 35 different Lead conversion scenarios, merging, and more. (8) We're coming up to our 20th deployment in the last 18 months in complex B2B SaaS orgs. 20 is a lot for a small agency like CS2 that has most clients on long term retainers (and not in the business of churn/burn through clients). Case studies coming soon.

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🎯 "Dear {first_name}, I noticed your GTM strategy is collecting dust in a slide deck. Spoiler: There's a better way. We just dropped our no-BS review of Octave - the tool making outbound work without making everyone cringe because your GTM deserves better. ❤️ Full Review: https://lnkd.in/gbgqvUAY Have #revtech we should review? Let us know in the comments!

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Marketing Cloud on Core doesn’t need to be "smart." It’s not designed to replicate the feature set of legacy tools like Account Engagement or Engagement. And that’s totally fine... Because Salesforce Data Cloud can fundamentally change the way marketers work. For years, marketers relied on their automation tools to double as datamarts. This made sense when data access was limited, and tools had to handle segmentation, manipulation, and orchestration. But the whole point of Data Cloud is to give Business direct, real-time access to all the data. Here’s the new paradigm: - Segmentation and data modeling? Let Data Cloud do it. - Activation? That’s what Marketing Cloud Growth or Advanced Editions are for. Comparing features is pointless. The future isn’t about “smart marketing tools” that do everything. It’s about a CDP managing data, AI driving decisions, and simple tools executing activation. Stop expecting Marketing Cloud on Core to check every box. It’s not a feature race—it’s a different way of working. #salesforce #salesforcemarketingcloud #marketingchampions #salesforcedatacloud

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Thanks for hopping on the podcast, Jacob Hagemeyer! This guy is both a friend and client at Cultivate Advisors. He knows how to market professional services to C-Suite executives and has an interesting opinion on B2B webinars. Check out the full episode! #marketinganalytics #revops #revenueoperations

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🚀 "PLG is not anti-sales." Kyle Poyar, Operating Partner at OpenView, clears up a common misconception about Product-Led Growth (PLG) in this snippet from the Experience-focused Leaders podcast. He dives into how successful PLG companies like Calendly effectively integrate sales teams, showing that PLG and sales work hand-in-hand. Alex Shevelenko 💚✖️🧠 #relayto #podcast #PLG #ProductLedGrowth #Sales #Podcast #Leadership

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Some years ago I was in charge of setting up HubSpot sales analytics and analyzing data for actionable insights. HubSpot is a fantastic CRM with dashboard customization, but creating the reports I needed was often a struggle. I relied on spreadsheets to calculate certain data points, which was time-consuming and difficult to maintain. That's why we created Forecastio - to simplify sales data analysis and provide AI-driven insights from your HubSpot data. If you want to learn how to supercharge your Hubspot sales analytics and easily make data-driven decisions, click the link to read more! #SalesAnalytics #HubSpot #Forecastio #RevenueLeadership #DataDrivenInsights

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What if your product demos were as immersive and personalized as the Holodeck from Star Trek? Imagine transporting your prospects into a reality tailored specifically to their needs and desires. Personalization is the key to success in enterprise sales: • 80% of buyers are more likely to purchase from a company that offers personalized experiences • 71% of B2B buyers expect a deep understanding of their needs But creating truly personalized demos has always been a challenge. Just like the Holodeck replicates an experience for all five senses, what if a demo could replicate your product's unique value for each prospect? It's not just about testing features - it's about simulating the impact your product can have on their business. #ProductDemo #Personalization #Holodeck #SaaS #EnterpriseSales #GTM

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