J. Reed Flesher

Now is the time to move from Functional Fiefdoms to Centralized GTM Ops. ⬇ ⬇ ⬇ Scott McKenzie joined David and I on the podcast to shares his thoughts on how. Skip to 04:33 to get right into the meat of the discussion. RevSearch.io/29 (FYI, today is also international grey sweater day. We participated. Did you? 😂 ) #revenueoperations #valuecreation #CRO #privateequity #GTMstrategies

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How should startups structure compensation for their first GTM hires? I recently discussed GTM hiring with Taylor Wells, and we touched on an aspect that many founders overlook: 𝐂𝐨𝐦𝐩𝐞𝐧𝐬𝐚𝐭𝐢𝐨𝐧 𝐢𝐧𝐜𝐞𝐧𝐭𝐢𝐯𝐞𝐬 𝐟𝐨𝐫 *early* 𝐆𝐓𝐌 𝐭𝐚𝐥𝐞𝐧𝐭. Many startups default to the 50-50 salary & commission split for frontline sellers. This is the norm for established companies, viewing it as the market standard. BUT… Established companies face fewer risks and have robust frameworks in place and GTM maturity. And so, sellers get paid to meet a number. Period. Your early-stage startup might be in a different league. GTM roles, including sales and marketing in very early stages, Need to do more than just drive revenue. They define and refine the sales process, They close the product/customer feedback loop, They help you find PMF/GTMF, creating invaluable institutional knowledge that shapes the company's operational blueprint. (or you can say, they help you figure out the best way to do their job). Therefore, their compensation should reflect this expansive impact. a16z has this concept of the *renaissance rep* A rep that is responsible for many things outside of just revenue growth. I’ve written about early hires at Hubspot spending up to 40% of their time doing customer interviews. These are very important initiatives for your org. And incentives should align. If you're in a position to make these decisions, consider a customized compensation structure, like a 70-30 or 60-40 split favoring salary. OR build in soft targets/objectives that help an early hire hit their OTE. ‘Show me the incentives, and I’ll show you the outcome’ Make sure to prioritize these early activities that will help lay the foundation of your GTM program. P.S. Need help hiring GTM talent for Data, AI/ML, Compute, and Cloud Infra? DM me. We've assisted successful early-stage startups (backed by Insight Partners, Sequoia Capital, Andreessen Horowitz, Index Ventures, GV, Accel, and more) in finding A+ hires.

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And we're back. One of my absolutely favorite episodes of The GTM Kickback! to date. Richard Brasser - an insanely sharp GTM leader with over 2 decades of sales leadership, executive work, entrepreneurship, and GTM consulting experience with some of the top software vendors in the world - joined me for a little over 30 minutes We talked everything that it takes in 2024 to drive your company towards a more modern, AI enabled, GTM machine - Enhancing your ability to forecast (both as a leader and a rep) - Developing TRUE ICPs based on realtime data & buying trends - Hire better reps that hit quota more consistently - Create IMMENSE amounts more predictability in your revenue models, profitability, and success metrics across the business Absolutely brilliant thoughts from Richard on all of this - a must listen for anyone toying with AI in their operating structure and looking to make more money this year using it. Full link in the comments below 👇🏻⬇️ #GTMSearch #GTMKickback #SaaSSales

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We're diving deeper into the world of HubSpot and uncovering some fantastic opportunities for staffing firms to harness the platform's full potential. 10 Ways Marketers in Staffing Should Use HubSpot Today: 1. Integrate Breeze AI: Employ Breeze Copilot for cutting-edge content creation and sales forecasting. 2. Consolidate Your Tech Stack: Bring together your marketing, CRM, and customer data within HubSpot for streamlined operations. 3. Leverage Marketing Analytics: Utilize the advanced Marketing Analytics Suite for deeper insights and smarter lead scoring. 4. Personalize Customer Engagements: Deploy HubSpot’s AI tools to tailor interactions based on individual behavior and needs. 5. Remix Content Creatively: Use the Content Remix tool to transform existing blog posts and videos into new formats for social media. 6. Enhance Your Data Strategy: Ensure your data is pristine and well-integrated to fully leverage AI capabilities. 7. Execute Targeted Campaigns: Use HubSpot’s Content Hub to deliver precise, tailored content to specific audience segments. 8. Unify Teams with HubSpot CRM: Enhance collaboration across marketing, sales, and service teams with the seamless integration of HubSpot CRM. 9. Explore New Features like App Cards: Utilize innovative tools such as App Cards for better app integration and enhanced customer experiences. 10. Optimize Inbound Strategies with AI: Refine your inbound marketing strategies using AI for more effective, customer-centric content. These strategies not only emphasize the importance of AI and personalization but also highlight the need for streamlined operations to stay competitive in today's dynamic market. Interested in maximizing HubSpot's capabilities for your staffing firm? Connect with us to transform how you attract, engage, and delight your customers. #StaffingSolutions, #HubSpot, #DigitalMarketing, #TechInStaffing, #MarketingAutomation, #CRM, #InboundMarketing, #ContentMarketing, #DataDrivenMarketing

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Why retain?! We are on our third persona iteration for a CRO mandate 😳 The mission: scale the GTM org from $XM to $XMM in 18 months with a focus on building the sales process and implementing a channels partnership strategy. What we (founders & I) overlooked during the search was the recent high (and unexpected) churn in the customer base. Consequently, we placed greater importance on individuals with a robust customer success background, achieving X% net dollar expansion success. Previously, our criteria focused solely on Enterprise Leadership experience. Today, we seek individuals who have led a complex multi-product sales motion addressing a multi-segment customer base. A company’s success or survival depends on getting the CRO hire right. Did they actively develop the processes that scaled their previous company’s revenue (instead of benefiting from already established processes)? And importantly, we need to gauge their propensity to roll up their sleeves to build what your company needs to scale. Your GTM talent partner needs to be comfortable with change, willing to traverse a complex search terrain and above all, your talent partner needs to be retained. There is a solution Cognatio Solutions #CRO #GTMHiring

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Remote hiring shouldn't mean tax headaches. ShipHawk expanded to over 20 states as the business went remote in the pandemic. See how they figured out sales tax with Anrok. We're not just automating compliance. We're enabling growth without borders. Because finance leaders should focus on scaling, not stressing over taxes.

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RFPs are kind of the worst. For everybody. Can't tell you how often I talk to folks with actual, acute pain who delay solving their pain because their company insists on making the sales process extra labor intensive by having stakeholders from 8 different teams compile 300 questions (of which maybe 30% matter) which result in 65,000 word tomes from each vendor that nobody reads. Our industry's not that hard. I often talk to people who puzzle over why the rate of innovation's so slow in contingent staffing; surely part of that's related to the fact that 12 and 18 month sales cycles have somehow become the norm. If we moved faster as an industry, the industry would, you know, move faster.

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As we move deeper into 2024, tracking the right metrics is critical for scaling a SaaS business. This insightful guide outlines the top metrics to watch and includes valuable benchmarks to keep you on track. Whether you’re focused on ARR, CAC, or CLTV, understanding where your company stands is key to driving sustainable growth. Check out the article for a comprehensive look into the latest SaaS trends and metrics! #SaaS #BusinessGrowth #Metrics

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Discover how BrokerKit transformed our recruiting process with its outstanding analytics and proactive notifications. Experience seamless integration with MarketView Broker and see why this CRM is your team's best investment. Unlock new opportunities today! #RecruitingSuccess #brokerkit #crm #MarketViewBroker #realestatetech #analytics #ProactiveRecruiting #businessinvestment #leadgeneration #TechForRealEstate

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Discover how BrokerKit transformed our recruiting process with its outstanding analytics and proactive notifications. Experience seamless integration with MarketView Broker and see why this CRM is your team's best investment. Unlock new opportunities today! #RecruitingSuccess #brokerkit #crm #MarketViewBroker #realestatetech #analytics #ProactiveRecruiting #businessinvestment #leadgeneration #TechForRealEstate

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Blackhat 2024 is wrapped A huge amount of optimism in the space right now - excited to see what growth comes in the next 12-18 months for vendors in the space My thoughts in reflecting on the dozens of conversations I had with VCs, CXOs, and GTM Leaders out there: - Optimism for growth is high, supported by real numbers. Multiple leaders told me they were creating multi-7 figure pipelines out of the show alone. - Appetite to speak with, court, and hire proven executives and salespersons in the space is moving at a pace we haven't seen in 24 months. Set up multiple interviews/intros that were made during the show, and happened during the show. - Face to Face always wins. We've been saying this since the glory days of the post-pandemic buzz starting waring off, but it was nice to see this in full force. Hands shaking, drinks being shared, and deals getting done live and in person in full force. - AI is the way, and securing this new attack surface was one of the most important discussions had. Pretty incredible to see some of the novel solutions in the space solving this issue; protecting AI data access, prompt manipulation, reverse-engineering attacks, etc. - Lot of money getting spent on marketing, as always. Huge events, more key sponsors than ever, lots of SWAG. Pretty excited to be working in this space and help out a number of new vendors grow through the rest of this year. #Blackhat2024 #cybersales #GTMJobs

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Amplitude Announces Third Quarter 2024 Financial Results: - Third quarter revenue was $75.2M, up 6% year-over-year - ARR was $298M, up $8M from the end of the second quarter - We now have almost 3,500 paying customers, with 567 of those representing more than $100k or more per year Q3 was all about winning the enterprise. We are starting customer conversations differently, reaching key decision-makers, and demonstrating fast value in ways we weren’t before. The result is a higher-quality book of business, with better attach rates, longer contracts, and bigger expansions (we had multiple expansions exceeding 7 figures in Q3). Consolidation is another big theme that's been playing out for several quarters. It’s clear that our customers are looking for an all-in-one platform, and they are finding that in Amplitude. And we've continued to make our platform better. In Q3, we launched Amplitude Made Easy, our completely redesigned platform experience that takes the difficulty out of analytics. We also deepened our partnership with our friends at HubSpot, launched Web Experimentation, and acquired Command AI (fka CommandBar). To our Ampliteers, partners, and customers—we couldn’t do it without you! Thank you. Thank you. Thank you.

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🎙️ The time has finally come to introduce our new Co-Host. This Wednesday, we have a double reveal on The Vertical SaaS Podcast 👀... We’re thrilled to welcome not just one, but two incredible voices to the show. Our special guest, Eli Bozeman, Assistant VP of Product at SageSure, joins us for a deep dive into the evolution of Insurtech, from 1.0 to 2.0, and shares invaluable insights on navigating Engineering and Product leadership in this transformative space. But that’s not all... Super excited to introduce and welcome new Co-Host and seasoned start-up CTO, Ben Brown to the pod👏. Ben is a powerhouse of knowledge, with vast experience in B2B, B2C, and hybrid product environments. He’s led teams of 100+, driven innovation in FCA-regulated markets, and is a champion of building high-performing, iterative teams. In this episode, we explore with Eli: ✅ The challenges of growth in the insurance industry. ✅ The critical role of collaboration between tech and product teams. ✅ How AI and machine learning are shaping the future of insurance. ✅ The balance between speed, innovation, and building proprietary models. With Ben’s leadership perspective and Eli’s expertise, the conversation is packed with actionable takeaways for building, scaling, and innovating in niche markets. Don’t miss it, the episode drops on Wednesday! 🎧

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Our partnership with Brex now gives us unparalleled insight and breadth in SaaS purchasing reports

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Tune in to the latest episode of Built by People, put on by Previ! 🎙️ It was awesome spending time with Sarika Lamont, VP of People and Culture at Vidyard. Our conversation with Sarika spanned.... 💰 Compensation 💰 Pay transparency 📈 Job architecture 👊 HR and business alignment I couldn't help but come out of that conversation wanting to dig even deeper into the topics that we discussed together. And that's why we are gradually planning to collaborate with Sarika and a few other HR experts on this very topic, so stay tuned there and make sure to give her podcast episode a listen either on apple or spotify! Find the episode in the comments! #HR #PeopleOps #Compensation #PayTransparency #JobArchitecture #Leadership #Podcast #BuiltByPeople #Predige

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Awesome SaaStock workshops yesterday led by Kevin "KD" Dorsey on how he operationalizes his sales teams and keep them up to date, Rita Jhaveri on the importance of customer onboarding with a fun workshop (Team Monkey FTW!), and Jake Dunlap for new insights on creating a effective buying experience. My biggest take aways from the sessions were: Our buyers' environment is changing and how they buy is changing. Are your internal processes staying up to date to meet your buyers where they're at? At startups I think of my sales org processes within a constant loop -> What's our.... TAM -> SAM -> SOM -> ICP -> Buyer Persona -> Pain Points for said personas within the ICP -> Does our product solve those pains points -> relevant messaging for marketing + disco + demo -> win customer -> case studies -> renew -> apply case studies and stories to new business sales cycle -> repeat The challenge I hear often is that people don't know what their ICP should be and so everything after that falls flat. But why is this so hard to figure this out? It's going to sound ridiculously simple..but it's your industry tags. Read more on why and how to fix it in the comments below and if you’re attending SaaStock today let’s meet up! #saastockusa2024

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And we're back! The GTM Kickback! #73 - Understanding the OEM Partnerships Model - w/ Ronald Wyatt With one of my favorite guests to date, this week on The GTM Kickback, I had the pleasure of sitting down with the great Ron Wyatt, to discuss his career, strategy in building some of the most impressive OEM-led GTM motions in the world, and his tips for success in the space. Ron is a transformational GTM Leader, OEM, Partnerships, and Strategic Alliances Expert, Mentor, Startup Leader, Founder of a new firm "OEM Technology Partnerships." He helps organizations navigate the ever-changing world of OEM technologies & data partnerships, with the goal to connect those providing technology with those looking to integrate. We discussed how these partnerships are formed, the benefit/ROI they can bring to an organization that implements this model, and some helpful advice for those that would like to round out their partnership skill sets in the OEM domain. Check out the full show in the links below!👇🏻⬇️ #GTMSearch #GTMKickback #SaaSSales

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We all know that the traditional methods of recruiting are broken. What is a better model out there for our current technical landscape? Great convo here between Brandon Tolbert and Rob Ocel on attracting, developing, and retaining great talent in a distributed org! Link down below. 👇

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Revisiting this conversation with Matt Dichter, VP of Sales at Staffing Engine on The Staffing Show - his predictions about AI and remote coaching have aged remarkably well. While everyone was still figuring out ChatGPT, Matt was already using AI call recording to analyze sales conversations, spot trigger words, and enable async coaching at scale. The episode dives deep into how modern staffing firms are using AI to: ⚡ Cut lead response time from hours to minutes 🎯 Coach remote teams more effectively 📈 Scale operations without adding headcount 🎧 Worth a fresh listen: https://hubs.la/Q02Zb0P90 #StaffingIndustry #SalesLeadership #RemoteWork #staffingshow Staffing Hub

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