Marcus Andrews

I could talk about product positioning all day. Good product positioning makes it easy for buyers to see themselves, their routines, and their goals reflected in what you're offering them. Sometimes it's shifting your product positioning from "what we do" to "what we do for you". What a dream getting to meet and talk with Daniel Murray of The Marketing Millennials podcast about: ➡ Creating product positioning that resonates (and how we think about it at Recharge ➡ Sustaining brands in the routine economy ➡ Why your first marketing hire should be a product marketer, and more Check out the full episode ✨

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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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As an agency leader, you know scaling sales within your organization is no easy task... 🥵 Thats why we've pulled together resources to help guide founders and agency leaders in the right direction to scale beyond founder-led sales methods and on to a repeatable GTM strategy with RevOps as the secret weapon. Check out the full blog post and access the guide via the link in the comments 👇

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Real talk - reaching your actual Ideal Buyer means your entire GTM org is spending their time on the right revenue-generating activities. So why is this often not the case? Outdated, static, and siloed strategies. What do we mean by Ideal Buyer? How can you use technology to hone in on your top performing segments? More on the RevOpsolutely Substack 🙌

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Wrong product roadmap? We spent 3 months talking to SaaS product, sales, and CS leaders (50-200 employees). Misalignment around the product roadmap is common. Visionary executives dictate the roadmap. Loudest voice in the room gets priority. Customer voice, data, and feedback are ignored. Commercial viability is an afterthought. No framework for prioritizing features exists. Gut feel drives feature prioritization. Spending 2 quarters on a roadmap your ICP doesn't want hurts. Competitors focus on what the ICP wants. Prospects choose competitors, shrinking the market. Inbound leads decrease. Win rates decrease. Outbound effectiveness decreases. Churn increases. This is a multi-million dollar problem. Secondary problems include top rep turnover, CSM burnout, and wasted resources. Layoffs ensue. Everything on the roadmap is critical for business growth. Getting it right is hard. A framework is needed to assess commercial viability. Sales/CS takes the brunt of the pain. How do you focus the roadmap on your ICP? #ProductRoadmapStrategy #SaaSProductManagementBestPractices #CommercialViabilityAssessment #FeaturePrioritizationFramework #CreativerseAgency

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Most account-level intent data is vague, hard to action, and ineffective. Without access to explicit and actionable signals, far too many GTM teams settle for poor targeting, ineffective outreach, and lackluster results. It doesn’t have to be that way. 👉 You can have it all: Account-level data with rich context and person-level data that deliver targeted, timely, relevant insights that drive next-level results. To add even more context to the signals we surface and score for you, today we launched: - 150 million job listings signals (think open roles or skills/tech listed in job recs) - 8 million news signals (think fundraising events, 10-Ks, strategic hires) …spanning 40 million companies around the world. That’s just the beginning. With these signals (and the other 100+ product, website, community, and social signals we can surface and score for you), you can better understand company priorities, needs, and intent, and turn those signals into automated GTM plays—all in Common Room. 👀 Here’s a (small) peek at what you can do: - Create target burndown lists that auto-replenish daily - Stack news and hiring signals for even more effective GTM - Find high-fit, high-intent accounts with a keyword search - Drill down into full job descriptions and news articles - Identify decision makers across the account - Pinpoint what matters most to your buyers …all without ever leaving Common Room. It’s what we’re all about: More signals. More context. More intelligent go-to-market. For all the details 👇

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Should GTM teams prioritize optimization or innovation? (The short answer: both) The long answer: 👥 Find a colleague who complements your skillset. If you're an optimizer, find an innovator who will push your programs to new heights while you figure out how to make it all work. ⚙️ Build proof of concepts before going all-in on an idea. Take the best parts of previous campaigns and apply them to the next ones. Remove inefficiencies as you go. Learn more about how Snowflake continually optimizes AND innovates their ABM program: https://bit.ly/4bcx67F

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Did you know that 75% of the world's highest-growth companies will deploy a RevOps model by 2025? With plans like that in place, studies show companies that align people and technology with RevOps-backed processes will enjoy a 28% higher profitability. 🤑🔥🚀 If misaligned GTM strategies have you tired of seeing red, maybe it's time to see some green with a simple-to-use AI-backed platform designed with RevOps in mind. 🤝🏼 We've saved a place just for you. Book a demo here. https://lnkd.in/gQ2EynbR Fullcast Ryan B. Dylan Ferguson Amanda Fletcher Tyler Simons Ashley Kim Spencer Ricks, M.A. Dharmesh S. Amy Osmond Cook, Ph.D. #fullcastgotomarketcloud #softwareandstrategy4gotomarketteams #revops #GTM

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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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Retention - the new winning. If you don't retain your customers what's the point of winning new ones? Many ABM programs use the 3Rs methodology for measuring ROI: Reputation Relationships Revenue Celia Slack argues there is a fourth R - Retention. She gives a good case for it. 👇 What's your take? 3Rs? 4Rs? Or an alternative R?

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Prefer articles to podcasts? 🤓 That’s no reason to miss out on Sandy’s insights from the season finale of RevOps Unboxed! She dives into the links between alignment, customer journey, and technology in revenue operations. Providing you with a practical look into running a streamlined revenue function. 🚄 ⬇️ Step outside your job description and become a strategic revenue leader. https://lnkd.in/dQzEM74W #RevOps #RevTech #CustomerJourney

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This guide by Michael Applebaum is one of the best product marketing guides that I've seen written. Concise and practical. Thanks to Stage 2 Capital as well. #ProductMarketing #PMM

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Despite more organizations adopting RevOps as an operating model, not everyone is fully leveraging its true power. Scale EIR Robert Koehler digs into three primary challenges facing RevOps teams today and how RevOps leaders are approaching them. https://lnkd.in/gP4-7fc9

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You can't manage what you don't measure. One of the best ways to get GTM teams aligned on strategy is to have common goals that everyone is working towards. If you've ever wondered how to measure the success of Outbound, Inbound, PLG, Partner-led growth, event-led growth, or community-led growth, check out this week's #GTMonday for suggestions! Link to research note in comments.

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I'm all for protecting consumers but the 19 different global privacy regulations are unnecessarily crushing B2B GTM. I've seen these regs bring entire revenue teams to a grinding halt. I've witnessed some bitter battles between business leaders and legal leaders dismantle entire GTM playbooks. It doesn't need to be this way. Revenue teams AND legal AND data subjects can ALL get what they need. It boils down to knowing EACH privacy regulation, having a specific plan to source and transfer data and having a vendor partnered with you who can do it above board without bullshitting you or legal. To help, we've created a framework. The framework is gonna show you 3 things: 1️⃣ Region by region, country by country what does each privacy regulation require? Public sourcing, passive opt-out or explicit opt-in? 2️⃣ If you're evaluating data vendors to use in those regions, what should each of those vendors be doing to compliantly source & transfer data to you? 3️⃣ It's going to arm you with the knowledge you need to present a bullet proof case to legal to get the approval you need to execute outbound plays in these countries. If you want the framework, click the link in comments...DM LeadGenius or Zeb Couch 🤜🤛 to chat about how we can help. 🥳

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B2C sales and marketing leaders with strongly aligned teams expect big revenue growth this year 📈 💲 💸 Those with poorly aligned teams—not so much. Poor alignment between your sales and marketing teams is hurting revenue growth. Get the State of B2C Revenue Execution Report to see why 👇 https://lnkd.in/gTA7mGyy #RevenueExecution #RevenueLeaders #RevenueGrowth #Sales #Marketing #DigitalMarketing

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Ever feel like you're overpaying for talent? With Exordiom Talent, that's a thing of the past. We've have 100's of pre-vetted team of GTM resources (BDRs, AEs, SalesOps, Marketing, CS, Customer Support, and SFDC Admins) who can quite immediately be placed in your company as contractors, who act as your full-time in-house employees. We promise high-performance. We leverage multiple decades of our GTM scaling experience in sourcing and providing these talents. Imagine having these for a fraction of the cost of your local resources! No more settling for underperformers, when you can have key players, no matter where they are in the world! Ready to scale your GTM, while making sure your costs don't skyrocket? Send us a message! #GlobalTeam #Expertise #ElevateYourStrategy #BusinessSuccess #GTMOptimization

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The average enterprise GTM tech stack has 23 core technologies. Woah… If you work in sales, you’re likely all too familiar with the challenges of managing an ever-growing tech stack. The issue is that adding more tools to your tech stack doesn’t automatically equate to getting more done. 66% of sales reps feel like they’re drowning in technology. How do we give our teams less and allow them to do more? The solution, as we see it, is a fairly simple one: Transfer as many different facets of a specific workflow, like prospecting, over to AI. GTM Partners just dropped a comprehensive ROI study, based on an analysis of G2 customer reviews and conversations with real Regie.ai customers. If you are looking for a deeper understanding of how to apply AI to solve business-critical challenges and expected results from doing it, this guide is your, well, guide.

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